Janek Performance Group

JUNE 4, 2024

In B2B sales, cross-selling and upselling are pivotal to maximizing growth and profitability. Some more tips include: Present value before price Demonstrate the coast of inaction Emphasize long-term ROI Provide flexible terms Offer free trials Leverage Case Studies : Social proof is effective.

B2B 62

B2B Hubspot Case Study Insurance 62

Showpad

MAY 31, 2019

Develop Sales Managers Who Drive Performance. Only 38% of sales reps feel their managers help them develop skills needed in their role. In order for your reps to advance, you need managers to advance as well. Gartner offers its insights into producing effective sales managers. offers her advice.

Sales Enablement 69

Sales Enablement Survey eBook ROI 69

LeadBoxer

JUNE 9, 2020

There’s a new buzzword on the minds of sales managers across the country: sales enablement. The idea is to provide your sales teams with the resources they need to excel. They just need a little help to develop their skills, and that’s where sales enablement comes into play.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

Showpad

JULY 1, 2019

Sales enablement is the driving force that gives reps the content, tools, and training they need to gain more traction with buyers. Various reports from industry-leading organizations over the past few years provide evidence for the value of sales enablement programs. Kapost noted that B2B firms spend over $5.2

Sales Enablement 78

Sales Enablement Hiring SalesForce Ideal Customer Profile 78

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Highspot

OCTOBER 21, 2022

And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve. Only 32% of B2B buyers feel sales reps are surpassing expectations (that is, going above and beyond what’s necessary to secure buyer business). Sales enablement can help bridge this coaching/performance divide.

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

SalesFuel

MAY 13, 2024

As B2B sales grow more competitive, a strong sales pitch presentation may determine whether you cruise or lose. One Sales Pitch Presentation Does Not Fit All Prospects The more specific and tailored you can be with your message the better. Storytelling is a natural fit for B2B selling. Define the next steps.

Hiring 116

Hiring Case Study Construction Segment 116

SalesFuel

JUNE 10, 2024

“Top-selling sales reps are incredibly responsive — answering messages in under 15 minutes or so,” he explains. The Voice of the B2B Buyer study found that nearly 55% of buyers say “responsiveness” is a top seller trait. You’ll find that focusing on building these traits helps you stand out and take your sales to the next level.

Hiring 105

Hiring Competition Research Buyer 105

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. Recent research, including our own , points to changed buyer behavior in the B2B process. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 64

Sales Enablement Strategy Hiring Collateral 64

Mereo

OCTOBER 1, 2020

The Beginnings of Sales Enablement Programs. Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management. Today, sales enablement is an organizational best practice.

Sales Enablement 71

Sales Enablement Face-to-face Scale Travel 71

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 52

Sales Enablement Strategy Hiring Collateral 52

Mindtickle

APRIL 30, 2020

The sales environment is constantly evolving as new strategies, markets, and products are introduced, reintroduced, or changed. In fact, according to a study of over 100 B2B organizations , 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months.

Sales Enablement 52

Sales Enablement Strategy Hiring Collateral 52

Showpad

FEBRUARY 6, 2020

Don’t miss the latest sales enablement news! How to Tear Down Silos Between Marketing and Sales. The boundaries between sales and marketing responsibilities were historically sharply defined. 5 Top Challenges for Sales Enablement Professionals. . 5 Top Challenges for Sales Enablement Professionals.

Sales Enablement 40

Sales Enablement Hiring Face-to-face B2B 40

LeadFuze

NOVEMBER 30, 2021

Sales Enablement Best Practices: 5 Dos and Dont's for Peak Results. Data from CSO Insights shows that 61% of organizations had a dedicated sales enablement person, program, or function in 2018. The increased growth in the number of programs is not surprising, as they are proven to have a large impact on sales success.

Sales Enablement 52

Sales Enablement Hiring Banking Hubspot 52

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility?

Research 115

Research Hiring Social Media Trends 115

SalesFuel

MAY 6, 2024

The study reviewed work by professionals across a wide range of careers and highlighted the importance of developing human capital. Your reps also know that, especially in the B2B sector, buyers prefer fewer face-to-face interactions with sellers. Now, that information can be pushed to them through apps such as SalesCred.

Competition 111

Competition Face-to-face Hiring Decision Maker 111

SBI

OCTOBER 30, 2018

I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. I sat down with Brian Williams, a partner with the Brevet Group, and we discussed what Sales Enablement is (people define it in many ways) and how to navigate the complexity of the technology in the Sales Enablement space.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

Showpad

MAY 17, 2019

How to Close the Gap Between Sales Forecasting and Reality. A recent MarTech study found that only 28 percent of closed deals were accurately forecasted by sales teams. Beware of these telltale signs that your sales support needs improvement. Sales Enablement. Sound like a team you’d want to join?

