Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. For example, new markets and technology provide opportunity. We have published countless blogs, case studies, white papers, and other collateral. As a result, best practices change and develop.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated.

Report 40

Report Data Industry Examples 40

Zoominfo

MARCH 10, 2021

For example, ecosystems not only include vendors of software, but also consulting firms that help clients manage installations and third-party maintenance providers. As an example, let’s suppose 10% of new CRM projects are prompted by data concerns — a figure that’s likely conservative. Data that can’t be parsed into actions.

Analysis 130

Analysis CRM Remedy SalesForce 130

criteria for success

SEPTEMBER 16, 2022

If the firm uses Salesforce, has three or more open positions, and the VP Sales recently downloaded a white paper from your website, that lead is sales ready. You should give each criterion a different max score based on how important it is to lead readiness. Definitely don’t want to work outside the Tri-State area?

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

Partners in Excellence

SEPTEMBER 18, 2023

I won’t go deeply into the development of the Competency Model, I’ve written some white papers and provided samples, in the past. For example, in selling roles, deep knowledge of certain markets, industries, even certain functions within organizations. The job description only defines what the role does.

Ideal Customer Profile 102

Ideal Customer Profile Selling Skills Demographics Industry 102

The Pipeline

MAY 28, 2019

For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. Leverage your experience by focusing your time with the prospect, on examples given them more units than the 24 they started with that day. Return On Time.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Partners in Excellence

MAY 25, 2022

Here’s an example, many of you probably have experienced the same thing. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Pointclear

MAY 11, 2017

Here's a full explanation of cost per lead – a white paper complete with all the math you need to determine how much you should pay for the quality leads you need. Do you have an example of a scenario described above happening to you – or an analogy that fits? Please reply and share with our readers.

Lead Generation 140

Lead Generation Sales Qualified Lead Cost per Lead Leads 140

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

Allego

MARCH 28, 2023

For example, a customer service team can use a DSR to share a customer implementation plan, or an account management team can use a DSR to share updates with an account’s stakeholder team. For example: 1 customer story or testimonial 1-2 thought leadership content pieces (analyst report, white paper, etc.)

eBook 62

eBook Video Buyer Education 62

Zoominfo

JANUARY 8, 2021

When a prospect starts your free trial or downloads a white paper, you need to keep them engaged with your brand. For example, maybe a prospect started your free trial, but they haven’t used it. That’s where your inbound email and social media marketing come in. Email Marketing Lead Generation.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. For example, home builders will want to know about timber production and tariffs, because that will affect home building costs. Build your thought leadership through conference presentations and podcasts. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

The ROI Guy

MAY 22, 2018

Another one-sized fits all white paper in a sea of look-alike white papers. The traditional white paper is dead. When was the last time a traditional, passive white paper did all that? It’s no wonder why your marketing campaigns aren't getting noticed, and are falling flat.

Lead Rank 49

Lead Rank Lead Scoring Leads Marketing Qualified Lead 49

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your blog, white papers, webinars, and eBooks must be your best sales people. An example: Note- Without an understanding of how your prospects buy, you cannot develop demand generation content well.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

Jeffrey Gitomer

APRIL 16, 2013

I am a living example of what writing can do to change a career. Write an industry white paper. White paper, or brochure? Why not get praise for the great speech you gave at the conference every time someone walks by your booth, instead of trying to get them to putt a ball into a plastic cup. Write an article.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Zoominfo

MARCH 24, 2021

Examples of poor data include: Missing contact fields Inaccuracies due to outdated information (e.g., That includes web forms (from white paper downloads to webinar registrations), contact list building, and manual entries. However, if that data isn’t clean, your marketing and sales efforts take a hit. What Is Poor Data Quality?

Data 251

Data B2B Churn Buyer Persona 251

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. A healthcare company recently received a white paper download from Dr. Kildare at the MASH Hospital Unit. And who knows if this information is accurate. Competitive landscape documented.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

The Pipeline

JULY 9, 2019

It is stacked against you, for example, when you launch Outlook what the first thing that comes up other than reminders is? You can see how to implement this process for time optimization in the Sales Happen In Time white paper. He gives a great example, what if you took that hour every day, and read a book?

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Allego

MARCH 21, 2023

For example, the two teams can create video-based certifications to ensure sellers know how to articulate the concepts embodied in the new content when talking with prospects. Doing so helps them pinpoint, for example, why a certain phrase or tone works well at one stage of the sales cycle , but not during another.

System 118

System Tools Collateral Video 118

SBI Growth

JANUARY 20, 2014

In this example, the downloadable tool includes valuable intellectual property. Here is just one example of the questions and why they are important to assess; Competition Lens: Do you know what offers your competitors are providing? We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper).

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. Give a price range You might say, for example, “We pride ourselves on being able to offer solutions for every budget. On the lower end, you will pay around [fill in the blank amount].

