Janek Performance Group

JANUARY 31, 2023

That ignited my life-long interest in influence and how decision-makers view sales professionals. This article summarizes what I learned about influence and how new sales professionals can shorten their learning curve. The first book was the classic Dale Carnegie’s How to Win Friends and Influence People.

Influencer 62

Influencer How To Decision Maker Incentives 62

Zoominfo

APRIL 19, 2018

If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

B2B 165

B2B Meeting Gatekeeper InsideView 165

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers. Do your research.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

SBI Growth

JANUARY 5, 2014

But not every sales manager knows how to do it. Who are my A/B/C players? Many B&C players look like A-players on paper. It’s a great opportunity to challenge yourself to grow, both personally and professionally. Resolutions are all about setting challenging goals and holding yourself accountable to achieve them.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Cincom Smart Selling

APRIL 16, 2020

Managed service provider sales requires an outcome-based selling focus. Selling Outcomes. George Humphrey authored a guide to selling managed services in a 2019 blog posting on the Technical Services Industry Association website. Those four skills are: C-Suite Credibility. Broad and Deep Knowledge.

Decision Maker 77

Decision Maker Scale Influencer Proposal 77

HeavyHitter Sales

JULY 1, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. TOP 20 GREAT SALES BLOGS. Recent Posts.

Penetration 112

Penetration Software Software Sales 112

HeavyHitter Sales

OCTOBER 4, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Sales Management 147

Sales Management Penetration Software Software 147

HeavyHitter Sales

JULY 1, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Study 163

Study Lead Rank Lead Scoring Penetration 163

No More Cold Calling

MAY 25, 2017

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. This month’s guest blogger, Tim Hughes—author of Social Selling: Techniques to Influence Buyers and Changemakers —discusses social selling offenses and how to rectify them. By Tim Hughes.

Account 288

Account Social Media Social Selling Twitter 288

The Sales Hunter

AUGUST 30, 2013

The good news is that you can more than adequately prepare for a meeting with anyone in the C-Suite, if you are willing to put in the extra effort and time. The good news is that you can more than adequately prepare for a meeting with anyone in the C-Suite, if you are willing to put in the extra effort and time.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

Women Sales Pros

JANUARY 6, 2019

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. After all, how many large deals can be closed without an executive sponsor? Open Window Two: C-Suite executives want to ensure a positive ROI on any big investment. When it comes to your TOP Line Accounts™ (i.e.

Lead Rank 100

Lead Rank ROI Sales Qualified Lead Guarantee 100

HeavyHitter Sales

DECEMBER 27, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

Smart Calling

MARCH 14, 2019

Lots of “experts” will tell you how to sell to the C-Suite. Our guest in this episode of The Art of Sales podcast, Dan Hoemke, not only was the CEO of a Fortune 500 company, but also was a top producing sales executive with one, and also sold to the C-Suite.

How To 56

How To Positioning Company Sales 56

Sales Hacker

JULY 3, 2020

Focus on how your services can help the organization and each individual department. There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. The company I work for primarily sells to marketing teams. and ” why now ?” than ever before. The Problem.

Decision Maker 119

Decision Maker Lead Rank Hiring Sales Qualified Lead 119

Janek Performance Group

FEBRUARY 27, 2024

From sales rep to managers to the C-suite, leaders embrace responsibility. Our recent blog Sales Trends to Watch in 2024 examined what sales organizations should prepare for. Our recent blog Sales Trends to Watch in 2024 examined what sales organizations should prepare for. This makes it less magic and more science.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

PandaDoc

AUGUST 10, 2020

Through his social content and discussions on LinkedIn, James Harris (the CEO of Seraph Science) mentions that the C-suite are not interested in making more friends or building their networks. If you lack trust, the C-suite and investors will seek other sources for validation. It will not lead to a business conversation.

LinkedIn 52

LinkedIn Buyer Face-to-face VanillaSoft 52

HeavyHitter Sales

AUGUST 2, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. 5 Truths About Selling to C-Level Executives.

Penetration 108

Penetration Decision Maker Software Software 108

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. Today’s blog post will give you the tools you need to write a Customer Insight Report that benefits your entire organization. Enter, the Customer Insight Report. That’s a tall order. Let’s get into it!

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

HeavyHitter Sales

APRIL 16, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Favorite Sales Blogs & Web Sites. (My

Penetration 100

Penetration Software Software Trends 100

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Trends 121

Trends Decision Maker Study Analysis 121

Zoominfo

FEBRUARY 19, 2018

But, what do you really know about social selling? Today, we provide you with a little more insight into the world of social selling. We put together the following list of social selling statistics in hopes that sales reps everywhere would take this information and apply it to their current social selling practices.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

No More Cold Calling

OCTOBER 29, 2017

How do we get meetings? Yes, there’s lots that’s scary about account based selling. But the good news is that referral selling mitigates these fears. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. They look at me like I’m from Mars. A hairbrush!).

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

HeavyHitter Sales

MARCH 20, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. How to Hire a VP of Sales. Recent Posts.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. Today’s blog post will give you the tools you need to write a Customer Insight Report that benefits your entire organization. Enter, the Customer Insight Report. That’s a tall order. Let’s get into it!

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

Smooth Sale

MARCH 13, 2023

Note: Dan Coconate provides our blog post, Must-Ask Questions When Choosing A Custom Packaging Supplier. Choosing A Custom Packaging Supplier At some point, businesses selling products will encounter the age-old problem of how to package their goods. What Type of Packaging Do You Sell? How will the packages appear?

Hiring 78

Hiring Customer Lead Rank Lead Scoring 78

HeavyHitter Sales

SEPTEMBER 29, 2009

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Selling to The C-Level Webinar-WATCH IT!!!

Penetration 60

Penetration Jigsaw Webinar Metrics Decision Maker 60

Sales Hacker

JUNE 8, 2022

How quickly can I find deals, close them, and move onto the next one? How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

HeavyHitter Sales

NOVEMBER 3, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

Understanding the Sales Force

SEPTEMBER 8, 2014

Hubspot''s Sales Blog published this post with some professional follow-up email templates. The September issue of Top Sales World was published last week and my article about the Top Mistakes Salespeople Make on the Phone was named Top Blog Post for August. Understanding the Sales Force by Dave Kurlan. This is important!

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

HeavyHitter Sales

FEBRUARY 22, 2012

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Penetration 112

Penetration Competition Examples Study 112

HeavyHitter Sales

JUNE 1, 2010

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Understanding the Sales Force

FEBRUARY 5, 2013

Dan also writes that because the majority of all people are ambiverts, most of us were actually born to sell. Our research clearly shows that 10% of the people that are already in sales shouldn't be selling, and another 22% can't be trained to improve their performance. Our research doesn't support that!

Scale 255

Scale Study Research Webinar Metrics 255

Zoominfo

AUGUST 5, 2021

We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. If you’re selling a very technical product in a crowded field, then you may want to focus your sales enablement on Detailed Information About Products & Services. Equip Your Reps with Knowledge.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Recent Posts. Best New Sales Book of 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. Sue expanded her network into the C-Suite, and she and George have become business friends. That’s how you build relationships and trust. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. It’s how much “breathing room” you leave between asking questions, and how evenly spread your questions are throughout the sales call.

Training 92

Training Cold Calling Webinar Metrics Objections 92

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite. How can you help your sales managers execute? A few examples you may be seeing: Cadence – They aren’t sure where or how to spend their time. Selling to Decision Makers.

Hiring 305

Hiring Strategy Handbook Face-to-face 305