Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ It’s a real question we hear often, and we know sales reps are not wanting to hear a vague reply like, ”It depends on your situation.” They are looking for practical advice to a real-world sales problem.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Hubspot Sales

JANUARY 7, 2019

Without regularly reviewing productivity, time management, and communication skills, there is no tangible way for a manager to monitor and improve sales success. Sales Performance Review Examples. Conducts little to no research on a prospect before a call. Provides limited data/information in the CRM.

Sales Management 132

Sales Management Quota Margin Hubspot 132

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects?

Lead Rank 144

Lead Rank Lead Scoring Sales Management Scale 144

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Hubspot Sales

AUGUST 12, 2018

For example: “This is the last one at this price.”. We’ve got a 20% discount just for customers who sign up today.”. “If This technique works because it creates a sense of urgency and can help overcome inertia when a prospect wants to buy -- but for some reason isn't pulling the trigger. Modern sales closing techniques.

Closing 145

Closing Discount Fashion Objections 145

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Retail Sales Trends. Voicemail as a Prospecting Strategy? Another example is letting them know about new economic numbers impacting their area.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

Pipeline 103

Pipeline Discount Top of Funnel Pivotal 103

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

Let us use an example to look at this in more detail: Business Case Example After Manufacturing Company ABC analyzes their sales processes, they learn that they need, on average, eight business days to issue a quote. They determine that the sales team requests a 30% or higher discount on 60% of all quotes.

ROI 62

ROI Discount Licensing Vendor 62

Nutshell

AUGUST 28, 2023

The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process? Why is it important to have a structured sales process?

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. We started discounting the little things.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Mindtickle

DECEMBER 8, 2022

Being a sales rep is tough but rewarding. Day after day, you plan your conversations, prep your sales collateral, make dozens of calls, face a lot of rejection, and, hopefully, make progress on moving prospects down the funnel. Managing a sales team is a lot of work, too. On a good day, you’ll close a deal or two.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

The Pipeline

AUGUST 5, 2013

Many in sales buy into, or more accurately, settle for the 80/20 rule, one example would be 20% of a company’s reps generating 80% of sales. Sales Perfomance Management Sales Process Tibor Shanto' By Tibor Shanto – tibor.shanto@sellbetter.ca. You guessed it, the members of the 80% club.

Hiring 275

Hiring Discount Sales Talent Groups 275

Hubspot Sales

MAY 6, 2018

Prospect, Prospect, Prospect. Re-Set Discount Expectations. In stage two, reps have developed the right systems and honed their sales skills. Bill Belichick, the coach of the New England Patriots, is a great example of this. He’s not managing game to game or week to week, He’s managing year to year.

Top of Funnel 108

Top of Funnel Discount Quota Hubspot 108

Hubspot Sales

JUNE 8, 2020

You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 88

B2B Ideal Customer Profile Top of Funnel Prospecting 88

Chorus.ai

APRIL 13, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

Hubspot Sales

APRIL 5, 2023

They educate customers on products and services to finalize a sale. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals. A regional sales manager has an average salary of $124,000 yearly with bonuses and commissions.

Ideal Customer Profile 116

Ideal Customer Profile Salary Hiring Lead Rank 116

Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Sales performance numbers continue to decline (for example % of sales people making quota). Perhaps, it’s for those reasons that we tend to overlook or discount it. Billions are spent on training of all sorts.

Churn 126

Churn Maximizer Discount Negotiation 126

LeadFuze

NOVEMBER 30, 2021

To be successful in sales, the most important thing is to prepare and execute well. Tools help you become a trusted resource for prospects. Signature sales and marketing is a proven tool, and sales email signatures are an easy way to start making it work for you. Email signatures can help your close rate today.

Ideal Customer Profile 52

Ideal Customer Profile Marketing Social Media Case Study 52

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Taking action will at least improve your attitude and at best snowball into a steady stream of sales. Prospect, prospect, prospect. Paying attention to trigger events and using them as sales openings is a best practice year-round, but can be particularly helpful during a slump.

