Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Zoominfo

NOVEMBER 9, 2023

With a daunting array of tools, an endless list of growth strategies, and constantly evolving communication channels, there’s compelling evidence that modern work is facing a crisis of disconnection. And that makes a cohesive, connected go-to-market (GTM) strategy more valuable than ever. times as many total responses per company.

Inbound 130

Inbound Lead Rank Lead Scoring Channels 130

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. So, if you’re in need of some new sales motivation , keep reading.

Channels 100

Channels Video Hubspot Face-to-face 100

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Vengreso

MARCH 12, 2021

B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. Modern B2B buyers are now harder to reach through traditional channels than before. Therefore, modern sellers need the skills to find, engage and connect with prospects digitally.

LinkedIn 105

LinkedIn Buyer Prospecting Webinar Metrics 105

Partners in Excellence

FEBRUARY 7, 2023

As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!” We have to capture attention.

Outbound 123

Outbound Ideal Customer Profile Inbound Face-to-face 123

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

MTD Sales Training

APRIL 25, 2017

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact?

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

Partners in Excellence

MAY 30, 2023

This weekend, late evening, I turned on the TV, paging through the channel guide. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. They wander, they commit/decommit/recommit/change, they start/stop, the buying group changes, and 60% of the time they fail to make a decision!

Face-to-face 113

Face-to-face Proposal Hiring Quota 113

Partners in Excellence

SEPTEMBER 19, 2023

And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. And since we need fewer opportunities, we can be much more selective and focused in our prospecting (more on this later). Virtually every organization seems to be struggling with this. And our win rates continue to fall.

Pipeline 106

Pipeline Ideal Customer Profile Sales Qualified Lead Direct Mail 106

Janek Performance Group

NOVEMBER 3, 2021

Meeting current customers and networking with new prospects face to face is what we do in sales. Meeting virtual on Zoom or attending a virtual event will never fully replace the face-to-face interaction of live events. These are the most serious in your industry and worth meeting face to face.

Trade Show 118

Trade Show Face-to-face Sales Qualified Lead How To 118

Zoominfo

DECEMBER 10, 2020

For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Not just with prospects, but with management. Not just with prospects, but with management. Covid has changed everything.

Channels 246

Channels Energy Motivation Face-to-face 246

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What is Demand Generation? Demand Gen = Sales + Marketing.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Autoklose

MAY 6, 2024

The main idea behind this approach is that with the help of scientific research, salespeople can better understand what is going on in their prospects’ minds, how they make purchasing decisions, and how to influence their decision-making process. Many people wonder whether sales is an art or a science. My answer would be – both.

Quota 98

Quota Social Media Follow-up GoldMine 98

Highspot

MAY 30, 2024

Many teams face challenges that keep them from hitting their targets. It ensures all customer-facing teams are equipped to provide a cohesive, consistent customer experience that maximizes growth. Start by creating buyer personas and segmenting them into groups based on motivation, preferences, and purchasing patterns.

Revenue 52

Revenue Strategy Face-to-face Buyer Persona 52

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Janek Performance Group

FEBRUARY 27, 2024

From sales rep to managers to the C-suite, leaders embrace responsibility. Just as sales reps are responsible for their accounts, sales leaders assume all responsibility for their organizations. Leadership may start at the top, but it extends through your people and their processes. This includes forecasting, KPIs, and the bottom line.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

Sales Evangelist

JULY 26, 2020

How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting. Steve Herz is the president of the Montag Group, a talent agency specializing in representing sportscasters, TV newscasters, weathermen radio personalities, podcast hosts, and more. It impedes your improvement.

Prospecting 98

Prospecting How To Face-to-face Hotels 98

Janek Performance Group

DECEMBER 5, 2023

This includes answering questions, making recommendations, and guiding prospects through the sales funnel. If sellers possessed crystal balls, they’d all be wildly successful. They’d know which clients to target, and which deals would close. They would also better prepare for change. At Janek, we help many sales leaders plan and forecast.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Sales and Marketing Management

JANUARY 16, 2020

Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions.

Buyer 194

Buyer Scale Face-to-face Report 194

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. This could be you!).

Intent Data 182

Intent Data Buyer Intent Intent Data 182

The ROI Guy

FEBRUARY 8, 2017

As a result, many companies are looking to channel partners as a more efficient revenue source. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group). The obvious, is that your partners aren’t dedicated just to you.

Channels 53

Channels ROI Sales Goal Microsoft 53

SBI Growth

SEPTEMBER 4, 2012

Unlike the marketing department, the sales reps spend time each day interacting with prospects and customers. Whether face to face, on the phone or exchanging emails, this level of interaction produces incredible insight into what prospects and customers expect and value in their journey to purchase. Current Customers.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. grouped them into categories based on similar traits), you can develop different, and more personalized, campaigns across channels. It all comes down to building out client profiles.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Janek Performance Group

JUNE 10, 2024

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. Pro Tip: If your prospect has a Revenue Operations department, make them a primary point of contact.

Decision Maker 62

Decision Maker Face-to-face Influencer Motivation 62

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. The B2B playbook is changing. Early-bird tickets expire next week.

Media 72

Media Company Distribution How To 72

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 91

B2B Ideal Customer Profile Top of Funnel Prospecting 91

Increase Sales

JULY 8, 2013

Locating qualified candidates with those critical workforce skills still is the number one challenge (33%) being faced by small business owners to C Suite executive. Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. And isn’t that a great first step? Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Allego

JANUARY 30, 2020

Facing Three Communications Challenges. Cabral faced three main challenges: How to deliver more consistent messaging to prospects and clients after a 2014 merger of three organizations. As the pilot group began honing and rolling out consistent sales messages, it found that other teams were eager to learn.

Hiring 93

Hiring Face-to-face Video Groups 93

No More Cold Calling

JUNE 28, 2012

Face to Face in a Sales 2.0 But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? A big challenge of social media is the number of outlets; you’ll be more effective if you use tools that integrate social media channels. Thanks to Bridge Group, Inc.,

Social Media 267

Social Media InsideView Cold Calling Customer 267

Hubspot Sales

MARCH 13, 2018

Start or Join a Niche Group. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. After all, many buyers will never get on your radar via traditional channels.

Outsourcing Services 102

Outsourcing Services Prospecting Ideal Customer Profile Sales Qualified Lead 102

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What is Demand Generation?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. I ran a Sales Academy in Barcelona last year for a group of sales reps from a global technology company. One member of the group had just experienced an extreme case of ghosting with a hot prospect.

Prospecting 104

Prospecting Sales Cycle Call-back Channels 104

Hubspot Sales

JULY 12, 2021

Facebook, Slack, Clubhouse — all of these channels offer excellent opportunities for salespeople, looking for peers with similar backgrounds and interests, to connect with like-minded communities. Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021.

Energy 124

Energy Social Media Face-to-face Call-back 124

No More Cold Calling

JANUARY 24, 2019

Cold calling doesn’t address the top two challenges that sales teams face. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. There are many different estimates about the number of touches that it takes to reach a cold prospect, and none of them are promising.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269