Janek Performance Group

JANUARY 8, 2024

By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

Analysis 118

Analysis Segment Lead Rank Data 118

Mereo

MAY 5, 2022

And do not miss the download for a complete 30+ question guide at the end. OVERALL SELLING PERFORMANCE . What specific value selling skills and behaviors are most important to your organization and to serve your target buyer (i.e., what will your leadership focus on to reinforce)? SALES-READY ASSETS. Why / why not?

Sales Enablement 41

Sales Enablement Selling Skills Buyer Resources 41

Allego

MAY 31, 2022

Amand, Chief Marketing Officer at Allego, joined Gerhard Gschwandtner, Founder and CEO of SellingPower magazine, to explore this topic. Here are four takeaways for how to provide sellers with the resources they need to navigate the evolving world of hybrid selling. >> 4 Virtual Selling Best Practices. Learn More.

Face-to-face 62

Face-to-face Consumer Buyer Coaching 62

Mereo

MARCH 1, 2023

Marketing agrees on which buyers to target, where to reach them and what matters most to them. In the end, when leadership takes the time to create this tool, organizations reduce Customer Acquisition Cost (CAC) and enhance operational efficiency by better deploying marketing and sales resources (e.g.

Lead Rank 41

Lead Rank Lead Scoring Sales Qualified Lead B2B 41

Allego

NOVEMBER 10, 2022

And reps are using automation tools to do role-playing, perfect messaging, improve virtual selling skills, and have personalized conversations and interactions with buyers, he said. Plus, marketers can activate content in flexible ways that drive both awareness and adoption. 3 Modern Sales Enablement Tools to Adopt Now.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

eGrabber

NOVEMBER 30, 2021

All your sales & marketing campaigns will be in vain. Marketing studies reveal that every year, around 25%-30% of the prospect data becomes inaccurate or obsolete. Marketing to an inaccurate prospect list drains your energy and it affects your sales conversions as well. It is a waste of time and resources. What’s more?

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Increase Sales

NOVEMBER 30, 2016

These talents both interpersonal (extrinsic) and intrapersonal (intrinsic) can have a dramatic impact on existing selling skills. FREE Download AI-Self-Assessment-78-Talents. Yes sales training is important as is understanding marketing in today’s social selling world.

Training 70

Training Social Selling Selling Skills Facebook 70

SBI Growth

NOVEMBER 29, 2013

To avoid this at your SKO, download the SKO Execution Plan. It was a new product review given by one of the product marketing managers. A new product the reps could sell immediately. The SKO sessions were not focused on improving selling skills. Like many CEOs, you’re asking yourself: Will this produce a result?

Hotels 288

Hotels Face-to-face Travel Forecasting 288

Pipeliner

FEBRUARY 12, 2018

Each year, Richardson Sales Training asks sales professionals about the sales challenges that they anticipate in the coming year and complies their responses to create its annual selling challenges study. More sales professionals are discovering that developing a brand marketing mindset helps clarify the right leading message.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

Miller Heiman Group

JUNE 27, 2019

These numbers may be the result of a stronger market—more companies expanded their sales force and added new technologies—but that doesn’t mean they improved their team’s selling skills. There are practical steps you can take as we dive deep into each available practice; you can download the report here.

Buyer 64

Buyer Report Competition Forecasting 64

The Digital Sales Institute

JANUARY 18, 2021

The hard reality facing salespeople and sales leaders is that the selling environment has changed dramatically. The impact is an increasingly competitive market, meaning that every business has to fight their corner to avoid revenue decline, customer churn and competitor moves. Sales Training Programs – Online.

Training 98

Training Hiring Remedy Video 98

Mereo

MARCH 30, 2023

The often-unanswered challenges we hear from B2B selling executives today: How can I use conversation intelligence insights to inform my go-to-market strategy? It has a solid place as part of today’s sophisticated selling processes. How can CI actually contribute to my revenue performance?

Software 41

Software Software Conversion Sales Enablement 41

Nutshell

AUGUST 4, 2020

This is a fun sales podcast that’s sure to boost your selling skills. Each episode shares relevant and actionable advice for modern sellers like how to sell with confidence, how to handle no-shows, and how to craft the perfect pitch. Download it today! If you use email to sell, read the Salesfolk blog ASAP.

Resources 71

Resources Hiring Cold Calling Channels 71

Mereo

OCTOBER 28, 2021

For every business — from two-person start-ups to multi-national Fortune 50 organizations — there are five interdependent operational disciplines at play in selling that feed the overall revenue performance engine: demand progression, solution marketing, solution management, sales operations and sales enablement.

Outside Sales 41

Outside Sales Sales Enablement Training Scale 41

The Digital Sales Institute

JUNE 2, 2021

Whether the adjustments in the sales process are due to remote selling, technology, the economy, or any other reason, salespeople simple have to keep updated on essential selling skills if they want to stay in the game. The sales training materials should include video, lesson downloads, templates, and guides.

Ideal Customer Profile 59

Ideal Customer Profile Training Remedy Lead Rank 59

Highspot

JULY 6, 2023

Many sales skills apply to in-person sales, remote roles , and many areas of life and work. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

MARCH 19, 2018

And this means adopting a brand-marketing mindset. While it’s important to maintain a balance of prospecting and relationship management, allocate time to check in with clients, ensure they’re happy, and then -- and only then -- upsell or cross-sell to them. Building the right sales skills.

