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. Today, telecom is an important client segment to Janek.

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).

Social Media 60

Social Media Telecommunications Health Care Media 60

Partners in Excellence

FEBRUARY 28, 2024

The telecom operator had never before provided an interactive data service that had two distinguished types of users, labeled IC (Information Consumer) and IP (Information Provider). Our company was up to then only used to sell telecommunications equipment hardware). I took tremendous pleasure working with students.

Lead Rank 113

Lead Rank Lead Scoring Ideal Customer Profile Customer 113

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. 7) You are neglecting the customer experience.

Top of Funnel 58

Top of Funnel Decision Maker Buyer ROI 58

Crunchbase

AUGUST 19, 2021

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. It may make sense for sales managers to revise how they allocate sales resources to optimize each team member’s skills.

Marketing 105

Marketing Telecommunications Pivotal Study 105

Bigtincan

DECEMBER 8, 2021

This method is called ‘guided selling boosts’, where Bigtincan recommends content to sellers based on their roles, buyer’s persona, sales stage, and location. Since most sales collateral sits in “the cloud” (different repositories like Dropbox, Box, Google Drive, etc.) This is time-consuming and frustrating.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59