Zoominfo
JULY 1, 2018
We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Be authentic and offer value.
Janek Performance Group
FEBRUARY 7, 2023
Inadequate motivation and incentives: Sales teams need to be motivated and incentivized to perform at their best. Every decision-maker has an inner critic that says, “This new solution is overrated and not worth the effort.” These bold claims have led to a loss of trust and credibility among all decision-makers.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Igniting Sales Transformation
DECEMBER 1, 2019
Studies suggest that the average per head cost is between $1,500-$3,000. Trusted advisor defines the salesperson who has exceptional, targeted knowledge about specific business problems that decision makers in certain roles and industries face. The activity KPI’s we set today, which incent the wrong behavior?
Janek Performance Group
AUGUST 23, 2023
For one thing, uncertain times mean tighter budgets and more decision makers. Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Like it or not, even skeptics listen. No one wants to miss a deal, and, in sales, time counts.
No More Cold Calling
FEBRUARY 29, 2016
But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. B2C incentives work like magic. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies.
Zoominfo
OCTOBER 13, 2021
A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. We offer them an incentive combined with value messaging to get them into a demo meeting.
Janek Performance Group
JANUARY 31, 2023
That ignited my life-long interest in influence and how decision-makers view sales professionals. ” My take: CEOs and decision-makers are focused on specific outcomes for their company. Executives are inherently narrowly focused because they have both a responsibility and financial incentive.
Expert insights. Personalized for you.
190 
Let's personalize your content