Janek Performance Group

JANUARY 4, 2023

For sales professionals selling to high-level decision-makers, the question is how we handle unconscious biases that negatively impact our outcomes. Decision-makers in a position of power have a dominant identity, making it challenging to teach them new things. Decision-makers do the same thing during the buying process.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Highspot

JANUARY 18, 2024

These prospects make quick, or SNAP, decisions that can make or break a sale. Sales reps must prepare – and this is where reputable sales training platforms can help. Even the most straightforward decisions become daunting for even the best decision-makers. Remember, in the world of SNAP Selling, less is more.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

Zoominfo

MARCH 31, 2023

Forrester also reported that 80% of decision-makers said cutting through the data silos that result from this tech sprawl is a top priority for their businesses. This prevents siloing and provides a unified system of record that revenue professionals and business decision-makers can actually use.

Data 130

Data Government Decision Maker Lead Rank 130

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. Sales Techniques Training Courses. If you wish to improve a whole range of modern sales techniques then our range of online sales training courses are for you.

Course 49

Course Training Cost per Lead Social Media 49

Highspot

MAY 7, 2021

As the global economy was upended, the pandemic forced a shift to both virtual selling and virtual sales training. To explore how remote salesforces were able to navigate a global crisis, ValueSelling Associates and Training Industry, Inc. Did sales training have an impact? Some companies floundered while others flourished.

Pivotal 59

Pivotal Survey Decision Maker Face-to-face 59

SBI

AUGUST 17, 2021

82% of B2B decision-makers think sales reps are unprepared.* Make time for user training. At InsideView, we have regular live training sessions you can join at any time, and we’re happy to set up custom training sessions, as well. You just need sales intelligence to win.” Damien came to InsideView from Oracle.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

No More Cold Calling

DECEMBER 30, 2021

It was a pandemic, and businesses were struggling with managing remote sales teams and “pivoting” their focus to survive. If virtual sales training was ever needed, this was the time. Now I know why, because I’ve been guilty of it myself. I was over-the-top busy last year with business I hadn’t expected. It even became a verb.)

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Corporate Visions

OCTOBER 10, 2019

Elevate Value™ – Answer Why Invest and Why Now by putting together a meaningful business case that helps executive decision-makers justify releasing budget based on your proposal. That requires articulating compelling answers for two pivotal questions your prospects are asking: Why Change (why should I do something different?)

Conversion 84

Conversion Decision Maker Pivotal Discount 84

Gong.io

JANUARY 31, 2022

As the remote technology options have grown — and become easier to use for all, become more ubiquitous, and so on — there is less of a reason to jump in your car or hop on a train or plane to visit a future customer. This shift, especially over the past few years, has meant sales teams (and sales managers) have also had to pivot.

Software 118

Software Software Sales Management Sales Forecasts 118

Vendor Neutral

MAY 13, 2021

Don’t Talk About Your Product Whatever level of decision-maker you’re dealing with, the most important word in selling today is “value.” People today are exhausted with pitches—senior decision-makers more so than anybody. Especially with the pandemic, businesses are looking for ways to pivot and to innovate.

Decision Maker 75

Decision Maker How To Webinar Metrics Scale 75

Showpad

MARCH 19, 2020

As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Here are four examples of companies shifting their strategies to succeed in this new reality.

Company 71

Company Strategy Face-to-face SalesForce 71

Highspot

SEPTEMBER 6, 2023

Incorporating value selling into sales training can help your company stay ahead of the competition. Remember that proper sales training equips sellers with the skills to excel in this approach. This is a must-have for sales training to enhance sales productivity. Know your customer Dive into their motivations and challenges.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Mereo

SEPTEMBER 7, 2023

And as we look ahead to 2024 with market uncertainty still looming at large and freezing decision-makers in their tracks , leaders need to work all the harder to prepare their teams to succeed in the year ahead. BUT IGNORE THIS: Revenue growth is the only measurement of success for training — that is a slippery slope.

Trends 45

Trends Revenue Tourism Decision Maker 45

Hubspot Sales

JANUARY 4, 2021

Do you know if who you are talking to is the decision-maker? What is sales risk, if not a reflection of the need to pivot your strategy to be successful? Regular training on your product and services should be a big part of your sales culture. Have you missed or skipped steps in the sales process? Is something off?

Decision Maker 128

Decision Maker Sales Qualified Lead Churn Margin 128

Allego

MAY 5, 2022

Tim Murray is no stranger to career changes and professional pivots. He joined us on The Adapter’s Advantage podcast to discuss pivotal moments that shaped his highly successful career, and some of the lessons he’s picked up along the way, such as: Using strict enforcement to build long-lasting internal structures.

