Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

No More Cold Calling

JUNE 22, 2017

They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. Identifying and Focusing on Strategic and Major Accounts.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Mr. Inside Sales

MARCH 8, 2020

You and your reps need training, and you want it now! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. Our Award Winning Inside Sales Training is also the most affordable training on the market today! The post New On Demand Training Available Now!

Training 180

Training Licensing Scale Gatekeeper 180

Sales and Marketing Management

MARCH 4, 2018

That means marketers, sales professionals, operations people, and analysts all work in tandem to interact directly with customers – eliminating or greatly limiting involvement of customer service or account representatives. Implement a robust order-tracking system, in addition to a CRM or within your CRM, and train your whole company on it.

Customer Service 286

Customer Service Retention Hiring Account 286

No More Cold Calling

JUNE 15, 2017

It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We had a stellar account-based selling team. We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. How Account-Based Sales Reps Win When They Lose.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

AUGUST 3, 2017

Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is the easy part of account based sales development. It’s prospecting that’s hard. Diagnose Your Account Based Sales Development Problem. Closing is never the problem. Seller beware!).

Account 220

Account Closing Sales Qualified Lead Referrals 220

MTD Sales Training

NOVEMBER 15, 2017

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. See if you can learn from them and create the success they enjoy: They recognise that Key Account Management is a business mindset, not a sales initiative.

Account 189

Account Up-Sell ROI Google 189

Pipeliner

OCTOBER 31, 2023

Are you grappling with the challenge of finding the right prospects for your business? Do you often find yourself overwhelmed by the task of prioritizing and selecting accounts that truly merit pursuit? The absence of a clear, data-driven approach can render prospecting efforts less effective and less efficient.

Ideal Customer Profile 69

Ideal Customer Profile Social Selling Data Prospecting 69

No More Cold Calling

AUGUST 24, 2017

You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. Account based sales reps are the only feet on the street anymore. Development Philosophy: You subscribe to “one and done” training. environments. Congratulations.

Hiring 214

Hiring Account SalesForce Quota 214

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. Despite the heavy investment in training, some businesses won’t benefit as much as they should. What The B2B Sales Training Program Should Include The average organization spends $1,200 a year on professional development per employee.

B2B 52

B2B Training Hiring Lead Rank 52

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Steven Rosen

FEBRUARY 11, 2024

They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Who is right?

Account 204

Account Prospecting Guidelines Compensation 204

MEDDIC

MARCH 28, 2024

If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Why did they sign now?

Enterprise 52

Enterprise Enterprise Account B2B 52

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned.

Account 110

Account Hiring Coaching Motivation 110

Sales Hacker

DECEMBER 15, 2023

The train is in the station. So while I say train… it’s not a one-off, it has many trips. Their playbook is not only focused on driving integration adoption among mutual partner customers, but also on building partner-sourced pipeline by targeting prospects who are customers of partners. The tracks are laid. All aboard!

Training 90

Training Marketing Campaigns Report 90

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? How about timeline?

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

Prospecting 190

Prospecting Hiring Video Coaching 190

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.). Reduce the time it takes to close deals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

BuzzBoard

NOVEMBER 24, 2023

With software consumption heavily skewing towards SaaS and subscription-based pricing, the lifetime value of enterprise accounts is tremendous for providers that can continually deliver ROI. Rather than transactional customer acquisition, ABM fosters meaningful relationships with accounts that snowball into renewal and growth opportunities.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

The Pipeline

JULY 18, 2013

So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. “Tibor, thanks again for the training course. Gutzmann, Sales Manager, Major Accounts IKON Document Efficiency At Work. See full details here.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

Smooth Sale

MARCH 24, 2022

At Your Accounting Firm. NOTE: Our collaborative Blog asks and provides insights on ‘Four Ways To Achieve Greater Success At Your Accounting Firm.’. Accordingly, the tips below apply to accounting firms plus most businesses that desire to learn how to achieve greater success. At Your Accounting Firm. Pexels Image.

Account 78

Account Ideal Customer Profile Hiring Competition 78

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. We hope these sales training courses will help you improve your skills as a sales hacking, systems designing, revenue-producing machine.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

SBI Growth

JANUARY 11, 2013

One challenge is to close more key accounts. The fundamental trick is aligning your best salespeople with your largest prospects. In the normal course of business, reps secure appointments with key customers and prospects. Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis.

Account 297

Account Closing Analysis Coaching 297

BrainShark

SEPTEMBER 10, 2023

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? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

SBI Growth

JANUARY 1, 2014

Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Training can take place in a classroom setting, via LMS, mobile applications, etc.

Training 282

Training Buyer Persona Hiring How To 282

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. How to Train Your AI Ethically Remember this: If we weren’t thinking about AI ethically, then something would be wrong. Thoughtful execution ensures AI can be trained correctly.

Training 94

Training Policies Guidelines How To 94

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 321

Insurance Insurance Outbound Video 321

Vengreso

MARCH 12, 2021

B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. Therefore, modern sellers need the skills to find, engage and connect with prospects digitally. You can learn more about it in our LinkedIn Training Program! Current Company. Past Companies.

LinkedIn 105

LinkedIn Buyer Prospecting Webinar Metrics 105

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Steven Rosen

JANUARY 9, 2024

Evaluating the skills needed for future success and providing ongoing coaching and training are essential for building a high-performing sales team. Prospecting for Top Talent As salespeople are encouraged to prospect for new business consistently, sales leaders should also be proactive in prospecting for top talent.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?”

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Eliminating time-sucking activities and prioritizing training and coaching are essential for creating a continuous learning and development culture.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

Hiring 120

Hiring Account Analytics Sales Qualified Lead 120

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team.

Hubspot 117

Hubspot Training Hiring How To 117