Janek Performance Group

JANUARY 17, 2023

” the sales rep said. Whether you are selling lumber, shingles, or wire, this article explores how building material sales reps can improve their sales performance. Early in my sales training career, I worked with an electronic distributor. Daily Sales Discipline.

Hiring 62

Hiring Construction Exercises Face-to-face 62

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Janek Performance Group

MARCH 27, 2023

With other organizations, improving the sales process is the best way to drive significant sales improvement. In this article, we will provide insights and directions to help you decide where to focus your resource for the most significant sales improvement. How often are meeting participants absent from online meetings?

Sales Process 48

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

Corporate Visions

OCTOBER 13, 2018

Similarly, when it comes to maximizing profitability, so much sales preparation is skewed toward opportunities to drive profitability during the deal cycle—rather than on all the opportunities reps have to drive profitable growth throughout the life of their accounts. As for keeping current ones? Not so much.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Sales Hacker

APRIL 24, 2018

2) Streamline Your Sales Process. Your initiative will likely not improve sales success overnight, but there will be marginal gains day-after-day once you incorporate prioritization. I saw companies discover “data jewels” that had a big impact on their sales success. How many prospect phone numbers are actually usable?

Data 53

Data Hiring Margin Demand Generation Targets 53

Sales Hacker

SEPTEMBER 16, 2019

Instead, they meet with prospects outside the office. Outside sales often involves a large amount of travel, autonomy, and emotional intelligence. Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars.

Outside Sales 81

Outside Sales Inside Sales Hiring Top of Funnel 81

Sales Hacker

SEPTEMBER 13, 2021

Discuss what the next step has to be for each touchpoint, either presented by your company or as an event triggered by your prospects. So far, so good as with an average deal size of $1150 and a 25% gross margin; the total investment of $235,000 will be recovered with a ROI of 29%. What will boost the “new” marketing?

ROI 93

ROI Account Marketing Lead Rank 93

Sales Hacker

JUNE 11, 2019

Command of the Sale. The idea at the core of this methodology is that you should customize your company’s sales enablement tools and activities based on solutions that are already in place. In inbound selling, marketing techniques get tightly meshed with the processes and goals of sales. Conceptual Selling. i N valuable.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Nutshell

JANUARY 14, 2020

Like all B2B sales , the end goal is to make your customers more successful, whether that means saving them time, saving them money, or improving their own ability to drive revenue. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Corporate Visions

MAY 31, 2018

Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest share, highest margin product lines and you need to defend, retain and protect your position? The decisions your prospects and customers are making. This article originally published in Sales and Marketing Management Magazine.

Territories 40

Territories Margin Training Pipeline 40

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

SBI

DECEMBER 27, 2018

Private Equity firms are rubbing the crystal ball hoping to see the future of prospective targets and many of them have bet big this year. If you’ve been watching from afar – or heck – even if you’ve been watching up close, the top 10 SalesTech articles of 2018 will be of interest. Continue Reading.

SAP 94

SAP Trade Show ROI Margin 94

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Sales Differentiation. Sales Engagement. Sales Engagement.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Vengreso

NOVEMBER 16, 2022

The key to improving sales productivity is identifying where you can streamline processes and reduce time spent on low-priority tasks to have more time for essential activities like lead generation and sales funnel development. Take writing cold emails or sales messages for sales prospecting as an example.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

The ROI Guy

OCTOBER 22, 2013

But there’s a real problem today with customers being over-informed…there’s too much information out there, and so now the real challenge is in helping prospects make sense of the information and apply it intelligently to their own situation. The other big issue for sales is that almost 60%, of a typical pipeline is stalled at “Do Nothing”.

Lead Rank 40

Lead Rank Ideal Customer Profile ROI Study 40

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MAY 4, 2020

She might even leave a copy on her CEO’s desk with margin notes. 5 Things WFH Sellers Can Do To Help Prospects Buy from Home. Pro tip: if your customers sell to others, tell them about this article. If you really want to provide structure and control, you can read the Sales Hacker article on mutual action plans.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68