Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. As such, we will return to these when we discuss tracking, measuring, and evaluating your strategy.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. So, why do such polarized opinions persist?

Scale 115

Scale Engineering Maximizer Lead Rank 115

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. It's a CRM (or Customer Relationship Management Platform). If you're in sales, this result shouldn't be a big surprise.

Data 90

Data Tools Closing Hubspot 90

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 93

Hiring Sales Management Lead Rank Hubspot 93

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. SPM Pillar #1: Organizational Alignment Around Shared Goals Getting sales right is like a well-choreographed ballet.

Incentives 83

Incentives Incentive Scale Compensation 83

BrainShark

JANUARY 31, 2024

Recent corporate belt tightening has put sales-adjacent departments like sales enablement and marketing in the hot seat. Because even though they contribute to and quite literally enable sales, their activities aren’t always as easy to tie to the deal as it is for reps who get phone and face time with buyers.

Pipeline 62

Pipeline CRM Training ROI 62

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Partners in Excellence

MAY 11, 2023

As managers, we have data about our people and their performance that we have never had before. We have pipeline and prospecting data, win rates. We have historical performance data, behavioral style information, and more. One would think that this offers us tremendous insight and performance advantage.

Data 62

Data Sales Cycle Quota Proposal 62

Sales Evangelist

FEBRUARY 28, 2024

Do you want to learn a simple strategy to improve the quality of your deals? If so, you must tune in to this quick 5-minute episode of “The Sales Evangelist Podcast.” He stresses the impact of accountability and how it transformed his sales approach, leading to a remarkable three-fold increase in revenue.

Pipeline 40

Pipeline Strategy Hubspot LinkedIn 40

Highspot

DECEMBER 12, 2023

The key is to measure your direct impact on priority initiatives and correlate those to the business results that matter most to your C-suite. Here are data-driven tips to champion sales enablement investment and maintain buy-in from your C-suite. Since implementing Highspot, customers report a 2.3x

Analytics 59

Analytics How To Sales Enablement Lead Rank 59

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. For things to run like a well-oiled machine, your SDRs have to feed your account managers with a steady flow of high-quality meetings and demos.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? So, how do sales managers and their teams overcome this challenge?

CRM 71

CRM Face-to-face Software Software 71

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Janek Performance Group

NOVEMBER 29, 2021

in Data Statistics to manage your CRM? As more technology gets added to the sales tech stack, more reports are needed to keep track. As sales leaders, we can drown in data. Information overload and analysis paralysis are real symptoms that prevent sales leaders from maximizing team performance.

Lead Qualification 117

Lead Qualification Lead Rank Sales Qualified Lead Sales Cycle 117

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Top of Funnel 104

Top of Funnel How To Hubspot Forecasting 104

Autoklose

APRIL 22, 2024

Marketers and salespeople heavily rely on huge volumes of customer and sales data in order to be able to tailor campaigns and promote their products or services. So, before you make a big mess and jeopardize not only your outreach but also your online reputation, let’s discuss some data hygiene best practices and how to implement them.

Data 98

Data Top of Funnel Government Churn 98

Pipeliner

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. Building a successful sales team requires the right talent, strategy, and leadership.

Hiring 98

Hiring Strategy Social Media Incentives 98

Nutshell

JUNE 7, 2023

When your company invests in new software or equipment, you want to be sure that it functions as it should and brings value over time. The same is true for your customer relationship management platform (CRM). CRMs are systems for managing customer data and strengthening relationships with leads to close more deals.

System 62

System CRM Report Lead Rank 62

SBI

JUNE 15, 2021

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. Sales coaching is not without its own challenges.

Sales Coaching 137

Sales Coaching Coaching Enterprise Enterprise 137

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. There are review meetings-ideally to help improve their selling performance. And, there is a certain amount of idle/ad-hoc time that is actually important to sales performance. There are things that are useful for managing meetings.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Highspot

MARCH 13, 2024

Artificial Intelligence (AI) is reshaping sales, transitioning from a buzzword to a core component of how sales teams connect, predict, and work. Let’s explore how AI can become your team’s MVP, making your sales efforts more competitive. Why Do You Need AI in Sales? Why Do You Need AI in Sales?

