Janek Performance Group

JANUARY 23, 2023

This article explores how enterprise telecom sales reps can organize their next 90 days to make an impact and deliver on quota. In the 1990s, I started my sales career selling telecom for one of the largest privately held telecommunications companies in North America. The SMB market is one of the fastest-growing segments.

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

Pipeliner

FEBRUARY 7, 2018

Jason’s extensive research into sales performance led to the breakthrough insights published in the book, Cracking the Sales Management Code (McGraw-Hill, 2012). John is the Amazon Best Selling Author of “Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories.”

Social Media 60

Social Media Telecommunications Health Care Media 60

Partners in Excellence

FEBRUARY 28, 2024

In my naivety, I did not exclude taking a role in marketing if this would make me such a person. This attitude was based on the admittedly few experiences I had at the time with “B2B” type sales. I was nominated the Product Manager for operator platforms and customer premises equipment for this new service.

Lead Rank 114

Lead Rank Lead Scoring Ideal Customer Profile Customer 114

Seismic - Sales Effectiveness

SEPTEMBER 3, 2019

Your sales reps must be trained on the selling space, buyer personas, and products and be updated as this information changes over time. As such, sales coaching should be a proactive, ongoing strategy. Sales coaching can increase sales productivity by 88%, yet 73% of sales managers spend less than 5% of their time coaching.

Strategy 88

Strategy Analytics Sales Enablement Scale 88

Seismic - Sales Effectiveness

JULY 23, 2019

Buyers have taken control of the sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. However, only 1 in 5 sales reps brings value to their buyers.

Top of Funnel 58

Top of Funnel Decision Maker Buyer ROI 58

Crunchbase

AUGUST 19, 2021

Many market success stories can be traced to strategic sales and marketing shifts initiated by perceptive business leaders. Health and beauty product giant Unilever , facing a consumer base that didn’t care so much about shiny hair anymore—social isolation will do that—boosted its manufacturing of sanitation supplies.

Marketing 105

Marketing Telecommunications Pivotal Study 105

Bigtincan

DECEMBER 8, 2021

Sales teams use Highspot primarily for three reasons: sales enablement, sales coaching , and content management. Highspot has been around for nine years and has many loyal customers, but there are also many Highspot competitors in the sales enablement space. This is time-consuming and frustrating.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59