Janek Performance Group

AUGUST 29, 2023

Prospecting reluctance can be the silent killer of sales careers. Prospecting avoidance is common, even among the most experienced sales professionals. As sales professionals, we must address this issue and find ways to quiet that little voice in our head telling us not to prospect.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

The Pipeline

MARCH 9, 2015

Individually each of these are a bit uncomfortable for many sellers, together, they can cause a bit of anxiety, at times fear, I have even seen smoke rising out of some people’s ears, no worries, usually pundits, not card carrying sales people. There are some critical moments during the sale when only a closed ended question make sense.

Objections 120

Objections Cold Calling Negotiation Buyer 120

Appbuddy

SEPTEMBER 30, 2022

It was initially feared that MPP would have a devastating impact on many types of dynamic content. As this year’s peak sales season approaches, deliverability will be more important than ever. Senders need to think very carefully about their sending strategies during the peak sales season. Functionality. BIMI support.

Webinar Metrics 52

Webinar Metrics Demand Generation Targets Strategy Promotion 52

Sales Training Connection

OCTOBER 11, 2013

The importance of selling strategically is an idea repeated time and time again – the larger and more complex the sale, the louder the advice. When thinking about what it takes in a major account to formulate a winning sales strategy , a good starting point is remembering the buying environment is complex. ©2013 Sales Momentum ®.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

NOVEMBER 10, 2016

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. Second, they can determine which sales reps need the most help.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Partners in Excellence

SEPTEMBER 27, 2019

At one point in my career, I almost fell into this trap. As leaders, we can’t abandon our vision, we aren’t doing our jobs if we aren’t getting the support of the organization in implementing our vision. We achieve the organization’s goals through our people, not through our individual initiative.

Face-to-face 66

Face-to-face Energy Call-back Relationals 66

Sales Training Connection

JULY 14, 2014

Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Develop a plan.

Hiring 102

Hiring Training Exercises Positioning 102

Sales Training Connection

FEBRUARY 13, 2013

Mentoring new sales reps. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc.

Hiring 123

Hiring Training Exercises Positioning 123

Sales Training Connection

JUNE 18, 2014

We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. What are some of the traps that need to be avoided? Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Hubspot Sales

NOVEMBER 6, 2017

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? Nobody likes to feel trapped. When you’re working toward a goal in sales, give your prospect ample exit opportunities.

Discount 130

Discount Decision Maker Follow-up Closing 130

SalesLoft

DECEMBER 1, 2021

We all know enterprise sales are complex, which is probably why so many sales methodologies have cropped up over the years – SPIN selling, GAP selling, challenger selling – the list goes on. . However, MEDDIC is one sales methodology that has stood the test of time. Competing initiatives and priorities.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Sales Training Connection

OCTOBER 6, 2014

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. Although all of this was not related specifically to front-line sales managers , we thought the tale was right on the money for that pivotal job. ©2014 Sales Momentum, LLC. . ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

MARCH 27, 2013

Sales Coaching. We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. What are some of the traps that need to be avoided? Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Sales Training Connection

SEPTEMBER 20, 2016

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

Coaching 50

Coaching Sales Management Training Sales Coaching 50

Sales Training Connection

FEBRUARY 15, 2012

Sales Strategy. In sales we spend a lot of time and effort in helping sales people do a better job thinking and acting strategically in their accounts. Sales managers establish sales strategy as a coaching priority – sales training departments implement sales training programs that focus exclusively on account strategy.

Strategy 86

Strategy Sales Leadership ACT Account 86

Highspot

AUGUST 29, 2019

Have you ever purchased a $2,000 event ticket and flown across the country in pursuit of new learnings — only to find yourself trapped in a windowless conference room nodding off to outdated material? Gartner CSO & Sales Leadership Conference 2019?. Sales Enablement Soirée 2019. If so, you’re not alone. .

Conference 53

Conference Marketing Sales Enablement Scale 53

Sales Training Connection

MAY 30, 2014

Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales. We thought three of her points were particularly relevant for sales leadership. Stressing Predictability.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Smooth Sale

JULY 15, 2022

It’s best to have a procedure to reduce threats that could result in issues such as: Employee fatigue Feeling trapped in one position with no room for advancement Conflicts among co-workers. Helping your employees includes creating and implementing an Individual Development Plan (IDP) to serve as a roadmap. Be A Story-Teller.

Hiring 78

Hiring Scale Conference Lead Rank 78

Pipeliner

MAY 18, 2019

If your sales training investment is not achieving the outcomes you expected, you are in good company. You probably made one (or more) of five common faulty assumptions about your sales training initiative. A lot of companies “train and glide”, thinking that sales training alone will change selling behaviors.

