Janek Performance Group

AUGUST 23, 2023

No one wants to miss a deal, and, in sales, time counts. For every stalled sale, there are a multitude of excuses. Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making.

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B2B Case Study Collateral ACT 62

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. 2 Types of Objectors Who Can Sabotage Your Sale One of the decision-makers that Frost highlights is the cost-conscious objector. SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear.

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Hiring Decision Maker Vendor Collateral 52

Janek Performance Group

MARCH 16, 2022

What do top-performing sales teams do better than under-performing sales teams? They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

No More Cold Calling

NOVEMBER 3, 2011

Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. To close a sale? It’s quick, easy, and your sales prospect gets the point.

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Case Study Collateral How To Face-to-face 240

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. Proving the impact of your sales content can be tricky. You might already monitor several common metrics to show how well sales and marketing content is doing. To track deal content, you must measure three sales content metrics.

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Top of Funnel eBook Collateral Case Study 113

Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it.

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B2B Prospecting Case Study Scale 100

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. All prospects are unique. This places the sale over the prospect’s needs and leads to distrust.

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Collateral Social Media Referrals Social Selling 62

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. So why does it feel like we’ve entered a new age of sales? But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers.

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Buyer Collateral Case Study Follow-up 93

Hubspot Sales

MAY 26, 2020

Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. The last thing you want to do is mislead someone during the sales process about your product, service, or capabilities, only to anger your newly acquired customer with poorly set expectations. Sales Battle Cards.

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Sales Process Collateral Comparison How To 117

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

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Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 107

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

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Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition. Overwhelming stress.

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Sales Enablement Hiring Buyer Persona Case Study 52

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

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Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

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Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Sales and Marketing Management

DECEMBER 14, 2020

Author: Zachary Ballenger As a marketer, one of your primary goals is to set your sales team up for success. However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. . Earn trust with unique brand expertise. Think about it.

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Buyer B2B Account Based Marketing Collateral 136

SBI

JULY 14, 2019

It helps them capture more leads and customers, create compelling content, communicate product differentiation, compare collateral effectiveness, and close more business. Resources All Case Studies eBook ebooks & Guides Interview Video Video Reviews Webinars. Field Sales. Sales Enablement. Case Studies.

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Video Case Study eBook Field Sales 93

Mindtickle

MAY 2, 2023

As a sales enablement leader, sales content is a big part of your job. Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. It went from 3.5

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Top of Funnel Scale Case Study Distribution 52

Sales and Marketing Management

JUNE 26, 2017

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . A Case Study on Successful Web Personalization. .

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Pipeline Case Study Decision Maker Ideal Customer Profile 185

SBI

OCTOBER 27, 2019

With iPresent, you can organize your existing collateral in a way that’s intuitive for your salespeople (think Netflix). Think how effective it would be if salespeople could mix and match content for prospects without changing the originals. Sales Enablement. Sales Enablement. Sales Enablement. Field Sales.

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Video Cost Per Thousand Case Study Collateral 59

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

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Top of Funnel Funnel Examples B2B 133

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc.

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Hiring Referrals Cold Calling B2B 197

Sales and Marketing Management

NOVEMBER 16, 2020

First, marketing teams only receive this information second-hand – through sales, product management, etc. It goes beyond the friendly, but unfortunately biased, conversations marketers may have for the purposes of customer case studies or testimonials. If they have interest, they will ask you for a sales introduction.

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Conversion Marketing Customer Trade Show 177

Allego

DECEMBER 21, 2022

Savvy virtual sellers think of sales activities as happening either “frontstage” or “backstage.”. The seller interacts with buyers through text message, email, video, voice mail, or a digital sales room. Everything from prospecting calls and emails to post-meeting communications must be customized to the buyer.

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Strategy Collateral Case Study Video 62

Allego

DECEMBER 22, 2020

Great sales content drives conversations—and results. In many organizations, a sales enablement team drives the creation, distribution, and management of sales content. All this content needs to be easy to consume and reusable across the sales organization. Why Sales Content Isn’t Used. Why is that?

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Sales Enablement Top of Funnel Case Study Face-to-face 71

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

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Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Openview

DECEMBER 21, 2017

It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome. Driving prospects to purchase has never been harder. High-performing sales content.

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Top of Funnel Data Case Study Funnel 95

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Jesse runs Sales Operations for a Value Added Reseller.

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Tools Sales Tools Collateral Vendor 300

MTD Sales Training

JUNE 25, 2018

A good sales process will give you a good framework and template for you to follow and apply. Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and wants. Here are a few: Questions to ask to ensure your sales process is working effectively.

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Sales Process How To Collateral Webinar Metrics 120

Showpad

JANUARY 23, 2020

Don’t miss the latest Sales and Marketing tips, trends, and news! A recent report by Sales Enablement Pro found that Sales organizations that developed and tracked Enablement metrics achieve higher overall win rates. Showpad helps Sprout centralize Sales content, engage buyers, and and gain insight into content performance.

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Sales Enablement Collateral Case Study Pivotal 45

Sales and Marketing Management

JULY 27, 2017

Author: Lance Walter, CMO, Capriza Under more pressure than ever before, today’s sales organizations are tasked with figuring out how to drive revenue, ensure accurate forecasting, deliver great customer experiences, and shorten sales cycles, all with less time and resources. One thing is clear: Sales is in need of a mobile makeover.

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Discount CRM Collateral Case Study 149

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Thus, they can tailor their marketing and sales efforts accordingly. Thus, they can tailor their marketing and sales efforts accordingly. This should include their experience at different levels of the sales funnel.

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Buyer Persona Webinar Metrics Buyer Strategy 62

Mindtickle

APRIL 7, 2023

Revenue enablement is the next iteration or V2 of sales enablement. It’s the idea that all revenue-generating teams at an organization — not just sales — are empowered with the same tools and data. Revenue enablement vs. sales enablement: How are they different? Revenue enablement vs. sales enablement: How are they different?

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Revenue Face-to-face Collateral Lead Rank 52

Sales Hacker

AUGUST 30, 2019

As a Sales Operations Manager in the digital document space, I’ve seen thousands of proposals, contracts, and pieces of sales collateral from hundreds of companies come across my desk — and the one thing I know for sure is that not all sales engagement content is created equal. Case studies. Proof Points.

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Sales Enablement Collateral How To Case Study 67

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. Let’s consider some stats.

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Sales Enablement Face-to-face Scale Collateral 52

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

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Ideal Customer Profile Hiring Lead Rank Scale 105

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. This is a lonely time for a sales rep. Objectives Early in the Sales Cycle.

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Case Study Sales Cycle Study Opportunity 20