Pivotal 62

Pivotal Face-to-face Automotive Decision Maker 62

DiscoverOrg Sales

JUNE 6, 2017

When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. Diego was so impressed, he went on to use my email in training sessions (and offered me a job)! Thanks again. MARKETING MANAGER.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Janek Performance Group

OCTOBER 4, 2023

In many B2B buying scenarios, decision-makers face a barrage of solicitations. With tools like LinkedIn Navigator, third-party providers offering intent data, social listening technology, and AI, decision-makers have become more adept at navigating the sales process. No trust, no sale.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Smooth Sale

DECEMBER 8, 2022

Being able to pivot on a dime can often mean the difference between success and failure in a massive business transition. To be sufficiently prepared to finalize a significant business agreement, consider getting all decision-makers in the meeting room simultaneously. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Face-to-face Lead Rank Loyalty 78

Sales Training Connection

OCTOBER 11, 2013

Many decision-makers and influencers are involved, the needs and issues are multi-layered and the solution configuration and implementation management is likely to be complex and sophisticated. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Account 110

Account Strategy Negotiation Pivotal 110

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Distribution Pricing Journal

AUGUST 11, 2023

They all require training and expertise. Without access to the right experts, it is difficult to use data to make good decisions, optimize your pricing and processes, drive new sales opportunities and manage costs. The CDO is your data champion who leads employees and decision makers to new insights.

Outsourcing Services 52

Outsourcing Services Data Distribution Government 52

Sales Hacker

APRIL 20, 2020

With businesses focused on damage control and decision-makers playing defense, account-based marketing is the key to steady revenue and a consistent pipeline. To help them adapt, we’re delivering free webinars and virtual outbound sales training to sales teams during the COVID-19 lockdown. You are only as good as your team. ”

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Chorus.ai

SEPTEMBER 17, 2020

Economic Executives and Decision Makers Are More Constant Attendees In Q2 a large portion of the C-Suite participation was made up of Economic Decision Makers, rather than technical and tactical executives. Jim asked Joel how his team was able to pivot and prepare to sell to economic executives such as CEOs and CFOs. “As

Call-back 62

Call-back Decision Maker Harvest Up-Sell 62

Chorus.ai

MAY 13, 2020

It’s really cool to be able to give them this training,” he said. For larger deals, we’re having a harder time getting a hold of decision-makers.”. Coaching from home As sales teams pivot and react to the market, they rely on coaching and enablement like never before. For many people, it’s their first job.

Hiring 62

Hiring Top of Funnel Pivotal Funnel 62

LevelEleven

JULY 25, 2019

A skilled salesperson should be able to respond with some information about pricing, perhaps the structure but not actual prices, and then pivot into discovery to learn more about the prospect’s situation so that a more accurate and detailed price can be delivered… later. The Gatekeeper.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Gong.io

DECEMBER 5, 2022

While 88% of buyers do business with trusted advisors, just 40% of decision-makers describe the sales profession as trustworthy. A buyer persona is a description of the decision-makers at your target companies. This does wonders for the buyer-seller relationship. Targets and closes high-value clients.

Ideal Customer Profile 62

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

SBI

JUNE 10, 2015

In everything we create—from our learning management system and custom training content to our m obile sales apps and observation tool —the user experience is ridiculously simple and highly engaging. Our tools connect—and simplify—training your reps, selling your products and services, and validating rep performance.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

Sell Integrity

MARCH 30, 2020

This is something salespeople need to get a handle on so they can pivot before the opportunities are lost. The concerns that are now top-of-mind for most decision-makers suggest that every dollar in your pipeline is at risk. The challenge lies in identifying specifically how to adjust your selling approach.

Hiring 87

Hiring Decision Maker Pivotal Motivation 87

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When Your Prospect Is a Decision-Maker It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Emissary

SEPTEMBER 21, 2021

For IT security sellers, it’s important to keep in mind that the decision-makers are looking not only for high ROI but for the maximization of their investment. Sales and marketing team members have very specific training in their field. These things pivot. Offer Training.

Industry 52

Industry Case Study ROI Scale 52

Corporate Visions

OCTOBER 4, 2018

To be great at convincing customers to buy (and buy again and again), there are four distinct moments you need to master in the customer deciding journey—which is really about engaging prospects and customers effectively in the series of key decisions they need to make to succeed. and Why You (why should I do it with you?). Elevate Value.

Decision Maker 45

Decision Maker Pivotal Discount Retention 45

Sales Hacker

DECEMBER 30, 2020

25% of sales reps believe they have not received enough sales training. B2B businesses had to pivot to a workforce going remote almost overnight. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. Your decision-makers are probably younger than you think too.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Hubspot Sales

JUNE 20, 2018

For example, if you’re going into a call hoping to identify the decision maker but the contact brushes you off with a quick “I don’t have time,” pivot your ask in the following manner: “Ah, it’s a bad time, okay. When your buyer is talking, be quiet. Pitching before you've built rapport.

Prospecting 139

Prospecting Gatekeeper Decision Maker Follow-up 139

PandaDoc

JUNE 4, 2019

In addition, advocates of newer sales philosophies challenge that the buying process has become more complex, adding more decision makers, new gatekeepers and a longer sales process , thus reducing the effectiveness of a solution seller. Pivot the objective of sales dialogue from information gathering to strategy-focused.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Sales Training Connection

JANUARY 20, 2012

The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Evangelist

APRIL 16, 2020

This pandemic has affected all of us and we are trying to figure out how to pivot and thrive amid the challenge. Know the key decision makers and players who will be involved in the deal and make soft connections with them. This episode is brought to you in part by TSE Certified Sales Training Program.

Engineering 80

Engineering Lead Rank Lead Scoring How To 80

PandaDoc

JUNE 21, 2021

Do you have buying power as a decision-maker or are you an influencer? 3 data-backed steps to pivot your sales strategy. In this webinar replay, our sales leaders walked the audience through that 3-steps, so that you too can pivot your sales strategy too. Training can help as well. Watch the webinar.

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98