Janek Performance Group

JANUARY 2, 2024

In a recent survey, we asked sales professionals: “Which aspect of the sales cycle induces the most anxiety?” A study conducted by BankMyCell revealed that 81 percent of millennials encounter phone anxiety, adding a new dimension of sales challenges for sales managers. Let go of the outcome.

Face-to-face 62

Face-to-face Lead Rank Lead Scoring Cold Calling 62

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. You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Janek Performance Group

NOVEMBER 15, 2023

For football, basketball, and sales teams, superstars will always be in high demand. For sales leaders, the challenge is twofold: finding top sales talent and coaching high performers to expand their capabilities. The Definition of a Sales Superstar By definition, superstars are rare. This is the wrong question.

Coaching 62

Coaching Hiring Strategy Construction 62

Zoominfo

SEPTEMBER 22, 2022

“Organizations are facing the decision of which tools to purchase, and how much to spend on those tools.” Intelligence and automation will not only help you turn marketing-qualified leads into sales opportunities — but do so at scale. What is a Marketing Technology Stack?

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Pipeliner

NOVEMBER 18, 2022

So, choose the environment that best develops you toward your objective”. Are they truly, in Clement’s words, “developing you towards your objective”? In sales, we our love frameworks – simple and direct guides that take us from murkiness to solid understanding. But what about your environment? And power creates advantage.

Real Estate 97

Real Estate Government Face-to-face Transportation 97

Alice Heiman

MARCH 12, 2020

As sales leaders make any necessary adjustments to their team’s daily routines with health and safety in mind, it’s also a good idea to consider how coronavirus will influence sales conversations with customers. You face a choice. Here are some tips for handling sales conversations in this kind of environment.

Customer 150

Customer How To Objections Cancellation 150

Hubspot Sales

AUGUST 25, 2020

Others might only apply to certain sales methodologies , serving as pillars of individual selling frameworks and philosophies. But sales techniques aren't always so niche. Here, we'll take a look at five of the most important sales techniques that fit that bill. Understand and preempt your most common sales objections.

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Face-to-face Sales Methodology Remedy Objections 105

Zoominfo

AUGUST 11, 2020

Similar to your ideal customer profiles (ICPs) , ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients. Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword.

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Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Hubspot Sales

SEPTEMBER 8, 2020

Come week seven, you start to question your basic sales abilities. Come week seven, you start to question your basic sales abilities. Here is the six-step action plan to employ when you're doing the work but not getting any sales. Powering through a dry spell in sales is virtually impossible if you're not confident.

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Face-to-face Remedy Call-back Construction 119

Hubspot Sales

APRIL 4, 2023

For instance, what was your main objective? What obstacles did you face? You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. However, solving cases is only half the battle. How to Answer Behavioral Questions The best way to answer behavioral questions is with stories.

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Face-to-face Lead Rank Lead Scoring Positioning 95

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling is vital at every point in the sales cycle. It’s not a high priority for us”. “I I already have a solution”. How’s this really going to help me?”. Cold calls.

Real Estate 243

Real Estate Construction Scale Hiring 243

Increase Sales

SEPTEMBER 17, 2013

So where does one start an action plan for sales improvement? Maybe, look to the marketing action plan as to how many sales leads are being generated by inbound and outbound marketing actions? Could you then be more effective in executing those sales strategies and action steps? Write down the WAY SMART goals ?

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Lead Rank Lead Scoring Face-to-face Construction 146

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification. Image Source.

Sales Qualified Lead 131

Sales Qualified Lead How To Motivation Lead Rank 131

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

Sales Enablement 75

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

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Something Had to Change. Something Had to Change.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Allego

JUNE 2, 2022

Sales enablement, the ongoing process of providing reps with the training, content, and tools they need to sell effectively, is often thought to be a function exclusively owned and operated by sales teams. The lack of alignment between sales and marketing often stems from poor or outright lack of communication between both departments.

Sales Enablement 62

Sales Enablement Marketing How To Construction 62

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101

Pipeliner

AUGUST 24, 2021

Since you are a product of your environment, choose the environment that best develops you toward your objective”. But in the interest of time, rapid sales team brainstorming events can be just as productive. But in the interest of time, rapid sales team brainstorming events can be just as productive. Change happened.

Transportation 96

Transportation Real Estate Airlines Government 96

Zoominfo

JUNE 9, 2022

He didn’t want the client thinking that he was both the CEO and the frontline sales rep. Avail​​able wherever you listen to podcasts: Apple | Spotify | Website SAM BALTER Before ZoomInfo, what was your first experience in sales? What was your first real sales job? But there was one problem. You can start on Thursday.”

