Janek Performance Group

SEPTEMBER 12, 2022

Janek Performance Group is an award-winning global leader in sales training and coaching. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Mindtickle

MAY 2, 2023

Foundational What is a sales enablement program How to align your sales enablement with sales process development How to align enablement efforts with the buyer’s journey How to align sales and marketing teams together Programmatic Onboarding and training Role-playing Content Coaching Analytics What is a sales enablement program?

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Partners in Excellence

MARCH 25, 2023

Look for a platform that allows you to create and manage different types of content, such as sales decks, case studies, product brochures, and videos. Sales Training and Coaching: The platform should provide sales training and coaching capabilities that help sales reps improve their skills and performance.

Lead Rank 62

Lead Rank Case Study Analytics Lead Scoring 62

Allego

DECEMBER 11, 2020

If you’re like most marketers, you’ve got a full production calendar of solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time. 4 Make It Mobile.

Collateral 83

Collateral Marketing Harvest Scale 83

criteria for success

MAY 4, 2022

The more specific your team gets, the more marketing can target your collateral, including blogs. Marketing can approach problem solving at a strategic level by publishing case studies and success stories. For example: “We worked with a company similar to yours, where their problem was not getting enough ROI on sales training.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Mindtickle

APRIL 7, 2023

This includes activities such as providing sales training and coaching, developing sales collateral and tools, and ensuring that sales teams have access to the right information and resources to close deals. Revenue enablement, on the other hand, encompasses a broader range of activities that go beyond just supporting sales teams.

Revenue 52

Revenue Face-to-face Collateral Lead Rank 52

Zoominfo

APRIL 26, 2018

Training and onboarding. Around 3 in 4 organizations use classroom training as their primary way to train salespeople ( source ). High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones ( source ). Continuous training gives 50% higher net sales per employee ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. To achieve success in this field, a well-trained salesforce that can communicate the value and benefits of the products they represent is essential.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Highspot

JANUARY 22, 2024

Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product. Here’s a detailed look at the role of sales enablement in a GTM strategy: Product Knowledge and Training Sales enablement plays a vital role in fostering product knowledge within a sales team.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product. Here’s a detailed look at the role of sales enablement in a GTM strategy: Product Knowledge and Training Sales enablement plays a vital role in fostering product knowledge within a sales team.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Mindtickle

MAY 2, 2023

Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. As a sales enablement leader, sales content is a big part of your job.

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. Training webinars. Sales teams, needing up-to-date product knowledge, benefit from training sessions from marketing.

Lead Rank 106

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 106

LeveragePoint

FEBRUARY 20, 2018

But this misperception is not inherently a sales personnel or sales training problem. For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies. Case studies answer the question “what do you do for your customer?” It is a Value Proposition design problem.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

MTD Sales Training

JUNE 25, 2018

Have I got more collateral than just my website to show prospective customers what I can do for them? Can I connect to customers in a variety of different ways (Newsletters, blogs, webinars, testimonials, case studies, references, etc.)? MTD Sales Training. Happy Selling! Sean McPheat. Managing Director.

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

Eyeful Presentations

FEBRUARY 17, 2023

#4 Review, tweak, improve (and repeat) This should be the mantra of anyone responsible for business collateral, especially sales presentations: “Review, tweak, improve (and repeat)” Keep it fresh, reinvest back into content that’s already performing well, and add new tested content like case studies and up-to-date proof points.

Case Study 36

Case Study Face-to-face How To Collateral 36

Highspot

OCTOBER 11, 2023

Recruitment and Training Building a competent, successful sales team is crucial. Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Emissary

NOVEMBER 4, 2021

You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. The output is fully new web pages, new collateral, and vertical case studies. You can also assist them with vertical-oriented sales content beyond the case studies and collateral mentioned earlier.

Marketing 52

Marketing Strategy Collateral Case Study 52

SBI Growth

DECEMBER 24, 2012

When the decision is made at the top, the collateral damage is multiplied. Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. However, Jim has not trained his team to follow a hiring process. Use it to compare your thought process to that of other executives.

Hiring 326

Hiring Lead Rank Collateral Demand Generation Targets 326

Janek Performance Group

JUNE 10, 2024

Ascertain the following: The skill level of team members Their proficiency using existing tools The organization’s budget for training/support These obstacles can require different solutions for different departments and prevent teams from working together. Once you identify obstacles, you can align the departments to meet their goals.

