Janek Performance Group

DECEMBER 10, 2021

Selling can be a tough job, especially when your market is saturated with other salespeople offering similar products or services. Even if you have a great product, you can still struggle in sales unless you differentiate yourself from your competition. In sales, differentiation is about standing out among your competition.

Competition 118

Competition How To Follow-up Up-Sell 118

Shari Levitin

MAY 19, 2022

Here are two common reasons your sales training falls on deaf ears and what you can do to turn it around, build a high-functioning team, and crush your goals. Pitfall 1: Focus on the training vs. the learning Too many sales leaders focus on the training process rather than the learning process. It just doesn’t stick.”

Training 62

Training Hiring Face-to-face Case Study 62

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. But this is the opposite of what you should do at this moment.

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. Why do value leaks occur? Value leaks are often the byproduct of previous losses.

Closing 120

Closing Proposal Negotiation Discount 120

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. That means it’s time to jump into the features and benefits of your offering, right? In this video, I’m going to show you 5 keys to a great case study presentation in sales. Check it out: 1.

Case Study 118

Case Study Study Face-to-face Benefit 118

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Janek Performance Group

SEPTEMBER 14, 2021

“Winning isn’t everything, it’s the only thing,” is a quote you will never hear Nick Saban say. The secret that Saban learned and sales teams can benefit from is that a process-focused team will outperform an outcome-focused team. How does this process mindset apply to sales? In other words, go out and execute.

Lead Rank 118

Lead Rank Lead Scoring Cold Calling Coaching 118

Pipeliner

SEPTEMBER 18, 2020

In the last few years, there has certainly been a lot of talk about sales enablement—it’s one of those trendy terms that came around and has definitely remained. It has come to the point now where software vendors are promoting a new type of solution called a Sales Enablement Platform (SEP). instant results! What gives?

Sales Enablement 59

Sales Enablement Vendor CRM Exact 59

Emissary

MAY 30, 2023

Although we collect dozens of metrics in these studies, there are four recent tech sales stats which should be top of mind for revenue teams, enablement leaders and field marketers… 67% of technology buyers have the same, or increased budget versus last year. So why does the market feel so relentlessly challenging ?

Enterprise 52

Enterprise Enterprise Vendor Survey 52

Hubspot Sales

JULY 19, 2021

Salespeople can use this same technique to direct a prospect's behavior, change the momentum of a conversation, and engage people more effectively. It's a useful psychological tool for any part of the sales funnel but is often employed during the prospecting phase. Pattern Interrupt in Sales. What is pattern interrupt?

Top of Funnel 117

Top of Funnel Webinar Metrics Up-Sell Funnel 117

Shari Levitin

MAY 19, 2022

Here are two common misguided approaches to hybrid sales training and what you can do to turn it around, build a high-functioning team, and crush your goals. Too many sales leaders focus on the training process rather than the learning process. They train the best way for them rather than how their salespeople learn.

Training 62

Training Hiring Face-to-face Call-back 62

DiscoverOrg Sales

NOVEMBER 15, 2017

Sales professionals know it better as renewal season. Read AJ’s Story – and the Split of Inbound and Outbound Sales Development. Specifically, leadership realized: We should better integrate with the daily workflow of our clients. We should demonstrate ROI more explicitly. Spotlight on customer retention.

Retention 227

Retention Travel Customer ROI 227

Hubspot Sales

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. That doesn't mean they can't be effective salespeople — it just means they need to change things up. Really care.

Hubspot 123

Hubspot Inside Sales Outside Sales Scale 123

Marc Wayshak

JUNE 15, 2022

The number one challenge I hear from salespeople and business owners alike is: “ I don’t have enough meetings set in order to hit my sales goals.” Salespeople can always set more meetings if they simply know the right levers to pull. Think of your sales prospecting campaign as a factory assembly line.

Campaigns 62

Campaigns Meeting Prospecting Sales Qualified Lead 62

Vengreso

JUNE 9, 2022

Our recent survey shows that 69% of sellers think that getting the first conversation is harder than presenting a solution or even closing the deal. The fact is that without the first conversation, nothing else happens. What is a Sales Conversation? What is a Sales Conversation? How to Start a Sales Conversation.

Conversion 105

Conversion Outsourcing Services How To Ideal Customer Profile 105

Zoominfo

SEPTEMBER 1, 2018

If you’re dealing with a sales objection… congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. What Does a Sales Objection Look Like? I have to focus on other things first.

Objections 130

Objections Face-to-face Exact Software 130

The Digital Sales Institute

JANUARY 26, 2022

Learning sales skills online is the quick and convenient way for salespeople to master a whole range of skills. Today, it is worth noting that learning sales skills online is not limited to basic topics or a few simple sales training videos. How Learning Sales Skills Online Works. Storing and Retrieving Learning.

Course 52

Course Retention Face-to-face Cost per Lead 52

Crunchbase

JUNE 13, 2022

Working in sales involves a lot of talking. Talking less and listening more is a good rule of thumb when it comes to sales. Not only should you be giving your full focus to the speaker, you should also show that you are giving them your full attention. You should never look bored or uninterested when they’re talking.

Closing 98

Closing Call-back Face-to-face Intent 98

Salesmate

SEPTEMBER 18, 2020

Every sales rep wishes to enter the best company that offers great incentives and employee perks. However, getting an entry ticket by cracking the sales interview isn’t a walk in the park. The sales job interview questions often send chills down one’s spine. Most common interview questions for sales reps.

