Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Today, with tighter budgets and multiple decision makers, there’s much more to it. This places the sale over the prospect’s needs and leads to distrust. A sales process is an organization’s best practice to achieve their goals.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Hubspot Sales

JULY 13, 2020

However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? A sales audit — also referred to as a sales process audit — is a detailed analysis of a company’s sales process.

Hiring 101

Hiring Decision Maker Collateral Demographics 101

Janek Performance Group

AUGUST 23, 2023

No one wants to miss a deal, and, in sales, time counts. For one thing, uncertain times mean tighter budgets and more decision makers. For example, show the immediate effect of a Midwest supply chain issue on sales quota. In B2B, the sales process can be arduous. Like it or not, even skeptics listen.

B2B 62

B2B Case Study Collateral ACT 62

Understanding the Sales Force

DECEMBER 22, 2014

Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Improve Your Sales Capability. The truth is that your Sales DNA is an even more critical part of a salesperson’s makeup than skills.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? Yet this is not enough. What About the Other 90 Percent?

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Gong.io

DECEMBER 5, 2022

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. Why is a strategic sales plan essential? Define your sales process.

Ideal Customer Profile 62

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

Highspot

DECEMBER 19, 2023

This is where a comprehensive sales development playbook is essential to success for startups and established organizations. 6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Hubspot Sales

JANUARY 12, 2018

Want to reduce your sales cycle by 400% ? Electronic signature technology is typically used in the very last stage of the sales process -- after the deal is closed, and you need the customer’s signature. However, using e-signature technology throughout the selling process (even as early as the first contact), has major ROI.

Decision Maker 89

Decision Maker Scale Proposal Collateral 89

SBI

DECEMBER 16, 2014

We focus on driving sales productivity – helping salespeople and managers to be more effective when communicating their message in-person, over the phone, or via email. Sales and marketing teams start by uploading sales collateral to ClearSlide in a variety of formats. Today, more companies rely on a networked approach.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Crunchbase

JANUARY 13, 2023

In fact, 71% of decision-makers surveyed by GWI say social media is influential when they’re researching or considering a new product for their company. But simply uploading sales collateral to LinkedIn and waiting for the customers to roll in won’t cut it.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal.

Collateral 96

Collateral Top of Funnel How To Distribution 96

PandaDoc

APRIL 20, 2022

But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Here are four great methods to boost your ROI when using outbound sales techniques. Methods to boost your outbound sales strategies. Engage in social selling. Target your email list.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

SBI

MAY 14, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Mark: Many companies today are focused on putting the customer first.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Hubspot Sales

JUNE 29, 2020

While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Missionary selling is a common practice in pharmaceutical sales.

Examples 80

Examples Pharmaceuticals Education Competition 80

Troops

NOVEMBER 6, 2018

Team selling is most effective when the team goes wide early in the sales process, when all the little challenges signal to the salespeople that the normal sales process is not going to win,” Tim said. Too often, we treat marketing as a lead generation machine or creators of sales collateral—not as strategic partners.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

PandaDoc

APRIL 24, 2023

Strategy To develop an intelligent strategy, you need a clear understanding of your sales team, the business’s overall goals, and your prospects’ buying traits. Seek to establish where your salespeople get stuck within your sales processes and uncover areas requiring additional support.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Showpad

OCTOBER 31, 2019

Enter Sales enablement — a strategy for providing your Sales reps with everything they need to succeed. . Far from a vague industry buzzphrase, Sales enablement is a strategy that can generate efficiency and tangible gains along every point of the Sales process, making for a more streamlined and impactful experience.

Sales Enablement 53

Sales Enablement Hiring Collateral Scale 53

SalesHandy

MAY 1, 2020

Every salesperson knows the importance of sales prospecting, but many lack some of the essential skills to succeed. Around 40% of the sales professionals say prospecting is the most challenging part of a sales process followed by closure and conversions. Finding the right decision maker.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

SBI

OCTOBER 1, 2014

KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. LinkedIn: Sales Solutions. LinkedIn Sales Navigator helps sales professionals leverage 300M+ professional profiles and 2M+ Company Pages. Accelerate Sales Ramp Up. Video Not Yet. KnowledgeTree.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Highspot

JANUARY 29, 2024

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. So what’s the secret to building lasting relationships and negotiating the deal?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

SBI

MAY 13, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Mark: Many companies today are focused on putting the customer first.