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Pointclear

JULY 26, 2018

E-books and white papers. A new white paper is also in the works. The statements and quotes are significant enough, and in many cases backed by percentages of improvement, that it’s worth considering them for the white paper also. Nurture material. Social media. and the audio.

Case Study 100

Case Study PointClear Study Social Media 100

Partners in Excellence

OCTOBER 21, 2020

Perhaps this is an outlandish example, but what would happen if we doubled our win rate? Which area not only impacts our performance in that area (for example opportunity management), but also improves the results we produce in the other areas? Opportunity management is key to hitting our numbers. Of doubled our average transaction?

Top of Funnel 118

Top of Funnel Face-to-face Social Media Account 118

Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. You can enhance the final stage purchase by offering, for example, free trials and personalized packages. Boost C onversion S trategies Building a solid B2B sales funnel takes a lot of hard work, but you don’t have to stop there.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

Understanding the Sales Force

OCTOBER 12, 2012

Some examples of "there" exist right here in the USA! For example, Need for Approval (the need to be liked) has tremendous power to hold back salespeople in North America, where 63% of all salespeople are burdoned with it. There are many cultures where you must be from "there" in order for people from "there" to buy from you.

Comparison 263

Comparison Exact Sales Examples 263

Allego

JANUARY 14, 2021

But with the ability to add different types of content into Allego, we also provide a lot of white papers and links to other websites. We want to make it easy to just tap into the expertise of a teammate who can provide an example to emulate,” said Mayshar. We use a lot of on-demand videos,” said Mayshar.

Sales Enablement 90

Sales Enablement Webinar Metrics Strategy Face-to-face 90

Sales and Marketing Management

OCTOBER 16, 2017

For example, Apex, N.C., For example, Momentum Solar has emerged as a national player in the solar energy market. Once these structured stories are in place, you can easily repurpose them across customer presentations, press and news releases, social media, e-marketing and website marketing, events, white papers and webinars.

Real Estate 243

Real Estate Construction Scale Hiring 243

Partners in Excellence

MARCH 1, 2024

We identify them because they are hitting on our websites, downloading white papers and we reach out to them saying, “We have the best solutions in the world, can we talk… ?” But we have so many examples of others doing it successfully.

Trade Show 77

Trade Show Conference Segment Groups 77

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. For example, home builders will want to know about timber production and tariffs, because that will affect home building costs. Build your thought leadership through conference presentations and podcasts. You can even benefit your entire industry.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

Janek Performance Group

MARCH 26, 2024

For example, “Can you describe your initial impression of our company?” This should include blogs, case studies, and white papers. This should include their experience at different levels of the sales funnel. And “How did our products/services meet your needs?” Most importantly, actively listen to gain deeper insights.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Janek Performance Group

JANUARY 10, 2023

Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , lists channels under sales strategy. For example, you can see the benefits of Ziggy’s Zippers teaming with Bonita’s Buttons. For example, a computer software company teaming with a hardware manufacturer. Here, we go deeper.

Channels 62

Channels Hiring Retail How To 62

Pipeliner

APRIL 30, 2021

RAIN Group, White Paper Competencies of Strategic Account Managers. Other features mentioned in previous articles—the Account Matrix, our new White Space feature, and Forecasting Analytics—also provide functions that allow you to add tremendous value for accounts. Need from CRM. Creating Value Requires a Team.

Account 80

Account Lead Rank Lead Scoring Engineering 80

Pointclear

OCTOBER 5, 2018

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus, no company firmographics and no telephone numbers). Read more in this white paper. An example is a company with a high net promoter score (NPS).

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

For example, SHRM says, M&T Bank reports that its financial literacy program has spurred $5.1 This blog post is based in part on the white paper “Ceridian Study Finds Financial Stress Among North Americans Highest Since 2008.” Any reduction in numbers like these has to be welcome.

Retention 52

Retention Training Incentives Incentive 52

LeadFuze

JULY 20, 2021

Poor reactions you should avoid (using real-life examples). Professional response examples (and templates). It’s hard to list all of them, but we have an example. “Further reading” type things like webinar recordings and white papers are golden. This post will remedy the problem.

Call-back 98

Call-back Follow-up Resources Remedy 98

Partners in Excellence

AUGUST 5, 2021

Too often, however, our “selection” of opportunities we pursue, seems to be based on the criteria like, “They hit on our website… They downloaded a white paper… They fogged a mirror.” For example, recently, I was working with a team of product managers, product marketing, and sales.

Ideal Customer Profile 91

Ideal Customer Profile Customer Enterprise Enterprise 91

Janek Performance Group

MARCH 12, 2024

For example, a report overview likely requires less time than mapping out a quarterly strategy. To activate participation throughout the entire sales team, make sure each person is given a chance to share ideas, examples, and strategies for actions they’ve implemented that have achieved positive results. Connect on a casual level.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118