Janek Performance Group

JANUARY 23, 2023

The new year is upon us, and this year looks to be anything but easy for telecom sales. It was rollercoaster of a year last year for enterprise sales: It’s not how we start in January but how we finish in December that counts. Every enterprise began the year with ambitious goals.

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

SBI

JANUARY 26, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Government 118

Government Apparel Retail Sales Enablement 118

Zoominfo

SEPTEMBER 5, 2023

Predict Future Sales Trends By incorporating accurate firmographic data — industry, company size, location, and revenue — with relevant signals that reflect up-to-date buyer behavior, data teams are able to build AI models that can better predict future sales trends.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Janek Performance Group

NOVEMBER 18, 2022

More than one CEO has said, “If prospects just knew what I know, every prospect would become a client.” When CEOs (or founders) talk with prospects, their closing rate is extremely high. This is a common sales challenge for companies. In this article, we will discuss how junior sales reps can sell like their CEO.

Hiring 62

Hiring Enterprise Enterprise Scale 62

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

PandaDoc

MAY 28, 2024

Modern consumers spend more time doing their own research and less time listening to sales pitches. Read this guide to learn the ins and outs of consultative sales. Key takeaways Consultative sales is customer-centric and focuses on building relationships. What is consultative sales? Why is consultative selling important?

Consultative Selling 52

Consultative Selling Top of Funnel Sales Qualified Lead Lead Rank 52

SBI

SEPTEMBER 18, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?

Sales Enablement 133

Sales Enablement Retail How To ROI 133

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

Partners in Excellence

APRIL 23, 2021

Imagine talking to a bunch of car sales people. Some are only solved on an enterprise level and require all the principles we’ve learned in challenger, solution, consultative, value based selling. The post “They Are Just Cars, The Sales Process Is The Same….” Are You Using "Sales GPS?" One size never fits all.

Sales Process 114

Sales Process Government Enterprise Enterprise 114

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Pipeliner

NOVEMBER 22, 2019

Contact every client is an action often suggested as is going back to prospects who had chosen another vendor. Not when the sales reps’ objectives are to close the year strong. Perhaps the most meaningful thing to understand in serving clients, especially enterprise accounts, is that it’s not about you. Self-serving? Their year!

Closing 94

Closing Government Channels Vendor 94

Mindtickle

JANUARY 31, 2022

Mindtickle continues to bolster its winning reputation in sales readiness, this time with news that it has expanded its collaboration with Amazon Web Services (AWS). Mindtickle has joined the AWS Independent Software Vendor (ISV) Accelerate Program and its solution, the Mindtickle Sales Readiness Platform, is now listed in AWS Marketplace.

Pharmaceuticals 52

Pharmaceuticals Government Face-to-face Software 52

SalesLoft

AUGUST 3, 2021

Financial services sales have changed. Keeping pace with buyers’ digitally empowered expectations means sellers must adapt by using technologies that help them improve customer experiences while lowering the cost of sales. Forrester Research, Now Tech: Sales Enablement Automations Q2 2020. Enter Sales Engagement.

Benefit 52

Benefit Distribution Scale Lead Rank 52

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial.

Top of Funnel 76

Top of Funnel Revenue Engineering Funnel 76

SugarCRM

APRIL 2, 2024

Sales professionals are curious about integrating this technology into their daily activities and how LLM and generative AI can simplify their workflows and relieve them of some of the mundane tasks that take up the time they could use for actively selling. Prioritize those use cases according to your needs.

SugarCRM 26

SugarCRM Vendor Government CRM 26

DiscoverOrg Sales

MARCH 31, 2016

Evaluating the expansion of enterprise document management with OpenText including the integration with Maximo, Microsoft SharePoint & Prolog applications, the implementation of City Attorney workflow & record retention, and the deployment of a viewer to include GIS and engineering file formatting. Creating an IT Governance strategy.

Microsoft 120

Microsoft Government Health Care SAP 120

Xactly

SEPTEMBER 19, 2018

Working in Sales is no easy game. For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. Broke to Billionaire. The Incentive of Getting Fired.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year. to promote domain expertise.

Trends 153

Trends Decision Maker Territories Analysis 153

Mindtickle

APRIL 22, 2020

I often ask my colleagues — sales leaders and account executives — what we can do as a team to engage them, and equally, what they’re hearing from our customers about how they are keeping their teams engaged and thriving during this “new normal.” Keeping teams together is another challenge.

Face-to-face 85

Face-to-face Remedy Enterprise Enterprise 85

Pipeliner

JUNE 21, 2018

Many years ago I met a prospect. The lead time in each stage of the Sales Process was very high. I understood that the prospect definitely had a requirement, had budgets & was the decision maker. Yet the sale didn’t happen. He said that that prospect will never buy. But I didn’t give up.

