Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

No More Cold Calling

SEPTEMBER 25, 2014

Don’t discount. The same principles hold true in B2B sales, but customers don’t instinctively get the message. In this week’s guest post, Geoffrey James shares six ways to stand out from the cheaper options: “When you’re selling against a lower-priced competitor, you have two basic choices: discount or differentiate.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

Closing 191

Closing B2B Scale Decision Maker 191

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 119

Data Discount How To Quota 119

Act!

JANUARY 30, 2024

But how you handle these leads after they enter your sales pipeline dictates conversion rates and revenue. In other words, you need to have a solid lead nurturing strategy in place to close a sale. Start by outlining a sales process that addresses a potential client ’s needs at every stage of their purchase journey.

Ideal Customer Profile 52

Ideal Customer Profile Closing Lead Rank Lead Scoring 52

Sales and Marketing Management

MAY 4, 2018

What if the shirt was marked at $95 with no discount – would you have paid $95 without the discount? Since pre-suasion acts on the unconscious, it’s likely that no one will know you’re using these tools. Think of anchoring when you see a shirt you like, and the tag has $280 crossed out with the number $95 in red below it.

Discount 192

Discount Intent ACT Course 192

SalesLoft

JULY 1, 2013

Quite often, sales discounts are used to simply make a sale where you wouldn’t otherwise. Not only does it set a faulty precedent in which discounts become expected, but it completely cuts your profit margin. Pardot’s Senior VP of Sales, Derek Grant , shared his ideas with us. That’s bad practice.

Discount 52

Discount Margin Incentives Incentive 52

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Shame on you!

Sales Meeting 169

Sales Meeting Meeting Decision Maker ACT 169

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Offer them an exclusive discount that's time-based or on a first-come, first-served basis. He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. You're welcome.

Prospecting 103

Prospecting Cancellation How To Revelation 103

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. What are the Benefits of Email Automation? Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Smooth Sale

AUGUST 31, 2022

Five Ways to Increase Sales for Your Small Business. NOTE: Konrad Jasinski provides today’s guest blog, ‘Five ways to increase sales for your small business.’ Optimizing sales is always a top priority regardless of your small business type. Each business can use many strategies to boost sales. Develop A Sales Strategy.

Small Business 78

Small Business Small Business Hiring Discount 78

Understanding the Sales Force

MAY 10, 2023

We are now seeing these events in sales organizations: Missed forecasts. Instead of discounting, get better at selling value. Even more intriguing is the fact that the current economic conditions have flipped the sales candidate market on its head. We have already seen these factors occur across the board: Low QoQ GDP.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Zoominfo

NOVEMBER 13, 2019

Today we’re exploring this conundrum with nine tips from our top sales closers. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So here are nine steps to humanize your closing process, and strengthen your overall sales strategy.

Closing 130

Closing B2B Decision Maker Scale 130

Pipeliner

FEBRUARY 15, 2024

If you’re running an online business, you know the drill: more sales equals more success. But since everyone is fighting for attention online, how do you actually stand out and get those sales numbers climbing? This guide shares seven ways to creatively increase online sales while keeping your profit margins unharmed.

Social Media 52

Social Media Buyer Persona GoldMine Google Analytics 52

Act!

FEBRUARY 28, 2024

Each stage has distinct goals and should ideally involve the key stakeholders from your customer service , product development , data analysis, and marketing and sales teams. Similarly, companies can offer discounts, vouchers, or anything else to motivate users to share their thoughts. Ready to see how Act!

Customer 52

Customer Analysis ACT Incentives 52

Sales and Marketing Management

JUNE 22, 2020

Offering discounts for their support through advocacy or references shows your appreciation and can help you build a stronger community.”. If you’re sitting on products that aren’t selling, consider bundling or heavily discounting those items to generate some much-needed cash. Ensure your pricing rewards your loyal customers.

Margin 194

Margin Discount Incentives Incentive 194

Janek Performance Group

AUGUST 23, 2023

We’ve all seen the late-night TV commercials with demonstrative salespeople urging us to ACT NOW! No one wants to miss a deal, and, in sales, time counts. Often, once they verbalize these consequences, they see it’s time to act. For every stalled sale, there are a multitude of excuses. Of course, B2B selling is different.