Sales Enablement 69

Sales Enablement Forecasting Sales Forecasts Maximizer 69

SalesFuel

APRIL 29, 2024

The prospect will feel like you genuinely care about them and not just a sale. SalesFuel’s Voice of the B2B Buyer revealed just how important this can be. There are many opportunities to have interesting sales conversations that educate the buyer. Or share a case study about a similar client who had success with your solution.

Conversion 98

Conversion Hiring How To Case Study 98

Showpad

JANUARY 23, 2020

Enablement Metrics Increase Win Rate, Report Finds. A recent report by Sales Enablement Pro found that Sales organizations that developed and tracked Enablement metrics achieve higher overall win rates. Predictions 2020: B2B Marketers Pivot from Products to Experience. So, which metrics should you implement?

Sales Enablement 45

Sales Enablement Collateral Case Study Social Media 45

LeadFuze

APRIL 2, 2019

This can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the scene! Sales enablement is a powerful tool for increasing sales performance. What exactly is Sales Enablement? 5 Alignment.

Sales Enablement 55

Sales Enablement Top of Funnel Revenue Motivation 55

LeadFuze

NOVEMBER 2, 2021

Build Your Successful Sales Enablement Initiatives in Just 5 Steps. We are facing a few very specific challenges in the sales space. For sales enablement, it’s challenging to demonstrate tangible results. What’s missing is a framework that has been proven to work in sales.

Sales Enablement 52

Sales Enablement Hiring How To Face-to-face 52

Showpad

OCTOBER 28, 2020

B2B sales, on the whole, is slower, more labor-intensive and more consequential than B2C. So it’s probably time to level up how your organization runs sales teams and integrates new B2B sales techniques into their repertoire. Here are a few sales methods to consider: 1. No pressure.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Miller Heiman Group

MAY 14, 2019

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company?

Coaching 73

Coaching Sales Management Hiring Territories 73

SalesFuel

MAY 28, 2024

Newsflash: Today’s B2B buyers do not want to interact with salespeople in the traditional way. Are Your High-Performing Teams Ready for the New Buyer Behavior A recently released Gartner study points out that leaders of thriving organizations must change their mindset. Instead of being sales focused, they need to be revenue focused.

Buyer 52

Buyer Hiring Vendor Face-to-face 52

Showpad

APRIL 3, 2020

Showpad helps organizations boost sales and marketing alignment and support their sales teams with tools for training, coaching and content management. Discover results from a Forrester Consulting Total Economic Impact™ study commissioned by Showpad. But what is the real bottom-line impact?

Sales Enablement 52

Sales Enablement Face-to-face Commission Webinar Metrics 52

Mindtickle

JANUARY 19, 2023

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage.

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52

SBI

JANUARY 14, 2020

Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness. READY20 will be held August 17-18, 2020, at the Encore Boston Harbor resort – providing actionable ideas and insights for elevating sales preparation and performance. Brainshark , Inc., WALTHAM, Mass.

Sales Enablement 86

Sales Enablement Webinar Metrics Face-to-face SAP 86

Zoominfo

SEPTEMBER 25, 2018

The Ultimate List of Sales Podcasts. 1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. 2. Sales Pipeline Radio. 4. The Sales Hacker Podcast.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Facilitate better sales and marketing alignment.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Allego

JANUARY 12, 2023

Allego and B2B DecisionLabs wanted to find out how to solve this problem. They conducted two real-world behavioral studies to learn what increases sellers’ willingness to use a new piece of marketing collateral. And they found that who shares the content with sellers affects their likelihood of using it. “The data is clear.

Collateral 106

Collateral Marketing Report Motivation 106

Vengreso

JANUARY 28, 2022

Thinking through the common questions, objections, or pain points of your ideal customer can be helpful in determining how to engage with them, what content to send to them, and what the best approach may be for moving them through the sales cycle. Sales Engagement vs. Sales Enablement. Lead with Value.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

SalesFuel

MARCH 20, 2024

She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” According to SalesFuel’s Voice of the B2B Buyer , over one-third of buyers say, “I am willing to pay a premium to buy from companies that provide a superior customer experience.”

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed. Keep your sales pipeline full by prospecting continuously. What is B2B Sales Prospecting? Brian Tracy.

B2B 90

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 90

Vendor Neutral

JUNE 2, 2021

The Sales Management. Podcast with Mike Weinberg Hosted by bestselling author, speaker, and coach Mike Weinberg, this podcast is directed at everyone from executives to aspiring sales managers. It focuses on how to create a healthy sales culture that generates high performers and dramatic long-term sales growth.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130