Webinar Metrics 52

Webinar Metrics Strategy Lead Rank Lead Scoring 52

Partners in Excellence

MAY 24, 2022

Too often, in trying to “manage performance,” we put in place rules, policies, processes, we find they fail to produce what we expected. The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve.

Policies 71

Policies Pipeline Sales Cycle Forecasting 71

Mindtickle

NOVEMBER 14, 2022

If sales data consistently led to revenue insights, life would be easier. But after collecting and analyzing sales pipeline data, revenue leaders still struggle to accurately forecast sales. You need to be able to see into your company’s blind spots. You need to understand why your reps aren’t hitting their quotas.

Forecasting 96

Forecasting Revenue Quota Lead Rank 96

Pipeliner

DECEMBER 22, 2023

In the competitive world of sales, transforming “maybes” into closed deals is the ultimate goal. But how do you achieve this consistently and create a predictable sales process? If you’re bringing unqualified leads into your pipeline, it’s no wonder they’re not converting.

Sales Process 59

Sales Process Outsourcing Services Sales Qualified Lead Sales Outsourcing 59

Mindtickle

JANUARY 18, 2024

Imagine asking a room full of sales leaders what their top two priorities are for the coming year. Chances are, every single person in that room would cite growing revenue and improving sales team performance as top priorities. Sales analytics is critical to achieving those goals. What is sales analytics?

Analytics 52

Analytics Tools Churn Sales Cycle 52

Allego

MARCH 23, 2023

As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. To do so, they must get insight into sellers’ activities, analyze their performance and quickly adjust to ensure they stay on track.

Data 62

Data Face-to-face Remedy Conversion 62

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. Instead, it is information sharing or an update on something–perhaps a deal, an account, the pipeline. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. You’re watching your reps very carefully and doing everything you can to ensure they close deals and hit their numbers. Your competitors are in there selling, too. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Partners in Excellence

NOVEMBER 14, 2022

Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges. In our own organizations, we have to do with much less, many marketing and sales programs are being stopped or eliminated, all spending is being reassessed. Even dramatic reductions in numbers of sales people. They are, also.

Outsourcing Services 122

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 122

Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. Scrutinize pipeline and forecasting. Accurate forecasting is even more significant when each sale counts.

Hiring 109

Hiring Forecasting Account Report 109

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Mindtickle

AUGUST 25, 2022

Effective sales coaching can improve quota attainment by 21% and win rates by 19%. As it significantly impacts your team’s revenue generation, it’s essential to keep in mind essential sales coaching tips and techniques — even in your busiest periods like the end of the quarter. Don’t coach at random.

Sales Coaching 93

Sales Coaching Coaching Exercises Lead Rank 93

Partners in Excellence

MAY 29, 2022

They are critical as we look at our own strategies and performance. Instead of trying to understand how/why things are happening, we react to performance issues with the automatic response to do more. ” When we see a performance issue, we are seeing the outcome of a series of activities (or omissions) that created the result.

Pipeline 75

Pipeline Analysis Sales Cycle Opportunity 75

Sales Evangelist

FEBRUARY 26, 2024

How do sleep and sales relate? You’ll have to listen to this exciting Sales Evangelist Podcast episode to find out. Host Donald Kelly delves into the crucial topic of sleep and its impact on sales performance with guest expert Tanessa Shears.

Energy 40

Energy Hubspot LinkedIn Retention 40

Partners in Excellence

MAY 3, 2022

A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative. When I meet with managers, I ask them, “What data do you use to monitor performance? How do you incorporate it into coaching and developing your people?”

Data 90

Data Report Quota Pipeline 90

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. We also touched on the fact that many sales leaders are promoted based on their sales performance without receiving any leadership or coaching training.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59