Data 124

Data How To Call-back Collateral 124

BrainShark

AUGUST 15, 2023

A video coaching tool like the one pictured here makes it easy to scale role play exercises to multiple reps or even your whole sales team. Example: Ask them to respond to a common buyer objection, such as, “I need more time to decide so I’ll be putting this decision on the back burner for another 6 months.”

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Sales Management Plus -- SMP

FEBRUARY 13, 2024

With SMP, you can create compelling templates that capture your prospect’s attention, improving your response rates. Having templates ready helps you manage this increased volume without compromising the quality of your communication. This happens all the time but sales reps waste a lot of time writing and rewriting emails.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

Sales Hacker

MARCH 16, 2021

From Neuroscience to RevOps: How Sara used her brain to start her sales career [5:56]. Get out of the dollar bin… or… Why discounts aren’t your friends [13:53]. Sara Archer: Pricing is a good example and probably strategic. Can you give us a discount?” Sam’s Corner [26:02].

Discount 95

Discount Lead Rank Top of Funnel Government 95

Janek Performance Group

MARCH 1, 2023

” a new sales hire proudly told me early in my sales management career. Term and Volume Deals When selling to a larger company, the decision-maker often leverages their size to obtain a deep discount. The sales rep is eager to accommodate because they believe a deep discount is the only way to win more business.

Margin 62

Margin Decision Maker ROI Hiring 62

Apptivo

MARCH 9, 2023

Omar Periu said- “Sales success comes after you stretch yourself past your limits on a daily basis.” However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Improve engagement metrics by over 10% with personalization.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Janek Performance Group

APRIL 19, 2022

Most of the time, sales reps use clichés out of habit, without thinking about the negative consequences on their reputation with the prospect. In this article, we will explore the negative impact of using sales clichés, the three sales clichés to avoid, and alternative phrases to improve your sales conversation.

Call-back 62

Call-back Prospecting Buyer Sales 62

Mindtickle

MAY 21, 2021

It might not come as a surprise that 57% of sales reps are expected to miss their quotas in 2021. Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Conversation intelligence solutions offer invaluable support to sales managers.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Partners in Excellence

MAY 1, 2020

One of the most positive things about sales people and leaders is their “action orientation.” ” Great sales people are driven to take action. Whether its prospecting to find new customers, or moving an opportunity forward, or getting support from within their own organizations or within their customers.

Pivotal 86

Pivotal Call-back Pipeline Territories 86

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? HubSpot Director of Sales Dan Tyre says, "Every sales manager lives in fear their sales pipeline is a bunch of fluff.

How To 108

How To Sales Cycle Discount Lead Rank 108

Hubspot Sales

JULY 22, 2018

Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up.

Selling Skills 144

Selling Skills Lead Rank Inbound Case Study 144

Corporate Visions

JULY 2, 2020

The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave. Programs in this wave are based on the sales managers’ decisions about what their teams and territories need to make quota. Negotiations and Discounting – Review deal profitability to find the “unscrupulous discounters.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Hubspot Sales

FEBRUARY 1, 2018

These activities are also a fantastic way to practice responding to difficult events, such as unreasonable discount requests or unexpected demands. Sales Role Play Exercises. Sales Role Plays. Get Comfortable Breaking Up with Prospects. Challenge Prospects on Why They're Stuck. The prospect. The prospect.

Exercises 134

Exercises Negotiation Guidelines Discount 134

Hubspot Sales

MARCH 19, 2019

I'm always confident training will go well when an organization's front-line sales managers are involved, as this tells me they'll actively reinforce the lessons when training is over. Some sales leaders say, "We can't exclude reps from training -- they're horrible at [core skill]!" Every rep is required to attend.

Training 87

Training Hiring Discount Hotels 87

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. discounting. sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). discounting.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Janek Performance Group

JUNE 21, 2022

Here’s an example. The more focused you are on a specific client, the higher converting your sales team will be. Price is Too Low or Discounting Too Fast. When startups sell on value (and stop discounting so quickly), you immediately increase the perceived value to the marketplace. Let’s take this concept a step further.

Ideal Customer Profile 62

Ideal Customer Profile Scale Hiring Discount 62