Janek Performance Group

FEBRUARY 7, 2023

“We have a game-changing, disruptive technology, but the economic environment is slowing down our sales,” said a CEO recently. There needs to be more than technological innovation to ensure sales success. Companies with good sales strategies do. More than innovation is needed to ensure sales success.

Decision Maker 62

Decision Maker Scale Lead Rank Transportation 62

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Mindtickle

JANUARY 19, 2023

In 2023, many sales organizations will focus on measuring and improving sales productivity. But first… What is sales productivity? Simply put, sales productivity is how efficient and effective your sales reps are at hitting a variety of revenue milestones and goals. Forbes ) Rep time management Only 35.2%

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

No More Cold Calling

FEBRUARY 29, 2016

Think sales has changed a lot? But while technology may power sales research, people still power the close. . And it certainly won’t solve our sales challenges. But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. Absolutely!

Referrals 120

Referrals Incentives Incentive Cold Calling 120

LeadFuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Negative comments can drag down the success of a sale, so it’s important to eliminate them. 7 Techniques on How to Close a Sales Deal. The assumptive close is a technique that assumes the sale and continues to go through the motions of completing it. Soft close.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

No More Cold Calling

OCTOBER 22, 2015

I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. Because decision-makers don’t take cold calls or respond to cold emails. They have better things to do, and so does your sales team. Who has that kind of time?

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

Janek Performance Group

SEPTEMBER 13, 2023

For as long as there have been sales, there have been referrals. Let’s look at how sellers can leverage referrals to boost their networks and grow their business: Advantages In sales, proof is gauged by measured and documented success. What specific incentives do you offer, such as discounts or special offers? Don’t wait.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Hubspot Sales

MAY 19, 2018

Whether you’re sending a sales pitch, a guest post, or asking for a quote -- these mistakes can kill your productivity and your chances. If you have no idea how to write a sales pitch, no problem. Mistake 1: Missing the decision maker. How to find the right decision maker? first.last@company.com.

Prospecting 109

Prospecting Decision Maker Sales Qualified Lead Social Media 109

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

InsideSales.com

DECEMBER 1, 2019

Meeting a sales quota during the holidays can be very challenging for the sales reps. Here’s how sales managers can help. In this article: The Importance of Sales Goal Setting for the Holidays. What Is a Sales Quota? Sales Quota Definition and Types. What Is a Sales Quota? Don’t worry.

Quota 74

Quota Discount How To Decision Maker 74

Sales Hacker

MARCH 22, 2021

The world of sales motivation has been flipped upside down, especially when it comes to President’s Club. It’s a tried and true method for motivating and incentivizing your sales reps, but there are a lot of question marks surrounding it as we progress through 2021. Jenna Donohue, Sales Manager for Emerging Segment at Outreach.

Motivation 60

Motivation Webinar Metrics Strategy Incentives 60

Don on Selling

JANUARY 4, 2019

We all experience highs and lows in sales. Your sales manager loves you. Unless you are working for a company with a short sales cycle, you usually won’t experience a slump unless it’s during an industry’s slow season. Are you making enough attempts to the key decision makers? Take a break.

Decision Maker 40

Decision Maker How To Call-back Retail 40

Sales Hacker

APRIL 1, 2021

It’s a driving factor for how the world gets work done and where future sales potential lies. McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

Alice Heiman

DECEMBER 16, 2020

Why Every Sales Team Needs to Use Mutual Action Plans . For the B2B complex sale, b uying is notoriously a long, hard s log for B2B buyers. The typical buying group for a complex B2B solution involves between six to 10 decision-makers. . In sales, it’s always smart to center your conversation around value.

How To 154

How To B2B Buyer Lead Rank 154

Zoominfo

NOVEMBER 3, 2019

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. ” ( source ) In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. Keep reading!

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Integrate your CRM, webinar management and more, most with one click. Sales reps can use DocuSign right from within Salesforce CRM.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Miller Heiman Group

DECEMBER 11, 2019

CRM technology was never designed to help sales representatives sell more. To meet the challenges of today’s marketplace, sales teams need more than a CRM. Today’s CRMs capture insights that relate to—and create incentives around—the underlying key factor that drives better sales results: seller behavior.