Guarantee 58

Guarantee Decision Maker Government Buying Cycle 58

Chorus.ai

DECEMBER 10, 2019

Chorus delivers enterprise-grade Roles & Permissions to everyone. Almost a month is spent in cold prospecting by BDRs, another 60 odd days in the discovery and late deal stages with an AE and then, with some luck, it’s years and years of meetings with customer success and account managers. And for good reason.

Conversion 88

Conversion Revenue Hiring Enterprise 88

Hubspot Sales

JANUARY 31, 2018

What sets sales leaders apart from everyday reps? In today’s hyper-connected world, the “lone-gunslinger” model of sales is no longer effective. It helps you understand complex prospect situations. Likewise, understand the administrative teams at your prospects' organizations often have a great deal of influence.

Ideal Customer Profile 109

Ideal Customer Profile Churn Face-to-face How To 109

Close.io

SEPTEMBER 24, 2019

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales. B2G stands to business-to-government. It simply means that a business is selling its products or services to the government. What is B2G?

B2G 91

B2G Government Buyer Persona Cold Calling 91

Close.io

MAY 14, 2018

Every smart sales rep knows you can’t go out and sell to just anyone. So why don’t you do the same with your inbound sales? The fastest and easiest way to figure out if a prospect is good or bad for your business? Then, all of a sudden, an enterprise-level deal lands right in your lap. You have an ideal customer.

Top of Funnel 132

Top of Funnel Inbound Funnel Customer 132

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” I had no clue what he meant by “enterprise.”. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts.

Ideal Customer Profile 94

Ideal Customer Profile Enterprise Enterprise Marketing 94

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation. Manage your sales activities twice as fast Increase your close rate by 36% wuth PandaDoc.

Small Business 52

Small Business Small Business Software Software 52

Mindtickle

APRIL 22, 2020

I often ask my colleagues — sales leaders and account executives — what we can do as a team to engage them, and equally, what they’re hearing from our customers about how they are keeping their teams engaged and thriving during this “new normal.” Keeping teams together is another challenge.

Face-to-face 52

Face-to-face Remedy Enterprise Enterprise 52

Pipeliner

APRIL 27, 2019

However, many novice businessmen often do not know the answer to the simple question: “Why a sales budget is essential to effective business planning?” That’s why most businessmen prefer to think about it later and try to succeed without a proper made sales budget. All in all, it leads to the failure of the enterprise.

Discount 49

Discount Licensing Government Enterprise 49

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Setbacks of using a 2-Stage inside sales organization. Markets have very specific requirements—think of Governments. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. 1) Across regions.

Strategy 75

Strategy Lead Rank Marketing Segment 75

Pointclear

JUNE 26, 2012

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pipeliner

MARCH 8, 2019

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. Curiously, one that never gets mentioned is “I conform to the sales process.” Inside that circle, the phrase, Repeat sales and referrals. Well stated.

Travel 71

Travel Sales Process Hiring Guidelines 71

Smooth Sale

JULY 11, 2023

Adam Purvis is an Enterprise SaaS Sales Account Manager. He blogs about sales outreach, business software, and SEO at adamjohnpurvis.com. In the final interview with the CEO, he influenced me to move to the sales team. “How Can I Break Into Tech Sales?” Tips that Helped Me to Advance My Career.

Hiring 78

Hiring Ideal Customer Profile LinkedIn Influencer 78

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Trends 121

Trends Decision Maker Study Analysis 121

SalesLoft

JUNE 15, 2023

Later, we turned that concept into a full-blown conference for sales enthusiasts. This year, in addition to intentionally bringing our customers and prospects together in three different cities, we announced some major innovations and introduced new leadership. The next fundamental tectonic shift for sales technology is AI.

Hotels 52

Hotels Intent Government CRM 52

Sales Hacker

JUNE 11, 2019

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team. What is a Sales Methodology? Command of the Sale.

Sales Methodology 80

Sales Methodology Inbound Lead Rank Consultative Selling 80

Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. What is GDPR? How are GDPR fines assessed?

B2B 130

B2B Data Ideal Customer Profile Intent 130

Accent Technologies

APRIL 17, 2019

Now, nearly 20 years later, CRM systems have transitioned from a “nice-to-have” to an essential element of any enterprise sales tech stack. and the sales engagements that transpired with each of those prospects. but it still leaves the second gap: Prospect engagement data.

Ideal Customer Profile 40

Ideal Customer Profile Data Closing Lead Rank 40