Training 64

Training Nonprofit Government Coaching 64

Sales Training Connection

APRIL 19, 2013

Sales leaders and innovation. Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales. We thought three of her points were particularly relevant for sales leadership.

Sales Leadership 114

Sales Leadership Government Guarantee Vendor 114

SugarCRM

AUGUST 25, 2022

A recent study , based on a survey of 1,600 global sales and marketing professionals worldwide, found that customers are leaving at extraordinary rates, and most companies are ill-prepared to counter this trend in the rebound from the pandemic. This blog post is based on an article initially published on Kochie’s Business Builders.

Loyalty 26

Loyalty Churn Customer CRM 26

Partners in Excellence

SEPTEMBER 26, 2017

Everything we read about customers and their attitudes about sales people is pretty negative. Customers do everything they can to avoid sales people until the very last moment. To most customer, 600 sales people trapped in a downed plane on the ocean floor is simply a good start. Can Sales Really Create Value?

Customer 48

Customer Face-to-face Discount Retention 48

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls.

Lead Rank 130

Lead Rank Lead Scoring Data Buyer 130

Sales Training Connection

JANUARY 21, 2012

When senior executives are asked what differentiates top and average performers, a consistent response is: The best sales people think and act strategically.” But, the biggest factors in the equation are putting in place a great process and implementing a great training program to learn the required skills.

Strategy 88

Strategy Account Training ACT 88

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

SEPTEMBER 2, 2018

6 Practical Ways to Cut the Crap in Sales. As a sales leader does this sound familiar? You have developed a new sales strategy. You have communicated it far and wide to the entire sales team; you have made minor adjustments based on the input you received. These people need to be exited from the sales team.

Resources 65

Resources Compensation Strategy Sales 65

The Brooks Group

APRIL 29, 2014

When implementing a shift in your company's sales culture, the goal is to move away from traditional sales skills development, training reps on step by step cookie cutter selling tactics, and towards a focus on the customer experience. 4 Ways To Balance A Sales Culture Shift With Sales Skills Development.

Hiring 40

Hiring Policies Maximizer Training 40

Altify

JULY 2, 2018

Whether you are speaking with the CEO or anyone in the C-suite, the manager who has been charged with implementing the project you are working on, the administrative assistant (especially the administrative assistant) who helps organize meetings, or the security officer at the door of the company’s office, everyone matters.

Influencer 40

Influencer Decision Maker Policies Report 40

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. And James showed even some initial signs of success. Controlling a sales process is a great skill.

Sales Management 85

Sales Management Harvest Promotion Motivation 85

Mindtickle

APRIL 24, 2016

You’re sitting in your office after the big training initiative you just launched and wondering: “How do we know that they understood the material? Don’t Fall Into the Trap of Reporting for the Sake of Reporting. Don’t fall into the trap of reporting metrics just for the sake of reporting.

Training 52

Training Salary ROI How To 52

Mindtickle

APRIL 23, 2016

You’re sitting in your office after the big training initiative you just launched and wondering: “How do we know that they understood the material? Don’t Fall Into the Trap of Reporting for the Sake of Reporting. Don’t fall into the trap of reporting metrics just for the sake of reporting.

Training 52

Training Salary ROI How To 52

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. You have your list of names and phone numbers.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

MJ Hoffman

NOVEMBER 14, 2018

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? Nobody likes to feel trapped. When you’re working toward a goal in sales, give your prospect ample exit opportunities.

Discount 40

Discount Decision Maker Follow-up Closing 40

ExecVision

MAY 14, 2018

This is because these insights are trapped inside of customer interactions. It’s used for call analysis across organizations from Sales to Marketing to Customer Success and even Product Teams. The problem is that most Success tools look at key performance metrics like license utilization, platform engagement, and implementation time.

Conversion 40

Conversion Churn Hiring Software 40

DiscoverOrg Sales

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them. They had to see growth.

Company 120

Company Conversion Outbound Video 120

Sales Hacker

AUGUST 14, 2018

This final part of the 5-part sales coaching series focuses on coaching for sales success. Coaching for Sales Success: Developing Your Own Model. 5 Things You Can Expect with Top-Notch Sales Coaching. of sales reps say they don’t receive coaching. This is particularly the case with the incoming sales generation.

Follow-up 47

Follow-up Sales Coaching Coaching Lead Rank 47

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls.

Lead Rank 48

Lead Rank Lead Scoring Data Buyer 48