CRM 50

CRM Sales Methodology Decision Maker Incentives 50

Miller Heiman Group

APRIL 9, 2019

When managing large accounts, many sales teams struggle to access diverse stakeholders. Some sales teams rely on instinct when interacting with stakeholders in large accounts. These incentives help you achieve a larger goal in the future. If you’re struggling to manage stakeholders in large accounts, you’re not alone.

Account 92

Account Incentives Incentive Decision Maker 92

OpenSymmetry

OCTOBER 28, 2016

“Moving the needle” in terms of overall sales force performance is no mean feat. Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in people, technology, process and content.

Compensation 40

Compensation Incentives Incentive Decision Maker 40

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Nutshell

DECEMBER 4, 2018

Read on for our top five tips on how to hold a sales team meeting that’s actually worth everyone’s time. The biggest hurdle when scheduling team sales meetings is finding a time that works for everyone. Pro tip: If you want to maximize attendance, offer incentives. Answering the sales team’s questions.

Meeting 97

Meeting Maximizer Decision Maker Incentives 97

Pipeliner

AUGUST 16, 2018

You should have a hiring process to ensure you hire the right sales crew. Here is a seventeen-step recommendation on how to hire the right sales crew: Complete a job role worksheet. Complete a psychometric sales assessment of candidates moving to next round interviews. required to close a sale in each of the past three years?

Hiring 53

Hiring Face-to-face How To Scale 53

InsightSquared

JULY 14, 2020

The Common Sales Forecasting Misconception. When you think about your sales forecast , do you see a target or a benchmark? Accuracy is the Real Incentive. One could argue that forecast accuracy diminishes the incentive to continue selling. Forecasting has been managed in spreadsheets for far too long.

Forecasting 62

Forecasting Sales Forecasts Incentives Incentive 62

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

OpenSymmetry

NOVEMBER 22, 2016

How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year.

Compensation 40

Compensation Hiring Incentives Incentive 40

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?.

Oracle 103

Oracle Scale SalesForce Incentives 103

Xactly

APRIL 11, 2018

When it comes to revisiting your sales plans for the year, the question of whether or not you should change anything inevitably comes up. These sales planning concerns took center stage in the recent AA-ISP webinar 5 Critical Steps for Sales Planning Success. For compensation, this might mean more than a sales VP.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Troops

APRIL 18, 2018

It’s great if you can fill the top of the funnel, but you won’t get far if your sales pipeline is a leaky bucket. This article is designed to help you identify ways to improve the way you engage with prospects in your sales pipeline stages. The importance of defining sales pipeline stages. Management best practices.

Pipeline 48

Pipeline Maximizer Conversion Sales Qualified Lead 48

Chorus.ai

MARCH 31, 2021

You might have read Steve Jobs’ biography four times cover-to-cover or have a motivational sales quote or two on your coffee mug. Are we sweating toward our sales target for the bonus? If you’re a sales leader, it’s a question you should be used to asking your sales team. It’s a question we rarely ask ourselves.

Motivation 62

Motivation Commission Scale Salary 62

Xactly

JULY 11, 2018

As a sales professional, one of the most common things you hear from prospects is an objection. In sales, objections come every day. What sets a strong sales rep apart from someone with less-experienced reps is how the rep handles objections when they are meeting face-to-face or cold calling. Take Time to Listen.

How To 48

How To Face-to-face Incentives Incentive 48

SBI

MARCH 18, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview K.V. Rao, CEO of Aviso.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Zendesk Sell

MARCH 21, 2019

Aligning sales and marketing teams is a struggle for many companies. The sales department grows frustrated because they don’t have the necessary material (i.e., blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The result?

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

SBI

JANUARY 13, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

PandaDoc

MAY 26, 2022

Is my sales strategy clear? Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically. Here’s a closer look at how to write a sales strategy that works. What is a sales strategy?

Strategy 52

Strategy Buyer Persona Top of Funnel How To 52