Janek Performance Group

FEBRUARY 6, 2024

Consider the following: Market share Competition National news Financial news Before taking a call or entering a meeting, know their place in the market. People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. Today, social media is an essential part of selling.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

No More Cold Calling

NOVEMBER 14, 2013

Your competitors have access to the same data, social-selling tools, and marketing applications that you do. You don’t have to worry about getting past the gatekeepers or heading off the competition, because you have the best possible competitive advantage—a relationship. So how do you ensure that buyers choose you?

Competition 218

Competition Referrals Gatekeeper Social Media 218

Pipeliner

SEPTEMBER 17, 2021

The Age of Information began in the early 80s, as people gained increased access to information across the globe through the rise of computers, the internet, and social media over a period of 20 – 30 years. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM.

Video 52

Video Gatekeeper Social Media Energy 52

Hubspot Sales

JULY 23, 2018

For most salespeople, social selling on LinkedIn is a way of life. If you've had trouble getting past a gatekeeper or find it difficult to reach the right person at a prospective company, keep a close eye on their hiring. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Use Boolean Google Search.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Vengreso

NOVEMBER 1, 2019

That is how I think of sales and marketing alignment in the modern business environment. Traditionally known as the cats and dogs of the business world, sales and marketing are no longer two separate entities. Create Market Segments. Know who you are trying to reach and create market segments based on common pain points.

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

Sales Hacker

DECEMBER 30, 2020

There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market. As more customers begin researching online, sales professionals need to familiarize themselves with the content being created by their marketing team.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

The Pipeline

FEBRUARY 16, 2016

How To Get A Meeting With Anyone ”, explores the science and art of reaching those VIP contacts you want to sell to. Stu introduces the concept of Contact Marketing; a term he brings to full potential in the book. This is not cold calling vs. social selling; direct marketing vs. inbound market.

Meeting 120

Meeting How To Journal Gatekeeper 120

Close.io

DECEMBER 3, 2019

However, you can still leverage social selling technology in your daily sales activities and integrate yourself into the customer’s buying journey. In the following sections, the author covers converting your cold calls into warm calls through better conversations and getting past the gatekeeper to close more sales.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

No More Cold Calling

JANUARY 25, 2011

For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. Selling is based on trust and you can spend the time (a lot of it) building it with people that have never heard from you or you can move further up to leads and prospects that you have some trust with.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

Autoklose

JANUARY 22, 2024

Target Small Markets 4. Target Small Markets When targeting prospects, it is not always wise to cast a wide net. Start with Specific Goals Just like you do with choosing a target market, you should define your goals to be as specific as possible. Table of Contents 1. Focus on Benefits 2. Research and Understand Your Prospects 3.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. Let me make my case.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 297

Referrals Scale How To Lead Rank 297

Showpad

FEBRUARY 14, 2019

Leads fall at the earliest stage in the funnel; they come from referrals, lists either built manually or acquired by a third party, or a response to either an email or inbound marketing campaign. Social selling has become an effective way for reps to educate and engage buyers on a more personal level.

Sales Enablement 66

Sales Enablement Top of Funnel Prospecting Lead Qualification 66

LeadFuze

DECEMBER 31, 2021

Who currently have job openings for marketing help. Our marketing team sucks. The market is drying up. One way to improve your sales pipeline is by strengthening the relationship between marketing and sales. Another approach would be social selling, which can help you find new prospects. Drying-Up Market.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

No More Cold Calling

APRIL 2, 2015

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, advocate platforms, and more. But selling is (and has always been) a person-to-person business. and try every ploy to get around the gatekeeper.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

SalesLoft

JANUARY 27, 2016

Every rep is different, but if you plan around the elements that work best for you ( calling , emailing , social selling, etc.) Our market is saturated with competitors, so you need to have a game plan going into those calls and emails of how you’re going to capitalize on them.

