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

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 139

Film Hubspot Sales Cycle Lead Rank 139

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. Listening to them, not telling them.

Training 52

Training Ideal Customer Profile Exercises Scale 52

Gong.io

JANUARY 1, 2021

How to navigate through the sales process per buyer personas : At Gong, we start with the VP of Sales and then work our way to enablement. This process will likely be different at your organization. Also, this is not a one and done exercise. SALES STRATEGY STEP 3: CREATE A MARKET-DRIVEN SALES PROCESS.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? It takes time and repetition to turn selling skills into new habits.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

The Digital Sales Institute

MAY 20, 2021

Salespeople may have the technical knowledge, the hard sales training, the product knowledge, the sales presentation skills plus the functional skills to work through the entire sales process. No matter how advanced their technical and hard selling skills are, they will need soft skills, too.

Training 52

Training Proposal Social Media Sales 52

Keith Rosen

MAY 26, 2013

” When Marty responded with a resound, “Yes,” he knew that he already blew this selling opportunity. Instead of scheduling another time to speak, Marty lost control of his sales process. This is a pitiful attempt to stimulate any interest and is nothing more than an exercise in futility.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Zoominfo

SEPTEMBER 30, 2018

Each episode discusses topics like lead generation , sales development, sales enablement, sales hiring, CRM, sales operations, social selling , sales management, account-based selling best practices, sales process , sales psychology, customer success, sales technology, B2B sales and marketing alignment , and more.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100

LeadFuze

JUNE 4, 2019

Not only this, but emotional intelligence can change the way you view sales. Instead of seeing it as a chore or daunting exercise, increasing your emotional intelligence can help you strive towards being the best version of yourself. Breaking down emotional intelligence training in sales. Management style.

Training 76

Training Influencer Quota Call-back 76

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? RELATED: Best Sales Books: 30 Elite Picks to Step Up Your Sales Game . Top 10 Best Sales Books to Kickstart Your Selling Skills. To Sell Is Human by Daniel H. That’s not a coincidence.

Strategy 68

Strategy Influencer Ideal Customer Profile Handbook 68

Hyper-Connected Selling

JANUARY 23, 2019

And they’re here to take your sales job. It might be true that technology can be integrated into many steps of the sales process. For now, there are a number of skills that computers can’t learn. This is especially important as sales processes get more complex and involve more people.

Face-to-face 53

Face-to-face Prospecting How To Exercises 53

Vengreso

NOVEMBER 18, 2020

For starters, their ability to do research before a sales meeting on each decision-maker. In addition, will they have the modern selling skills needed to engage with their modern buyer? It is during this time, we are quickly able to evaluate their pre-sales motions and assess strengths and weaknesses. Show Empathy.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

BrainShark

MAY 3, 2022

For example, you may invite a guest speaker to do a presentation and Q&A with your team or have team members do role-playing exercises to practice different sales scenarios. While tracking course completions is important, it won’t tell you if reps actually acquired new skills that they can apply during the sales process.

Training 71

Training Hiring How To Course 71

Vengreso

MARCH 22, 2022

Don’t forget when you’re hiring someone that it’s not just about their skills — they’re going to represent your company! The way they present themselves is crucial in making an excellent first impression on customers and engaging with them throughout the sales process.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

Don’t forget when you’re hiring someone that it’s not just about their skills — they’re going to represent your company! The way they present themselves is crucial in making an excellent first impression on customers and engaging with them throughout the sales process.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Hubspot Sales

JANUARY 22, 2018

The right story, presented in the right way, can change the course of a sale. The lessons include when to tell stories in the sales process for maximal impact and the four parts of a compelling narrative. Focus: Sales process. Richardson’s Consultative Selling Skills. Focus: Relationships selling.

Training 145

Training Vendor Top of Funnel Workbooks 145

Mindtickle

JUNE 21, 2023

BDRs typically work closely with marketing and sales teams to identify potential leads, engage with prospects through various channels, and schedule meetings or demos for account executives or sales representatives. It represents the effectiveness of a sales team or individual in converting prospects into customers.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Keith Rosen

MAY 13, 2009

• Do I know how many calls/contacts I need to make each day, each week and how often I need to follow up with a qualified prospect in order to earn their business or move them to the next stage of my sales process? And have I even defined those specific steps in my sales process to begin with?).

Account 48

Account Cold Calling Follow-up Up-Sell 48

Mindtickle

FEBRUARY 3, 2022

They document these skills in an ideal rep profile to set the baseline against which reps’ knowledge and capabilities are measured. Sales leaders provide their reps with the information, tools, and resources that let them learn about the product and industry, plus essential selling skills and behaviors. Build knowledge.

