Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Motivate Reps.

Sales Management 120

Sales Management Hiring Buyer Persona Compensation 120

Understanding the Sales Force

MAY 22, 2014

In the same period of time, there have been major shifts in the quality of sales candidates , in the roles those candidates will fill, and the capabilities we need those salespeople to possess. For example, just 7 years ago, a company may have needed salespeople who could hunt and/or close. June 5 11:00 AM Eastern Register here.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93

Janek Performance Group

MARCH 16, 2022

What do top-performing sales teams do better than under-performing sales teams? They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

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

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Real Estate 81

Real Estate Prospecting Ideal Customer Profile Social Media 81

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. For example, most of us, if we find a hundred-dollar bill on a sidewalk, would bend over and snatch it off the ground. What would selling look like if it was easy?

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Anthony Iannarino

SEPTEMBER 10, 2019

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If they need to improve, you need to improve them (and if you don’t like this group you refuse to develop, I promise you won’t like the next group any better. Perhaps an example here will help.

Sales Management 98

Sales Management Remedy Account Opportunity 98

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. A sales force evaluation is an obvious first step! They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96

Zoominfo

JANUARY 27, 2022

To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action. Here are three of the most important reasons to normalize your data, and some scenarios and examples that show the power of data normalization in action.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Zoominfo

MARCH 15, 2022

Take suggested keywords with a grain of salt For every list of keywords within your ad groups, the search advertising platform will recommend a similar list of keywords to bid on. Don’t run ads on the weekend If you’re a B2B company, prospects are primarily searching for you while they’re at work.

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. After all, one goal of any sales manager is creating a high-performing sales team with low turnover. Find Real-Deal Coaching Examples. Group Coaching Sessions.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Yet while 82 percent of buyers accept meetings with sellers who proactively reach out, 58 percent of them say these meetings are not valuable, according to Rain Group.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. SalesFuel reports that on average, today’s buyer groups can reach up to 10 people. And there are specific types of stakeholders in the group that could derail progress. That is a lot of opinions.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Miller Heiman Group

JULY 12, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Groups 51

Groups Scale Sales Methodology Analytics 51

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. The Fix: Don’t do your sales rep’s job for them.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 107

Sales Management Hiring Top of Funnel Funnel 107

Braveheart Sales

NOVEMBER 19, 2020

And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. You probably have heard the old adage, “How do you know a prospect is lying? Most prospects are not deliberately being dishonest with sellers. They don’t take what the prospect says at face value.

Prospecting 59

Prospecting Face-to-face Follow-up Sales Qualified Lead 59

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales! Increase commissions?

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

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 87

B2B Ideal Customer Profile Top of Funnel Prospecting 87

Miller Heiman Group

JULY 11, 2018

When we launched Scout by Miller Heiman Group , our powerful sales analytics platform, we promised it would change the way you sell. By combining data-driven technology with our trusted and updated sales methodology, Strategic Selling® with Perspective, we said that Scout would make technology relevant and useful for your sales team.

Groups 48

Groups Scale Sales Methodology Analytics 48

LeadFuze

DECEMBER 31, 2021

The Complete Guide to Prospecting for Sales Using Proven Outreach Techniques. Need Help Automating Your Sales Prospecting Process? What is Sales Prospecting? What are the best ways to prospect in sales? What does Sales Prospecting means? Prospecting is the first step in sales.

Prospecting 52

Prospecting Hiring Social Media Ideal Customer Profile 52

No More Cold Calling

AUGUST 7, 2014

In this week’s guest post, Will Brooks—executive vice president and director of marketing for The Brooks Group—discusses his perspective on cleaning house. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Where Should Sales Managers Spend Their Time? So move fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more.

Lead Rank 64

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Cincom Smart Selling

SEPTEMBER 28, 2017

Before we had business intelligence, we had the bad old days of centralized information management. If you needed information, a customized report or just raw data , all you had to do was call upon the always happy to help MIS group. Sales Management and Business Intelligence. But, having the data is still not enough.

Sales Management 78

Sales Management Ideal Customer Profile CRM Face-to-face 78

Janek Performance Group

JANUARY 3, 2023

In actual practice, however, sales managers and coaches may or may not be the same person. This can help organizations get the most from their sales managers, sales coaches, and, ultimately, their sales teams. What Is Sales Management? Developing sales plans. Forecasting. Adaptability.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

Hubspot Sales

JANUARY 23, 2024

For Kathleen Rush , Sales Manager at HubSpot, it starts by approaching conversations with genuine curiosity. She adds, "For example, I might ask a prospect, 'Are you responsible for finding good fit leads? For Dan Tyre , Sales Director at HubSpot, specificity is key. Check if your current tech stack leverages AI.

Data 87

Data Strategy Customer Social Media 87

Partners in Excellence

NOVEMBER 10, 2023

Recently, in conversations with clients and other groups, I’ve been stunned at how few have performance plans in place for their people. For example, expectations around prospecting, or pipeline development. Perhaps I’ve not been paying attention. Starting my selling career in IBM, we all had them.

Quota 109

Quota Maximizer Call-back Course 109

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

The Pipeline

MAY 27, 2011

The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution. Prospecting is a term that’s been around for a long time. This is done in many places.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Gong.io

MARCH 30, 2020

A lot of sales managers will come to me and say, “Hey, this rep, they’ve really been struggling. So for example, that might be New York City’s a tier one, tier two might be Delaware, and tier three might be Louisiana. The post Michelle Benfer: 5 Tips for Remote Sales Management appeared first on Gong.

Sales Management 62

Sales Management Lead Rank Territories Hubspot 62