Ideal Customer Profile 143

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 143

Highspot

JANUARY 14, 2024

These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market. This way of selling provides benefits that traditional selling can’t match.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

SBI Growth

AUGUST 22, 2013

To get the details, download the Toolkit.). VP of Sales - Scenario: Marketing is not providing enough leads for the Sales team to succeed. The tryout tests writing, presenting, thinking and selling skills. Read on and you''ll be ready to Make the Number in 2014. The Proving Ground. What''s involved in a Job Tryout?

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Allego

APRIL 21, 2022

Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills. Coaching distributed sales teams and providing feedback. Launching and rolling out new products. 5 Best Practices for Sales Success.

Hiring 71

Hiring Video Distribution Buyer 71

criteria for success

JULY 15, 2021

Selling skills are improving, and salespeople come to you to develop plans when they see a potential threat. Can you improve communication with marketing so they get better resources to share? Download Now. Life at the top of the J-curve is fun! The pipeline is always full and is gradually growing. An Original CFS eBook.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Gong.io

JUNE 15, 2018

In other words, the skill does not lie in knowing the strategies. The skill lies in knowing which strategies apply to which situations. If you compete in a mature market , you’ll need a different strategy than if you compete in a new market. Those in new markets with only a few (but strong) competitors.

Competition 78

Competition Sales Cycle How To Education 78

Vengreso

APRIL 4, 2022

If you have any questions or doubts about using your LinkedIn profile as part of your marketing strategy – we’re here to help! Add to that this outstanding fact: 4 out of 5 LinkedIn users drive business decisions – no wonder it is the #1 rated social media platform among B2B sellers and marketers!

LinkedIn 71

LinkedIn B2B Conversion Training 71

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. Connect your CRM and training courses to sales performance to monitor the value of your program and identify where skill gaps exist.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. Connect your CRM and training courses to sales performance to monitor the value of your program and identify where skill gaps exist.

Training 52

Training Scale How To Hiring 52

Gong.io

APRIL 28, 2021

You dug through marketing materials and found a slide showing a 40x ROI. For example, if a customer in manufacturing wants to improve the lead conversion rates for a team of 50 reps, show them lead conversion stats for mid-market companies in the manufacturing industry. You can start by downloading our CFO letter template here.

ROI 71

ROI Lead Rank Lead Scoring Benefit 71

Miller Heiman Group

NOVEMBER 14, 2019

The effort to build a customer-focused vision for sales enablement processes should be led by a team that consists of members from sales, marketing, operations and customer service, with oversight and support from a senior executive sponsor. An effective sales enablement strategy revolves around the customer.

Sales Enablement 60

Sales Enablement Study Face-to-face Sales Methodology 60

Gong.io

DECEMBER 19, 2022

Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. Ask questions and listen. What kinds of questions should reps be asking?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

The Digital Sales Institute

MARCH 28, 2018

Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. Sales prospecting is NOT about trying to find buyers in the market now to purchase your particular product or service. Sales Prospecting Definition. It’s not that easy!!

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

Mereo

JUNE 9, 2022

Marketing might have a rebrand they could spend hours presenting. While you boost your sales teams’ selling skills and morale with in-person investments, also consider the power of enabling them to Seek to Serve, Not to Sell. Download the guide to get started now. Manage and reinforce sales training wisely.

Travel 36

Travel Hiring Face-to-face Lead Rank 36

Gong.io

DECEMBER 7, 2022

They may have discovered your blog via an online search and downloaded an ebook. This will also help you capture more of your market. 72% of B2B companies that sell via seven or more channels are more likely to increase their market share. Leads vs prospects: What’s the difference? Image Source ).

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

The Brooks Group

DECEMBER 10, 2018

To make new selling skills the “new normal” for your sales team, there should be a consistent cadence to the reinforcement sessions—and a strategic length of the overall reinforcement program. Research reveals that on average it takes 66 days (two months or so) for a new skill to become habit. Use them to your advantage.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

To make new selling skills the “new normal” for your sales team, there should be a consistent cadence to the reinforcement sessions—and a strategic length of the overall reinforcement program. Research reveals that on average it takes 66 days (two months or so) for a new skill to become habit. Use them to your advantage.

Maximizer 40

Maximizer ROI Training How To 40

Velocify

FEBRUARY 21, 2013

No matter what industry you’re in, it’s inevitable that your market approach, processes and technologies will need to evolve over time in order to maximize revenue potential. Some of the obvious signs include: longer than average sales cycles; high sales rep turnover; and loss of market share. Aging opportunities. Insufficient leads.

Pipeline 75

Pipeline Leads360 Sales Cycle Inside Sales 75

Gong.io

JUNE 15, 2018

In other words, the skill does not lie in knowing the strategies. The skill lies in knowing which strategies apply to which situations. If you compete in a mature market , you’ll need a different strategy than if you compete in a new market. Those in new markets with only a few (but strong) competitors.

Competition 48

Competition Sales Cycle How To Education 48

The Sales Hunter

FEBRUARY 6, 2012

Download this Free Sales Training Success Kit for other ways to ensure your next Sales Kickoff is an effective and long lasting success. Download Now! John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Brooks Group

OCTOBER 11, 2017

Those in the organization in charge with business strategy should set a price based on market research. Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Your salespeople are closest to your customers and the market.

Discount 56

Discount Margin Negotiation Face-to-face 56