Sales Enablement 52

Sales Enablement Remedy Case Study Exercises 52

Mindtickle

FEBRUARY 1, 2022

But by looking at your recent deals, product, and reps’ skills, you will be able to build out a more granular rep profile that’s specific to your company and products. Define the outcomes for each sales training program. After this analysis, the manager can compare the rep’s skills against the IRP. Source: Mindtickle.

Scale 52

Scale Ideal Customer Profile Training How To 52

Mindtickle

MARCH 13, 2020

Sales readiness means empowering your customer-facing teams to be on message and on task every time they interact with a prospect. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

BrainShark

JULY 20, 2022

Put simply, readiness scorecards can help you identify selling skill gaps and understand how sales performance is tied to training. . For example, say you notice that a sales rep isn’t generating enough pipeline, compared to other ones who started at the same time. Who completed a specific assignment first .

Distribution 62

Distribution Sales Enablement Coaching Video 62

Mindtickle

MARCH 13, 2020

Sales readiness means empowering your customer-facing teams to be on message and on task every time they interact with a prospect. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

Hiring 52

Hiring Top of Funnel Webinar Metrics Coaching 52

Gong.io

FEBRUARY 12, 2019

He brings his unique scientific approach and viewpoint to the sales world, offering posts that go well beyond simple lists and tips. He dives into new research, psychology, and exercises to help you change the way you think and the way you sell. Try this simple exercise. A Sales Guy. Sales Source.

Hiring 133

Hiring Hubspot Inbound SalesForce 133

Sales Hacker

SEPTEMBER 5, 2018

Doug’s Crash Course in Sales, Business Conversations, and Empathy [4:45]. What Productivity Means In Light Of Sales Enablement [16:07]. Using A Playbook To Manage Sales Processes [20:22]. Sales people are so quick to focus on prospecting skills and negotiation skills, kind of like their core selling skills.

Scale 65

Scale Hiring Strategy Ideal Customer Profile 65

Customer Centric Selling

JANUARY 30, 2017

Some steps in the CCS® sales process include: Qualifying champions that will provide access to members of buying committees. It may be painful, but a cursory analysis of the cost of competing and losing could be a sobering exercise. Validating that access was granted.

Forecasting 40

Forecasting Pipeline Banking Exercises 40

LeadFuze

MAY 17, 2021

The fastest way to run your team into the ground is to not foster an open environment that allows plenty of feedback on goals you have set, deadlines you have created and areas of the sales process that need improvement. Even though it doesn’t seem like it, finding the right software helps to improve your sales manager skill set.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

DialSource

JANUARY 16, 2020

In response to consumers’ desire for more data-driven fitness, Connected Fitness allows users to track the impact of exercise and diet in pursuit of specific goals. Although it will cause a more complicated process, it can make a much more significant impact on higher-level business objectives.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Hubspot Sales

NOVEMBER 6, 2019

Previously successful: Has a track record of success, whether in sales or sports, school, another job, etc. If you have a few (or several) different selling functions, do this exercise for each role. Good salespeople will want to know: What your sales process is like. Behavior and personality. Motivation.

Hiring 80

Hiring Salary Scale Referrals 80

No More Cold Calling

FEBRUARY 25, 2018

Yet, unless yours is among the 5 percent of sales organizations that have built referral selling skills, set referral metrics, and made referrals the way you work every day, you’re missing out on your biggest competitive tool. Because the process has gotten incredibly complicated, even though it can almost be a no-brainer.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

SBI

NOVEMBER 7, 2019

You’ve heard the message loud and clear, and have decided to launch a formal sales enablement program at your company. Sales Enablement. Defining the role Sales Enablement plays in your organization is a multi-faceted exercise. First, there’s a small matter of defining what Sales Enablement even. Sales Enablement.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

LeadFuze

AUGUST 5, 2021

Called a brilliant sales tactician Tibor shows organizations and sales professionals how to leverage their sales process to shorten sales cycles, increase close ratios, and create double digit growth through execution and using the right combination strategy, tools, metrics, tactical execution of the sales process.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Highspot

NOVEMBER 7, 2022

When purchasing any new software, sales and enablement leaders want to choose the best solution that not only improves the sales process, but also aligns with the organization’s unique requirements. The right sales enablement tool will unite marketing, sales enablement, and sales teams to drive business outcomes.

Sales Enablement 52

Sales Enablement Tools Vendor Distribution 52