Outbound 52

Outbound Video Lead Rank Gatekeeper 52

Sales Hacker

APRIL 19, 2018

Build close plans on all the big deals to show you understand the customer’s internal gatekeepers , procurement processes, compelling events and dates. How can marketing assist you with inviting prospects to events if you don’t bother to put them in the system? 9) Being a “Social Selling” Illiterate.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

Sales Hacker

NOVEMBER 22, 2017

Our marketing team sucks. The market is drying up. Find ways to better synchronize marketing and sales departments as well as sales development reps and account executives. Consider other approaches such as social selling to find new prospects and grow your pipeline. Our Marketing Team Sucks.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey.

Referrals 228

Referrals Scale How To Lead Rank 228

Partners in Excellence

OCTOBER 8, 2015

If you are a LinkedIn Marketing Expert, I’ll be hesitant, I’m not likely to connect. If you are a LinkedIn Marketing Expert sending the standard LinkedIn connection invitation——well then how can you be a LinkedIn Marketing Expert? You’re toast.

Networking 48

Networking Lead Gen Gatekeeper LinkedIn 48

Showpad

FEBRUARY 14, 2019

Leads fall at the earliest stage in the funnel; they come from referrals, lists either built manually or acquired by a third party, or a response to either an email or inbound marketing campaign. Social selling has become an effective way for reps to educate and engage buyers on a more personal level.

Sales Enablement 40

Sales Enablement Top of Funnel Prospecting Lead Qualification 40

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Say our target market consists of small to medium-sized businesses with anywhere from 100 to 1,000 employees.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Chorus.ai

NOVEMBER 1, 2019

While this may seem challenging, it’s generally a good sign that your prospect is educated on the market, and educated prospects are more likely to close. Useful Reads: Objection Handling Personalization at Scale Cold-Calling Tips & Techniques Cold-Calling Messaging Tips Social Selling Best Practices. What is social selling?

Cold Calling 54

Cold Calling Film Social Selling Coaching 54

Tony Hughes

FEBRUARY 22, 2018

This is a controversial idea but one that can be aligned with your go-to-market strategy. The major hurdle in high performance, strategic social selling is getting in front of the right clients. Marketing teams take ownership not only of a Facebook Page but personal executive accounts to grow them meaningfully.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Sales Hacker

SEPTEMBER 4, 2020

Cold outreach and prospecting are marketing activities. And an important aspect of marketing is to catch the attention of a target audience. Most of the experienced sales development leaders move to sales operations or marketing. And that’s a critical thing to remember. Sales development leaders are often inexperienced.

Quota 109

Quota Meeting Cold Calling Channels 109

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. Account-Based Selling / Sales Development. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. AB Testing. Account-Based Everything / Revenue. Account Development Representative.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Sales Hacker

DECEMBER 14, 2017

Whoa did people get carried away with the whole cold calling vs social selling thing this year. Leaders of emerging industries have been calling for an end to the cold call for years – everyone from social sellers to inbound marketers. And look, I get it. You hate cold calling. Everybody does.

Cold Calling 100

Cold Calling Top of Funnel Objections Inbound 100

Sales Hacker

JANUARY 24, 2018

Two of which are currently sales and marketing. Creating a website might seem like a task for marketers. Brian Dean boosts credibility on his homepage by including blogs where he’s featured, as well as testimonials from other marketing influencers: Remember the recommendations you gathered when optimizing your LinkedIn profile?

Lead Generation 84

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 84

Nudge.ai

NOVEMBER 23, 2017

Nudge: So who did you sell to? It could be anything from a mom & pop barn to working with a field marketing manager that is in control of 20 hotels in downtown Chicago. We have to get all three of those people on board and then also get their corporate level on board, which comes from the field marketing managers.

Hotels 49

Hotels Strategy Discount Analysis 49

Nudge.ai

NOVEMBER 23, 2017

Nudge: So who did you sell to? It could be anything from a mom & pop barn to working with a field marketing manager that is in control of 20 hotels in downtown Chicago. We have to get all three of those people on board and then also get their corporate level on board, which comes from the field marketing managers.

Hotels 28

Hotels Strategy Discount Analysis 28