Up-Sell 54

Up-Sell Revenue Collateral Closing 54

OnePageCRM

JANUARY 15, 2021

The report continues: “70 percent of B2B decision-makers say they are open to making new, fully self-serve or remote purchases in excess of $50,000, and 27 percent would spend more than $500,000.”. Ensure Sales and Marketing Alignment. These types of insight and data could be instrumental in your sales process.

B2B 52

B2B Top of Funnel Strategy Social Media 52

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers. Did I listen to my sales intuition? Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

MAY 14, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Mark: Many companies today are focused on putting the customer first.

Up-Sell 50

Up-Sell Revenue Collateral Closing 50

SBI

APRIL 22, 2015

Today , when manufacturers need to enable seasoned or new sales reps, they typically provide a series of training events and hope that sales reps retain the information. Then they provide access to a sales or partner portal. And these portals are used infrequently by direct or indirect sales reps.

Up-Sell 50

Up-Sell Revenue Channels Collateral 50

DocSend

MAY 6, 2019

They naturally want to be more efficient, and are constantly searching for new technologies that will help enable the company’s sales process. These resources can also help you fill in gaps of information like media spend by category, decision-maker personality insights and more.

Account Based Marketing 61

Account Based Marketing Strategy Hiring Top of Funnel 61

Highspot

OCTOBER 21, 2022

And, if you’re starting a sales enablement plan from the ground up, you’ll need to be sure the sales POV informs all your sales enablement team activity. As you create your sales enablement strategy blueprints, consult with your colleagues in sales leadership. First up on the stockpiling checklist: Create content.

Sales Enablement 75

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

Sales Hacker

DECEMBER 18, 2019

Today’s tech can already understand if a reply is positive or negative, or what your next best course of action should be during the sales process. We’re truly entering a new era in sales technology. That means they are becoming decision makers, and this is changing how you need to sell — whether you agree with it or not.

Trends 58

Trends Hiring Top of Funnel Ideal Customer Profile 58

DocSend

MAY 6, 2019

They naturally want to be more efficient, and are constantly searching for new technologies that will help enable the company’s sales process. These resources can also help you fill in gaps of information like media spend by category, decision-maker personality insights and more.

Account Based Marketing 40

Account Based Marketing Strategy Hiring Top of Funnel 40

Zoominfo

DECEMBER 13, 2018

SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. Jill’s YouTube Channel features videos about trigger events, sales psychology, sales productivity, and so much more!

Channels 187

Channels Face-to-face Video Hubspot 187

Chorus.ai

AUGUST 13, 2019

Before you shut yourself in a room and whiteboard out a new sales process, read this. We’re sharing exercises and templates to help you build your sales process from scratch. Use this blog to refine your existing sales process with data-backed best practices. What Makes a Good Sales Overall?

Sales Process 48

Sales Process Collateral Proposal Lead Rank 48

PandaDoc

MAY 26, 2022

By comparison, a sales strategy is more focused and offers a more specific set of guidelines around how sales reps should interact with customers. Despite these common elements, sales strategies are never a one-size-fits-all proposition. Build more effective sales documents with PandaDoc! Define team structure and roles.

Strategy 52

Strategy Buyer Persona Top of Funnel How To 52

Sales Hacker

OCTOBER 28, 2019

These four roles are crucial to a sales team. RELATED: The Secret to Building Strong Sales Teams. Only when they are aligned in pursuit of a common goal can the sales process actually work. Your Sales Team Is Bigger Than You Think. Create direct mail campaigns for the top accounts you selected with your SDRs.

Sales Qualified Lead 54

Sales Qualified Lead Account Advertising Advertising 54

OnePageCRM

JUNE 15, 2017

Since you’re cold-calling, chances are you don’t have a direct line to the decision-maker you’re trying to reach. The first person you speak to is essentially the first decision-maker. But on the first sales call, your main purpose is to uncover the data you need to move forward with the next step of the sales process.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Sales Hacker

DECEMBER 7, 2018

Sales Intelligence Tools: Sales Intel , HubSpot. To that end, we advise creating a content hub that gives reps instant access to relevant case studies, videos, and other collateral to send to the prospect. Sales Content Management Tools: Guru , Prezi. Arm Reps with Content. Accessible.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Chorus.ai

JULY 28, 2020

Prospects can sometimes jump into a sales process with preexisting notions and biases about your product or solution. An empathetic approach also increases trust and can yield positive results at all stages of the sales process. Perception Issue Perception matters, and don’t we know it! Jack Dowson of Acme Inc.

Objections 104

Objections Case Study ROI Lead Rank 104