Hiring 82

Hiring Cold Calling Face-to-face Survey 82

Gong.io

MARCH 27, 2019

Ones that will set your sales calls on FIRE? You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. With that said, let me jump right in and show you the first discovery call tip…. Discovery calls aren’t a STAGE during the sales cycle. If you don’t, you’ll misapply them.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Sales Hacker

MARCH 23, 2021

If you missed episode 152 check it out here: A Framework for Bringing Ethics into Sales with Paul Fifield. Subscribe to the Sales Hacker Podcast. Why learning on the job is a horrendous idea [13:20]. Why starting your own business isn’t a get-out-jail-free card [24:02]. We’re on iTunes. And on Stitcher.

Licensing 100

Licensing Call-back Top of Funnel Webinar Metrics 100

Hubspot Sales

APRIL 23, 2018

Salespeople don’t hold all of the cards anymore. As a result, it’s harder for salespeople to demonstrate their expertise. or worse, never really gain their interest. So what should salespeople do? This is one of the first skills we teach new salespeople who join the HubSpot team.

Call-back 144

Call-back Hiring Hubspot Follow-up 144

Hubspot Sales

JANUARY 6, 2021

As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, "It's a salesperson, how do I get them off the phone?”. Some sales calls can be sketchy for prospects. Prospects don't like your sales process.

Call-back 135

Call-back Face-to-face Buyer Scale 135

Marc Wayshak

JUNE 7, 2023

Mindset is a critical differentiator in sales. After all, you need the right sales mindset to ensure that you’re in the right place mentally before you can use the right sales techniques and tactics. Check out the following conversation to learn how top performers think, and why your mindset is key to selling more.

Call-back 90

Call-back Face-to-face Up-Sell Prospecting 90

Hubspot Sales

MARCH 22, 2021

Successful sales professionals are great storytellers. How can you up your sales game by learning how to tell value-based stories? When a buyer gives you the opportunity to engage in that first conversation, as in, "Okay, I have a few minutes," you have limited time to quickly establish yourself as a trusted resource.

Lead Rank 124

Lead Rank Lead Scoring Face-to-face Decision Maker 124

Marc Wayshak

JUNE 22, 2021

We’re seeing this across the board in sales today. We live in an unprecedented time of science and data about sales —and it all supports the idea that selling has changed at a rapid pace over the past few years. With all this fast-paced change , it can be hard to know what’s really working for salespeople out there today.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. If you're in a hurry, skip to the script , or download free sales call templates.) So, what does a typical cold call look like in sales?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Janek Performance Group

DECEMBER 7, 2022

For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. This article provides the antidote to one of the most common ailments in sales. Typical sales professionals challenge the status quo with hyperbole.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. The Sales Career Path.

Hiring 104

Hiring Salary Top of Funnel Commission 104

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis. Don’t freak out.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Hubspot Sales

APRIL 2, 2018

Here are three reasons why this isn’t a problem for your company.”. Why hasn’t this been addressed before?”. If I don't hear back from you after this email, I'll stop reaching out.". If I don't hear back, I'll assume you're not interested.". How have your first few weeks been?". Things to Say On the Phone. “I

Prospecting 130

Prospecting Call-back Proposal Follow-up 130

Sales Hacker

SEPTEMBER 8, 2023

Why not invest at Seed when so many of your portfolio companies will get marked up at Series A? Regardless of the exact numbers, the conclusion remains the same: Series A investors have raised the bar and that jump doesn’t look as straight foward as it did before. Thanks for reading The GTM Newsletter! That’s not the case today.

Margin 88

Margin Scale Software Software 88

Hubspot Sales

JULY 30, 2019

Salespeople get a bad rap. In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. In fact, 80% of sales require five or more follow-ups. Never call or email without new updates to share.

How To 108

How To Objections Buyer Intent 108

Vengreso

JANUARY 31, 2019

Sales organizations around the globe need to jump on the digital bandwagon. If you don’t have a digital selling program implemented within your sales organization, your excuses are over. Listen to learn how to become effective at digital sales. The Buyer Has Changed The Game On The Sales Process.

LinkedIn 103

LinkedIn Social Media Google Buyer 103

Marc Wayshak

NOVEMBER 4, 2020

In particular, many salespeople today are actually closing more sales now than they ever have before. They’re simply crushing their sales numbers. These superstar salespeople are doing certain things right now that are allowing them to consistently and reliably close more sales in today’s unstable market.

Closing 62

Closing Cold Calling Exact Call-back 62

Hubspot Sales

MARCH 26, 2018

Words Not to Use in Sales. I wanted to/I'd love to/I'd like to/I need.". "I I wanted to/I'd love to/I'd like to/I need.". You should know X about [competitor].". "You You should know X about [competitor].". Sales is a language game. Too much of sales depends on chance. Sorry to bother you".

Prospecting 111

Prospecting Decision Maker Hubspot Call-back 111

LeadFuze

AUGUST 12, 2021

Make Overcoming Objections in Sales as Your Primary Goal in Every Sales Conversation. Overcoming objections in sales is critical for you to have success in sales. While they may seem like they’re not interested, there is an art to overcoming objections in sales. That’s why you’re here, right?

Objections 52

Objections Closing Sales Qualified Lead Lead Rank 52