B2B 62

B2B Case Study Collateral ACT 62

Sales and Marketing Management

FEBRUARY 9, 2018

Author: Matt Sunshine Sales leaders are responsible for more than closing deals. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing. These diagnostics — or audits, as some call them — go beyond the sales department to look at the whole company.

Analysis 198

Analysis Ideal Customer Profile Discount Collateral 198

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Salesmate

JULY 21, 2020

Here are a few SaaS sales tips to help you convert your free-trial users into paying customers. Don’t you quickly act when you see a discount or special offer tag attached to the product you are planning to buy? try to grab their attention through some discounts on special offers. Oh yes, conversion seems difficult.

Customer 114

Customer Discount Face-to-face Follow-up 114

Smooth Sale

NOVEMBER 28, 2023

The Power of Commerce APIs Online shopping is gaining ground on brick-and-mortar sales. APIs: What They Are and How They Work APIs act as intermediaries between computer programs. Improved Promotions Processes Promotions and discounts can help drive online sales. Consider the reasons why you prefer your shopping method.

Discount 110

Discount Lead Rank Promotion Hiring 110

Pipeliner

JANUARY 28, 2021

Sales conversations should guide prospects to quantify (usually financially) the value of the outcomes of doing business with you. Sales leaders : you know how valuable being a credible, valued advisor is, and encourage it. Some sales forces might use “significant discovery and value building before RFP issued”.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

DiscoverOrg Sales

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with nine tips from our top sales closers. To make customers feel good about the sale, throw in three pieces of value, in this order: additional support.

Closing 120

Closing B2B Decision Maker Scale 120

SBI Growth

DECEMBER 7, 2012

To hire effectively you need to observe sales candidates in action. Most sales leaders discount the job tryout because it is difficult. This post is written for the head of sales of a rapidly growing organization. We will discuss how to test for great sales talent. Want to start hiring better sales talent today?

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

Act!

DECEMBER 19, 2023

A strong referral network helps fill your sales pipeline with high-quality leads in your target market who are interested in purchasing from you. It can also help you close sales faster and build a loyal customer base. For instance, Act! A platform like Act! A CRM platform like Act!

Referrals 52

Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? …But what about next quarter? Think about it.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

BrainShark

AUGUST 15, 2023

Sales role play exercises are one of the tried-and-true approaches that sales teams use to help reps practice and prepare for real-world buyer interactions. Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Trends 86

Trends Report Data Strategy 86

Hubspot Sales

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? Furthermore, we’ve interviewed leading sales teams to collect 11 AI sales predictions that you should watch in 2023. Let’s jump to the nitty-gritty.

Lead Rank 89

Lead Rank Data Top of Funnel Cost per Lead 89

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. An outreach email sets the tone for your entire sales process.

Closing 123

Closing Proposal Negotiation Discount 123

Miller Heiman Group

JULY 7, 2020

Freeze: Buyers feel numb to the pain of the problem and lose their motivation to act: they become hypervigilant about the personal consequences of making a decision, so it starts to feel as if doing nothing is the right thing to do. Do you offer incentives or discounts? And they’re also likely to keep you at arm’s length.

Decision Maker 113

Decision Maker Government Discount ACT 113

Janek Performance Group

MARCH 1, 2023

” a new sales hire proudly told me early in my sales management career. ” This article explores basic financial terms and why sales reps need to learn them. As a principal of a sales training organization, I’ve learned that the more competent I am with finance and accounting, the better I can communicate value.

Margin 62

Margin Decision Maker ROI Hiring 62

BuzzBoard

NOVEMBER 6, 2023

Here, the role of sales techniques cannot be understated. … to become the orchestrator of change and hone your sales and marketing expertise to perfection? Plus, understanding the psychology of persuasion is essential for various disciplines, including marketing, advertising, sales, and even interpersonal communication.

Marketing 92

Marketing Hiring Case Study ACT 92

Janek Performance Group

OCTOBER 18, 2021

In sales, the fourth quarter is equally important. As a football coach may pump up the team for the fourth quarter, sales managers can provide extra motivation. For many sales organizations, time speeds up in the fourth quarter. Here, the best sales managers need great, late-game, time-management skills. Incentivize.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Sales and Marketing Management

JULY 29, 2020

B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. Businesses walk a fine line when they continue on these days; one move in the wrong direction, a new sales strategy, or one price hike, or price discount can move you forward or set you back. Be careful and considerate.

Chemicals 177

Chemicals How To Margin Pivotal 177

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118