Janek Performance Group

OCTOBER 4, 2022

The cost and expertise required to produce content continue to drop and now there is no reason for sales organizations and their sales reps not to be producing content. This year, LinkedIn has been busy and launched several new initiatives to help sales reps and their organization expand their reach. Notification Bell.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. I can be up to date in their real world and social activities. What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Pose a compelling question.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. What does that say about your team’s prospecting prowess? In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

The ROI Guy

JULY 15, 2015

Unfortunately this follows a pattern, where Gartner publishes overly optimistic growth forecasts to kickoff the New Year, and downward revisions from there on out. Don’t get us wrong, there will be winners – those who create a different sales and marketing experience and who take more of their fare share of a more conservative pie.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

John Barrows

MARCH 14, 2018

People ask me all the time which medium is the best one to connect with prospects these days. Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with social media and all the different options, there isn’t one best way to connect anymore. Is it phone, e-mail, Inmail, text, social?

Prospecting 103

Prospecting Hotels Licensing Face-to-face 103

The ROI Guy

DECEMBER 8, 2014

Only 59% of sales reps will achieve their quota this year, down sharply from 67% last year ? Accenture) The #1 criteria for making a purchasing decision is widespread support for you and your company across your prospect’s organization? Their focus may be technical, operations, business, marketing, sales or financially focused.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Hubspot Sales

JULY 16, 2020

Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. The Science of Sales Presentations. There are a few qualities of good sales presentations you should consider as you create your own: They tell a compelling story. Structure your content.

ACT 128

ACT Follow-up Data Sales 128

Hubspot Sales

SEPTEMBER 30, 2020

This is especially true when it comes to sales and marketing. In an ideal world, sales and marketing processes would be built with the other team in mind. Here are some numbers that just might convince you of the value of Sales and Marketing alignment: Sales and Marketing Alignment Stats to Know. LinkedIn, 2020 ).

InsideView 128

InsideView Lead Rank Lead Scoring Account Based Marketing 128

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

Selling Essentials RapidLearning Center

MARCH 17, 2021

Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. Obviously, these experiments have major implications for sales. Maybe it’s dealing with employee turnover, struggling to keep up with new technology, or anxiety about the progress of current projects. 2015, January).

Transportation 109

Transportation Closing Face-to-face Journal 109

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. According to Blake, regardless of the individual prospect and their needs, the rep's ultimate task is to bring money in the door. But is it the best sales advice for modern reps? What’s a sales rep to do? Not necessarily.

Closing 144

Closing Decision Maker Top of Funnel Scale 144

Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. In this post, we’ll cover what you need to know if you’re considering a career in sales.

Sales Qualified Lead 101

Sales Qualified Lead Scale Salary Commission 101

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Jump to category: ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Step #4 – Identify New Sales Leads.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

Your Sales Management Guru

SEPTEMBER 6, 2016

High–Profit Prospecting. It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. Time Management for Prospecting. It is a sales training session all by itself! book review-.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

Janek Performance Group

MARCH 27, 2023

If there is one question sales leaders want the answer to it is: What’s the fastest way to improve sales performance? With other organizations, improving the sales process is the best way to drive significant sales improvement. An effective sales process is built back from a customer buying journey.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

SalesLoft

MAY 28, 2015

The other day I heard a sales executive say that by using email, sales reps were acting “like marketers.” That using email is “weak” and indicates a sales rep is afraid. It’s 2015, why wouldn’t we use email in addition to phone for prospecting and outreach? ” Others will only respond to your sales emails.

Prospecting 52

Prospecting Social Media Networking ACT 52

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities. Get a Demo 3.

Hiring 100

Hiring Intent Data Intent Scale 100

Seismic - Sales Effectiveness

AUGUST 25, 2019

‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. And sales organizations are increasingly chasing more aggressive goals with greater pressure to over-achieve. A Few Key Stats. TimeTrade ).

How To 80

How To Quota Sales Enablement Survey 80

Hubspot Sales

NOVEMBER 15, 2019

You will stay in front of prospects and differentiate yourself if you do some research and get personal. You also need to keep track of your promises and recommendations throughout the sales process, so that follow through is carried out with precision, and a pre-meeting email can help you achieve this end.

Meeting 108

Meeting How To Case Study Relationals 108

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Data 79

Data Hiring Guidelines Lead Rank 79

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. In 2015, an average of 5.4 Here’s why. So, what can you do?

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. Just like sports, the use of science to develop elite performers also applies in sales. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. 15 Expert Phone Sales Tips. 15 Expert Phone Sales Tips. Use Awesome Labels.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

BuzzBoard

DECEMBER 18, 2023

Sales flatten. So pull up a seat and let’s get to the bottom of what’s stopping your digital agency’s growth, once and for all. In case a digital agency’s development metrics are standing still or rather dropping down, chances are, its sales funnel more closely resembles a leaky bucket. Why is that? What gives?

Top of Funnel 52

Top of Funnel Ideal Customer Profile Funnel Social Media 52

Hubspot Sales

MAY 5, 2020

In recent years, the job of a sales representative has developed into something similar to this type of role. Reps must offer context around the information they share as well as teach prospects about the features and capabilities of what it is they're selling in regards to their specific challenges. Establish a learning goal.

Education 84

Education Buyer ROI Survey 84

Janek Performance Group

MAY 9, 2022

Recruiting and hiring future sales reps for your organization requires a different criterion than it did in the past. ” In a world where the skills required for success are changing rapidly, it’s time sales leaders start looking for different qualities in their sales hires if they want to stay ahead of the curve.

Hiring 62

Hiring Training Lead Rank Lead Scoring 62

Pointclear

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. Part 2 (coming up). Part 3 (coming up).

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Selling Essentials RapidLearning Center

AUGUST 24, 2021

You’ve won over the prospect you’ve been wooing for months. Let’s imagine salesperson Monique has won over prospect Brad, and now wants him to advocate for the deal at a meeting with his company’s buying committee, which includes the CEO. Making the Consensus Sale, Harvard Business Review, March 2015.

Buyer 59

Buyer Face-to-face Survey Video 59

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Need Help Automating Your Sales Prospecting Process?

Hiring 52

Hiring Scale Banking Hubspot 52

Score More Sales

JANUARY 19, 2015

If you want to learn about the latest ideas in sales you need to be a student of learning. I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. This event was unique because it only focused on sales development.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. The Essential Handbook for Prospecting and New Business Development. Simplified.:

Handbook 100

Handbook Face-to-face Outbound Inbound 100