Decision Maker 62

Decision Maker Face-to-face Influencer Motivation 62

Crunchbase

JANUARY 13, 2023

But simply uploading sales collateral to LinkedIn and waiting for the customers to roll in won’t cut it. Case studies, pitch decks and solution briefs that curate choose-your-own-adventure experiences for readers are dynamic and visually interesting — more so than your typical static one-pager.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Gong.io

DECEMBER 5, 2022

Equip your team with sales enablement collateral. Your strategic sales plan should include all of the sales collateral and resources sales reps have available to them. Case studies. These resources could include: Battle cards. Proposal slides. Sales pitches. Product demos.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Mindtickle

MAY 8, 2017

There are two main reasons why 63% of sales reps fail to achieve their quota according to SiriusDecisions – improper training and an inability to find and use the relevant content. Together they enable enterprise sales reps to train for and execute their sales interactions more effectively than ever before.

Revenue 52

Revenue Collateral Enterprise Enterprise 52

Mindtickle

MAY 8, 2017

There are two main reasons why 63% of sales reps fail to achieve their quota according to SiriusDecisions – improper training and an inability to find and use the relevant content. Together they enable enterprise sales reps to train for and execute their sales interactions more effectively than ever before.

Revenue 52

Revenue Collateral Enterprise Enterprise 52

Showpad

OCTOBER 29, 2019

From internal training and coaching content, to your website, to customer-facing presentations and collateral, your Sales team needs to be studying and handling this content daily. . Rich content like presentations, brochures, white papers, and case studies can all be used to develop and nurture leads.

Sales Enablement 40

Sales Enablement Tools Collateral Case Study 40

Hubspot Sales

DECEMBER 8, 2017

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years. They feel like everything is happening to them, i.e. “I don’t have good marketing collateral.

Hiring 109

Hiring Insurance Insurance Lead Rank 109

Allego

JANUARY 10, 2024

Traditional AI, on the other hand, excels at specific tasks it’s been trained for. Searching for the perfect stat from a case study? Forget long, desperate searches for sales content and collateral. Think of gen AI as a smart new partner on your revenue enablement team. Gen AI can whip it up in seconds.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

LeadFuze

MAY 24, 2021

This information can take the form of case studies, sales best practices, articles, etc. You need to train your sales reps on how to use the content that your company has readily available. They’ll also be able to answer any question their prospect throws at them, all while guiding them to the end goal (a sale!).

Sales Enablement 91

Sales Enablement How To Case Study Sales Qualified Lead 91

Mindtickle

APRIL 10, 2024

These include sales presentations, sales collateral, whitepapers, case studies, videos, or any other type of content used throughout the sales cycle. Content analytics inform more effective training and enablement On every B2B sales team, there’s a subset of top performers.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Showpad

FEBRUARY 25, 2019

It’s used to create, maintain, update, distribute, and track content, which can be anything from customer-centric pieces such as blogs, case studies, presentations and other collateral, or internal content like demo and call scripts, training materials, and product sheets.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Showpad

FEBRUARY 25, 2019

It’s used to create, maintain, update, distribute, and track content, which can be anything from customer-centric pieces such as blogs, case studies, presentations and other collateral, or internal content like demo and call scripts, training materials, and product sheets.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Mindtickle

JUNE 8, 2016

But this wasn’t just about giving them product manuals or case studies. This coul d include sales engineers, partner marketing communications, and sales training managers. As part of sharing the process, many also found it helpful to share the specific collaterals that they used at different stages of the sales process.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

Mindtickle

JUNE 7, 2016

But this wasn’t just about giving them product manuals or case studies. This coul d include sales engineers, partner marketing communications, and sales training managers. As part of sharing the process, many also found it helpful to share the specific collaterals that they used at different stages of the sales process.

Channels 52

Channels Collateral Sales Qualified Lead Objections 52

SalesLoft

MARCH 31, 2022

We are all facing similar challenges and they gave me a lot to think about – from reducing time in the hiring process to how we can train managers differently. . Three top sales leaders in EMEA recently joined me to chat about these topics. Here is the incredible panel of leaders and the insight they shared: .

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105