Construction 130

Construction Up-Sell Exact Objections 130

Nutshell

JUNE 13, 2019

Success in sales depends a lot on preparation. If you’ve done all the prospect research you can and taken the time to construct a personalized solution for your buyer, you won’t have to worry about your pitch flying apart as soon as you hit the first bump in the road. Still, there is some good news. Are you intrigued? Sorry, had to.).

Hiring 106

Hiring Face-to-face Fashion Construction 106

BuzzBoard

FEBRUARY 29, 2024

Identifying Common Digital Marketing Challenges Faced by Small Businesses The digital marketing landscape is constantly changing, posing challenges for small businesses striving to stay ahead. It’s often a catch-22 situation where funds are needed to generate leads, but there’s no budget until those leads convert into sales.

Small Business 52

Small Business Small Business Outsourcing Services Marketing 52

PandaDoc

NOVEMBER 9, 2020

The Scientific Method has a clear set of steps that even me, a 6th grader, and unashamedly rocking out to Creed and Backstreet Boys through my Walkman on the daily, could understand: Ask a Question Research Construct a Hypothesis Test Your Hypothesis with an Experiment Analyze Results and Draw a Conclusion Report Your Results.

Film 78

Film Outbound ACT Lead Rank 78

Zoominfo

AUGUST 11, 2020

Similar to your ideal customer profiles (ICPs ), ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients. Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 130

LeadFuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. That’s the bad news in sales recruitment. Assessment Test.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

Mindtickle

APRIL 16, 2020

Whether you’re a sales enablement leader responsible for sales certification or an L&D practitioner ensuring your customer-facing teams are trained, you’re likely strategizing on how to engage and coach your remote teams. Re-evaluate your objectives and focus on the specific skills needed for certification.

Webinar Metrics 81

Webinar Metrics Face-to-face Construction Incentives 81

Salesmate

MAY 8, 2020

As a sales leader, you are no different from a chess player. Like a chess player, even you have pieces (sales reps) with different capabilities. Effective sales leaders are in full control of the sales game. 5 habits that successful sales leaders possess. Those few become great sales leaders.

Hiring 117

Hiring Face-to-face Construction Sales Goal 117

Xactly

JULY 11, 2018

As a sales professional, one of the most common things you hear from prospects is an objection. From not having time to talk or not needing what you offer, it is a common problem facing many salespeople. In sales, objections come every day. Sound constructive, not confrontational. Take Time to Listen.

How To 48

How To Face-to-face Incentives Incentive 48

Increase Sales

JULY 28, 2012

Given that buyers are people and people are unique, there is no special magic sales skills that are the answer to how to increase sales. However each of these sales training coaching professional development action plans will have some shared goals or objectives such as: Read a book on selling, marketing or business.

How To 152

How To Webinar Metrics Hiring Face-to-face 152

SalesLoft

JANUARY 8, 2019

Guest post by John Barrows , CEO @ JBarrows Sales Training. There’s a difference between sales-ready messaging and marketing messaging. The unintended consequence is that they hurt their sales team’s prospecting efforts. Marketing Messaging vs. Sales Messaging. Sales messaging should be more specific.

Marketing 52

Marketing Face-to-face Scale Case Study 52

Alice Heiman

MARCH 12, 2020

As sales leaders make any necessary adjustments to their team’s daily routines with health and safety in mind, it’s also a good idea to consider how coronavirus will influence sales conversations with customers. You face a choice. Here are some tips for handling sales conversations in this kind of environment.

Customer 62

Customer How To Objections Cancellation 62

Hubspot Sales

JANUARY 30, 2023

Or perhaps you’re in a unique position to solve a challenge someone else is facing. You can get constructive feedback from your peers. Your peers can offer a new perspective on the challenges you face. In this post, you’ll learn why networking is important and how to network effectively based on your unique needs.

Networking 87

Networking Referrals How To Survey 87

Distribution Pricing Journal

SEPTEMBER 20, 2023

Pricing requires a lot of collaboration with all the teams inside of your company, from sales to finance to purchasing. There should be no reason to point out that the way we work has changed more in the three years since 2020 than it has in the 20 years prior.

Distribution 97

Distribution Infor Face-to-face Hiring 97

Zendesk Sell

MARCH 21, 2019

Aligning sales and marketing teams is a struggle for many companies. The sales department grows frustrated because they don’t have the necessary material (i.e., blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The result?

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

Hubspot Sales

JANUARY 31, 2018

What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. Definition of Business Acumen. Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions.

Ideal Customer Profile 107

Ideal Customer Profile Churn Face-to-face How To 107