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

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

The Pipeline

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. How are they selling and negotiating with prospects? You should be upgrading your base as often as your phone. Margin Of Error.

Margin 188

Margin Commission Territories Negotiation 188

Partners in Excellence

SEPTEMBER 21, 2021

Everyone needs coaching. I’ve spent a lot of time in this blog talking about coaching as key to driving performance in sales people. I’ve written extensively about directive and non-directive coaching–focusing on non-directive as the most impactful in helping sales people learn and grow.

Coaching 56

Coaching Customer Face-to-face Territories 56

Sales 2.0

FEBRUARY 15, 2023

and free up time for managers to coach the reps on how to add more value in their territory for better outcomes.” Paul : I think generally AI is going to be applied first where there’s a lot of sales-related data…where you have lots of prospects or lots of accounts, or you do lots of deals.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Xvoyant

JULY 2, 2020

Are we coaching effectively? What is Coaching, Really? Sales coaching is a formal developmental process where sales managers partner with their sales reps to improve sales performance. There are, however, various forms of coaching, and other things that aren’t coaching, but do support it. Prospecting.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

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 62

Outsourcing Services Lead Rank Sales Qualified Lead Scale 62

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Partners in Excellence

MARCH 12, 2024

You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you). Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. It isn’t prescribed for you.

Face-to-face 121

Face-to-face Sports Territories Forecasting 121

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Highspot

MAY 8, 2020

From delivering winning doses of inspiration to transforming rookies into all-stars, coaches are a key component of any winning team — and not just in sports. In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. What Is Sales Coaching?

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

Allego

MARCH 6, 2019

Sales coaching is a hot topic these days. Everyone wants to coach–and do it well–but Allego’s “State of Coaching 2019” survey uncovered a major disconnect between how sales managers and reps view the quality and impact sales coaching. What is ‘High-Quality’ Coaching?

Coaching 54

Coaching Webinar Metrics Territories Survey 54

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Or it could be getting coaching and development from managers and peers. We need people to think about their territories, their customers, their opportunities, their goals.

Territories 81

Territories Examples Negotiation Meeting 81

Partners in Excellence

SEPTEMBER 8, 2022

I cover a wide variety of disparate parts: the job of the manager, time management, coaching, deal/pipeline/forecast/call/account/territory/prospecting/1 on 1’s, performance management, hiring, and on and on. I treated each as a separate topic, thinking the readers knew how to put all of it together.

Hiring 73

Hiring Sales Management Territories Forecasting 73

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Partners in Excellence

DECEMBER 11, 2016

For many managers, the coaching falls into that category. Many recognize that coaching is something they should be doing, but day to day fire-fighting and crisis management seem to conspire to rob managers of the time to coach. What too many managers fail to realize is the tremendous multiplier impact of effective coaching.

Coaching 48

Coaching Territories Pipeline Call-back 48

Pointclear

SEPTEMBER 12, 2018

Coaching & Counseling. Let’s take a closer look: Deploying sales resources: Should the sales team be deployed by geographical territories? How can you assure the best salesperson is in front of the best prospect at the best time. Monitoring and managing how reps spend their time: Not all prospects are created equal.

Hiring 145

Hiring Top of Funnel Compensation Territories 145

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. ” They say, “They have to prospect more!!! Both have identical quotas, $5M.

Churn 110

Churn Marketing Qualified Lead Territories Pipeline 110

Partners in Excellence

FEBRUARY 8, 2022

These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. As sellers, we have to manage our territories and accounts. We have to do the whole job.

Survey 100

Survey Territories Hiring Incentives 100

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Prospecting. December 2007. Add a Comment.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Prospecting. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Keith Rosen

JANUARY 12, 2019

Here’s the 7-step conversation managers struggle with that gets your salespeople confidently committed to their goals, strategy, and the coaching needed to ensure they execute, excel, and enjoy the process. Tip from the Coach: Transform from just being a strategic thinker and become a strategic communicator.

Sales Goal 100

Sales Goal Coaching Intent Follow-up 100

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Hubspot Sales

SEPTEMBER 16, 2020

Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. Incorporating defined processes can make it easier to measure, manage, and coach salespeople. Territory Management. Having clear definitions for your sales process matters a lot.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

SalesLatitude

AUGUST 23, 2018

Are sales managers coaching to the right outcomes? The way they do it is simple: account planning , which allows them to honestly recognize what they know and don’t know about each customer or prospect in their territory. Sales managers should be coaching their team to the right outcomes. Why is that? The Right Outcomes.

Coaching 55

Coaching Sales Management Pipeline Quota 55

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Demand Generation Agencies 212

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. Many avoid prospecting.

Territories 73

Territories Maximizer Buying Cycle Pipeline 73

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. By enabling reps and managers with a structured coaching framework you can have a marked impact on coaching effectiveness and its results. Key to coaching success.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

The Sales Hunter

APRIL 11, 2018

Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Sports 138

Sports Territories Outbound Conference 138

SBI Growth

JANUARY 5, 2014

Sales Managers should be spending 75% of their time coaching their team. Focus on coaching-up your talent and helping out with deal strategy. I am a big advocate of face-to-face coaching. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. SOCIAL PROSPECTING.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

criteria for success

APRIL 13, 2022

Some of your team members may succeed by following an organized and methodical process, or through connecting with prospects based on their quiet confidence and subject matter expertise. Make sure you are keeping your team members' individual profiles in account as you coach and support them. Download Now.

Ideal Customer Profile 98

Ideal Customer Profile eBook Forecasting Motivation 98

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. By enabling reps and managers with a structured coaching framework you can have a marked impact on coaching effectiveness and its results. Key to coaching success.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52