Janek Performance Group

FEBRUARY 21, 2023

Every lost sale starts with good intentions. While selling, the best intentions cannot counteract sales mistakes. No matter how great the product or service is, sales mistakes prevent reps from reaching their potential. When selling, sometimes prevention is the best cure.

Sales Qualified Lead 62

Sales Qualified Lead Sports Intent Enterprise 62

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Allego

JULY 28, 2022

Podcast hosts are turning to Allego experts for advice on improving sales results. That’s because sales teams are under intense pressure to win deals and hit quota. It’s understandable, as sales are what drive a large part of a company’s success. That demand, however, may cause sales reps to pressure buyers.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Anne Miller

JULY 15, 2023

You are the sales manager of this tech firm. The good news is your company has a new product to offer the market. Here is how Chris Freeman, a sales manager who found himself in this situation, overcame these challenges– with the help of metaphors and analogies. The sales reps weren’t against the innovation.

Up-Sell 117

Up-Sell Relationals Prospecting Energy 117

The Pipeline

JANUARY 7, 2020

At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? Reminds one of the old joke about a salesman introducing technology to a VP of sales. By Tibor Shanto.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Chorus.ai

AUGUST 6, 2020

Jim Benton was joined by Shianne Sampson , VP of Sales & Customer Experience at PetDesk for this week’s Weekly Briefing to discuss the data behind sales coaching in this new normal. Diving right in, they addressed the overall productivity of sales teams. I think now coaching is the backbone of sales.” Watch the Video.

Coaching 118

Coaching Sales Coaching Data Hiring 118

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. That said, the typical base salary for D2D reps is around $61,800 per year — a figure above the national average. Table of Contents What is door-to-door sales?

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. ” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come. .”

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

The Pipeline

OCTOBER 2, 2018

A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. This reality no doubt explains the shift to and rise of sales enablement. By Tibor Shanto. Get’s Better.

Coaching 273

Coaching Quota Cold Calling Data 273

SBI Growth

MAY 31, 2013

Some reps are convinced they can’t sell a new product. The next day, another rep does just that. How can some reps be so effective and assertive, and others so passive? Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Why is this?

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

Coaching 160

Coaching How To Sales Coaching Film 160

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

No More Cold Calling

DECEMBER 29, 2019

I write my own posts and send Taylor what I think is good stuff. I took the Vengreso course, Selling with LinkedIn for Individuals. Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? You remember the stories. People are riveted by stories. But I did it.

Referrals 207

Referrals Cold Calling Social Media Travel 207

Sales and Marketing Management

MARCH 29, 2017

Author: Mark Magnacca Earning a prospect’s trust is essential when it comes to the art of the sale. It’s human nature to want to make a connection with the person we’re buying from – to feel like our needs are understood and that the sales rep cares about more than just a commission. Sell Stories, Not Products.

GoldMine 136

GoldMine Commission Video Buyer 136

Autoklose

FEBRUARY 19, 2024

Your sales pitch is a critical element of your entire sales process. And the trouble is that you have to squeeze all the reasons why your product is so great and beneficial to your prospect, communicate your brand statement, mission, and vision, as well as connect with the prospect in a matter of minutes. Don’t Pitch!

Ideal Customer Profile 52

Ideal Customer Profile How To Benefit Prospecting 52

No More Cold Calling

SEPTEMBER 6, 2018

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. Referrals must be part of their Sales DNA and the way they do business—when people are looking and when they’re not. That’s culture.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Hubspot Sales

JANUARY 5, 2024

I’ve been in contact with sales experts about how AI has helped them. They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. All of this is good advice worth repeating because, frankly, it’s working. But progress never stops.

Inside Sales 87

Inside Sales Lead Rank Lead Scoring Churn 87

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. Rep: Aja Frost, my name is Dan from Outbound.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Adaptive Business Services

JANUARY 25, 2023

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company.

Hiring 71

Hiring ACT Report Selling Skills 71

Chorus.ai

MAY 17, 2021

Buried among the laughs, dogged, hapless Michael actually has some tried-and-true sales wisdom to impart that can get your company purring like the Scranton branch. Embrace the Unorthodox Sales Script. A great sales script is fundamental for any sales team, but there’s more to the art of selling than following the beats.

Motivation 96

Motivation Construction Call-back Commission 96

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Unfortunately, this is also one of the biggest hurdles reps face. In fact, 82% of B2B decision-makers think sales reps are unprepared. Share success stories. Below, let's learn their best tips.

Prospecting 101

Prospecting Decision Maker Hubspot Ideal Customer Profile 101

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

BrainShark

AUGUST 24, 2022

Salespeople need to retain a lot of information and master the right sales skills to consistently hit their numbers. Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. Social Selling.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? Sales Presentation Techniques. They’ll just tell you to take it from the top.

Closing 143

Closing ROI Call-back Buyer 143

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Gong.io

DECEMBER 19, 2022

When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough. Selling will only take your team so far. And the best way to become a consultant is to take a value-based selling approach. What is value selling? Why adopt a value-selling solution?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

BrainShark

JULY 9, 2023

If you’re trying to maximize sales rep performance and drive results, coaching should be an essential part of your strategy. CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. You’re now ready to start implementing the plan.

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

Vengreso

AUGUST 20, 2020

My guest in this episode of the Modern Selling podcast brings us the answer to the modern seller’s woes in a simple phrase: sell the way you buy. Joining me is David Priemer, the Founder and Chief Sales Scientist of Cerebral Selling. Subscribe to Modern Selling on the App of Your Choice! magazines. ?. magazines. ?.

ROI 115

ROI Decision Maker Chemicals Lead Rank 115

Janek Performance Group

JUNE 13, 2023

” This is the famous line Alec Baldwin delivers in a sales meeting from the movie Glengarry Glenn Ross. Scriptwriters and the movie industry have undeniably impacted the selling profession positively and negatively. This portrayal has helped elevate the image of sales professionals and inspired many to pursue sales careers.

Film 62

Film Face-to-face Hiring Decision Maker 62

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

SBI

MARCH 20, 2018

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Janek Performance Group

DECEMBER 21, 2022

Among sales organizations, this change has been especially pronounced. With the rise of virtual selling and engagement, the old model of hiring, onboarding, and retaining talent is not enough. Sales teams are more dispersed. These range from reps and managers to leaders across various industries and company sizes.

Sales Talent 62

Sales Talent Hiring Lead Rank Survey 62

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Close.io

APRIL 8, 2019

But they were having a problem selling to some of their prospects. And that was costing this startup sales. So what did I tell them? Sell your product philosophy before you sell your product. This is why I tell reps not to start with the features and benefits of the product. The power of storyselling.

SalesForce 91

SalesForce Scale Benefit Up-Sell 91

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story.

Data 122

Data Insurance Insurance Cold Calling 122

LeadFuze

JUNE 29, 2021

However, much like warfare, if you charge into battle without a proper sales strategy, you’re running blind. What is a sales strategy. A sales strategy is plan that outlines how a business is going to sell its products or services. It answers the following three questions: What are we going to sell?

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119