Janek Performance Group

SEPTEMBER 26, 2023

To paraphrase the renowned sales guru Mark Twain, The difference between the right word and almost the right word, is the difference between telling your sales manager that the deal is dead, versus, the deal is no longer viable. Words are the hammers and nails of sales. Sales, like life, are greatly influenced by semantics.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. What Is SMS Sales? Both of these scenarios are examples of SMS sales, and it can easily be used in a B2B context as well.

B2B 123

B2B Closing Campaigns Follow-up 123

Braveheart Sales

APRIL 20, 2021

While we can wait, wish and hope, it is unrealistic to expect those ole days of selling to return. It was already tough to do this in some large cities due to security measures that were enacted in 2001, such as guards, visitor monitoring, etc. Sales teams must face whatever comes next head-on. What’s Not Changing Back?

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Selling Essentials RapidLearning Center

AUGUST 12, 2020

Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. Switch it up. The German researchers set up an experiment where 200 medical students learned doctor-patient communication skills through role-playing, and, separately, from watching a role-play.

Research 59

Research Groups Cold Calling Exercises 59

SBI Growth

OCTOBER 6, 2012

In a timeless article from AdAge.com, Marty outlines what he considers to be the goals of Marketing: Sell more stuff. In the pursuit to sell more, Marty made a significant investment in branding. For an emerging brand, marketers must provide air cover for sales reps to gain traction. Marty Homlish, CMO. Make more money.

B2B 306

B2B SAP Customer Transportation 306

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. For those of us who are immersed in the world of SaaS sales every day, it’s easy to forget how new the SaaS concept is. Salesforce was founded in 1999 and has been selling software for less than 20 years since. For closers, this is bookings.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. Easy to say at the sales kickoff. That turns people off.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Revegy

AUGUST 27, 2020

By our reckoning, nearly 40 percent of leading US industrial companies toppled from the first quartile in their sectors during the 2001 recession, and a third of leading US banks met the same fate,” says McKinsey & Company in Preparing for the next downturn. “At Did you highlight the business value you delivered? Did you monetize it?

Outsourcing Services 52

Outsourcing Services Lead Rank Lead Scoring Webinar Metrics 52

The ROI Guy

JUNE 11, 2015

That B2B buyers were thought to be anywhere from 57% to 85% complete in their decision making process before contacting sales. That much of the buying will not need sales reps anymore, and that over 1 million B2B salespeople would go the way of the dodo. Amazon continues to contribute heavily to the death of retail sales.

Real Estate 89

Real Estate B2B Buyer Travel 89

Igniting Sales Transformation

JULY 18, 2018

Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. Future-proof yourself and your sales team, understand what’s coming next and how to deal with it. had been providing skills training since 2001 and about five years ago, Dan made the decision to lead 2Win!

Vendor 76

Vendor Software Software Video 76

Cincom Smart Selling

JULY 25, 2017

One way CPQ (configure-price-quote) software improves sales is by helping to identify buyers for products and services. Before you can sell something, you need to have some understanding of who might buy it. Imagine, trying to sell a pair of Florsheim Imperials® to Flipper. This vehicle was brought to market in 2001.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JULY 25, 2017

Before you can sell something, you need to have some understanding of who might buy it. Imagine, trying to sell a pair of Florsheim Imperials® to Flipper. But, in a world without feet, you are not going to get rich selling them. This vehicle was brought to market in 2001. They just saw the gross sales in year one.

Buyer 59

Buyer Promotion Collateral Social Media 59

Partners in Excellence

SEPTEMBER 3, 2016

Buy ‘em for 7 cents, sell ‘em for 10 cents. Chris Palmi sano, Vice President, Global Sales And Marketing, Khorus. We would weigh one component on a scale, then weigh all the other components together, do a little math, and come up with a quantity. I was on the job in September of 2001 when NYC and Washington, D.C.

