Janek Performance Group

JANUARY 17, 2023

” the sales rep said. Whether you are selling lumber, shingles, or wire, this article explores how building material sales reps can improve their sales performance. Early in my sales training career, I worked with an electronic distributor. I replied that his company is a smaller supplier in the market.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Showpad

OCTOBER 21, 2019

What is Sales automation? So what exactly does Sales automation mean in the modern day? That’s what makes Sales automation so important: its bottom-line impact. times more likely to expect notable profit-margin growth. How to find Sales automation tools and resources.

Sales Automation 53

Sales Automation Top of Funnel Lead Rank Lead Scoring 53

Sales Hacker

SEPTEMBER 16, 2019

Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Armed with today’s sales enablement tools, Skype, and Zoom, a large portion of the job can be done from the office. The focus is on volume.

Outside Sales 81

Outside Sales Inside Sales Hiring Top of Funnel 81

Corporate Visions

OCTOBER 13, 2018

Filling the funnel, driving pipeline, and acquiring net-new customers will always be the sexy, swashbuckling side of B2B sales—which is why so many sales meetings are overwhelmingly focused on preparing salespeople for success in exactly this stage of the buying cycle. Create Pricing Uncertainty During the Deal.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Lessonly

JUNE 2, 2020

These modern technologies, along with effective sales strategies and sales training, are the recipe for boosting sales and, subsequently, your company’s profit margin. Sales-Force Automation. CRM’s and other sales enablement software empowers teams to sell at a higher and more efficient level.

Prospecting 26

Prospecting Demographics Ideal Customer Profile How To 26

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

Cincom Smart Selling

NOVEMBER 21, 2017

In fact, the whole notion of sales performance management software has a long and not always positive history. Some sales tools promise to boost sales team motivation while others measure sales productivity and provide a selection of sales enablement tools to deliver individualized sales team support.

Top of Funnel 48

Top of Funnel Hiring Proposal Sales Qualified Lead 48

Partners in Excellence

OCTOBER 25, 2017

We’ve seen sales teams leveraging tools with great impact and amazing results. Too many of the tools provide marginal or no performance improvement. Rather than building the capabilities of sales people helping them become better, they become crutches. All of the vendors can provide case studies reinforcing this.

Tools 48

Tools Vendor Case Study B2B 48

Chorus.ai

MARCH 5, 2021

Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel. This means there’s a margin for error. Adapt them to the customer data you pull during the sales cycle.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Sales Hacker

SEPTEMBER 13, 2021

The better marketers demonstrate the exact results of their marketing efforts, the more difficult it is for management to reduce the marketing budget without adapting goals accordingly. So far, so good as with an average deal size of $1150 and a 25% gross margin; the total investment of $235,000 will be recovered with a ROI of 29%.

ROI 93

ROI Account Marketing Lead Rank 93

Corporate Visions

MAY 31, 2018

Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest share, highest margin product lines and you need to defend, retain and protect your position? Inline training is about getting your reps the messaging and skills they need, exactly when they need them.

Territories 40

Territories Margin Training Pipeline 40

Chorus.ai

SEPTEMBER 12, 2019

Developing your sales strategy first requires that you diligently build up a conception of your target audience — otherwise known as your ideal customer profile (ICP) — before setting goals and constructing your sales funnel. Before you can start building any functional sales strategy, you need to know exactly who you’ll be selling to.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Sales Hacker

JUNE 11, 2019

Command of the Sale. The idea at the core of this methodology is that you should customize your company’s sales enablement tools and activities based on solutions that are already in place. If you want to read more about Sales metrics, especially those specific to SaaS, check out this other article I wrote.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Sales Hacker

MARCH 2, 2020

Sales Differentiation. Sales Engagement. Sales Engagement. Sales Enablement. The Sales Enablement Playbook. Enablement Mastery. Coaching Salespeople into Sales Champions. Sales Manager Survival Guide. The Ultimate Sales Machine. Sales Management. Sales Skills.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

No More Cold Calling

APRIL 26, 2016

Challenge Two: Sales Enablement. Every individual has a part to play, and especially the sales team—the engine room of any firm—because although it has become a well-worn cliché, nothing really does happen until we sell something. Net margin is NOT simply selling price less buy-in price. Targets set too high?

Lead Generation 120

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 120

Apptivo

OCTOBER 11, 2023

Here’s a roundup of the ten best tools that are set to revolutionize sales productivity this year in your company! Understanding Sales Productivity Sales productivity is a metric that’s integral to a business’s growth and success. What is Sales Productivity?

Tools 52

Tools Webinar Metrics Pivotal Software 52

Jonathan Farrington

JULY 29, 2014

Challenge Two: Sales Enablement. Every individual has a part to play, and especially the sales team – the engine room of any firm – because, although it has become a well-worn cliché, nothing really does happen until we sell something! Net margin is NOT simply selling price less buy-in price.

Company 42

Company Face-to-face Sales Qualified Lead Margin 42

Jonathan Farrington

NOVEMBER 13, 2012

Challenge Two: Sales Enablement. Every individual has a part to play, and especially the sales team – the engine room of any firm, because although it has become a well worn cliche, nothing really does happen until we sell something. Net margin is NOT simply selling price less buy-in price.

Face-to-face 38

Face-to-face Sales Qualified Lead Webinar Metrics Retention 38

Sales Hacker

OCTOBER 7, 2021

Understanding how various decisions impact the company’s margin (e.g. What is your best piece of career advice for women in sales? What is one a-ha moment you’ve had in your sales career? I spent 13 years in massage therapy, which included running my own business, before I moved to sales. Alicia Berruti.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130