Chemicals 49

Chemicals Hiring Scale Networking 49

The ROI Guy

JULY 23, 2015

We recently had the pleasure of talking sales enablement with the Sales Enablement Lab and Thierry v. Tom Pisello, Alinean's CEO / Founder was interviewed about the recent proclamations on the Death of the B2B Sales Rep, and what his thoughts were on the future of B2B selling and sales enablement.

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

The ROI Guy

JULY 5, 2011

Gartner’s forecasts are up significantly from estimates earlier in the year, when 5.6 % growth for 2011 was the prediction, despite the disaster and perceived pause in the global recovery. This is a fundamental and permanent change that began with the bursting of the tech bubble in 2001, and has only been reinforced by the Great Recession.

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Sales Excellence

MAY 10, 2016

Denver, CO, USA –May 10, 2016 – Sales Excellence International, a premier global sales training and consulting organization, today announced the launch of its new virtual workshops available through Sales Excellence University. Our new video-conference platform is truly state-of-the-art.

Training 20

Training Face-to-face Distribution Travel 20

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Book sales were constant but sales of the complete package increased by almost 50%.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

FEBRUARY 14, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

APRIL 15, 2010

In a recent article on Sandhill.com, Selling Software to the C-Suite, Stephen J. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation. Ever since the bursting of the tech bubble in 2001 buyers have fundementally changed.

Software 40

Software Software ROI Buying Cycle 40

The ROI Guy

FEBRUARY 15, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

Social Media 45

Social Media ROI Media B2B 45

The ROI Guy

JANUARY 20, 2011

which adds graphics capability, better registration control and several other key features, which can now be integrated and used with any new tools, or in any of over 1,000+ current sales and marketing tool campaigns. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

DECEMBER 23, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

DECEMBER 9, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. As a result, sales is being invited later into the decision making process, if at all.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

JULY 15, 2009

Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered. Provocation-Based Selling: Loosening the Status-Qu. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Media B2B 40

Insight Demand

MARCH 31, 2017

[ii] Despite widespread agreement amongst neuroscientists that our conscious rational mind plays a minor role in decision making, why do our sales messages to buyers focus almost exclusively on facts and figures? We default to selling to Mr. Rational because, when we think of ourselves, we identify with our conscious rational mind.

Transportation 20

Transportation Study Journal System 20

Insight Demand

MAY 12, 2014

They have been able to prove with fMRI scans, for instance, that a story lights up the region of the brain that processes sights, sounds, tastes, and movement [v]. ii] Behavioral and Brain Sciences, 2001, Nelson Cowan, professor at Department of Psychological Sciences. [iii] Insight Selling' What would you be more likely to do?

How To 20

How To Transportation Travel Pipeline 20

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The Ultimate Sales Executive Resource

NOVEMBER 19, 2008

Sales managers might want to adhere to this caution as well. Sales performance measured with company results As the role of a sales force is to generate revenue for a company, and it is furthermore easy to measure, it is a frequently observed practice to use revenue as the primary performance indicator of the sales force.

Top of Funnel 40

Top of Funnel Funnel Territories Revenue 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

SBI Growth

NOVEMBER 24, 2013

One of the most difficult responsibilities for a B2B marketer is sales enablement. What makes it difficult is the lack of adoption and rejection by sales. The sales field is often critical of any marketing effort. Even when you do everything sales asks for it’s never enough, never right, or simply forgotten.

Marketing 316

Marketing Decision Maker Sales Enablement Transportation 316

The ROI Guy

JANUARY 10, 2011

Thats up from 21% last year, when "selective spending in a few key areas" and "maintaining service levels with flat budgets" topped the agenda (at 28% and 23% respectively). Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Provocation-Based Selling: Loosening the Status-Qu. Over 200% ROI from a Value Selling Program Sound I.

ROI 40

ROI Social Media Microsoft Media 40

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Book sales were constant but sales of the complete package increased by almost 50%.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

The ROI Guy

OCTOBER 22, 2010

Survey participants indicated that although prevalent, promotional e-mails, direct mail, sales representatives and general advertising were less effective at raising awareness of new solutions. The research implies growing skepticism over sales pitches and marketing fatigue make these once effective channels less so at raising awareness.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45