Janek Performance Group

FEBRUARY 6, 2024

Think of this from the prospect or client’s position. People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. These same buyers also post lukewarm or positive experiences. They recognize limitations. They not only sell solutions.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Fill the Funnel

MARCH 6, 2014

Personnel moves, new hires, competitive positioning and executive presentations are all available to review. LinkedIn , InsideView , SalesLoft and many other sales tools are available for 24 hour monitoring of everything your customers and prospects are doing, and alerting you to these changes the moment they occur. The Gatekeeper.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Anticipate gatekeepers (the jaded call operators). How does your product or service fit into their operation?)

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

No More Cold Calling

MAY 24, 2011

I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process. Revise and refine your positioning/value proposition. 84,000 a year: Probably a lot less expensive than hiring a new salesperson or full-time sales manager.).

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

ExecVision

JUNE 13, 2019

To further illustrate what call dispositions might look like, here are three examples from organizations with different sales motions: Outbound Prospecting (Cold Calling). Gatekeeper. Connected – Gatekeeper or Future Follow Up. Full Sales Cycle. Gatekeeper (Admin, S/B, Other Person). No Answer; No Voicemail.

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Sell Integrity

SEPTEMBER 22, 2020

Because it’s so new to many healthcare sales reps, virtual selling has the potential to create inner doubts that will have a ripple effect on their success. For example, a sales rep’s view of selling might be extremely positive when they’re in the customer’s environment and can see how what they’re doing impacts people’s lives.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Here, the sales rep keeps it simple by focusing on introducing themselves, establishing rapport with the prospect, and using a positioning statement. Use a positioning statement. You have your list of names and phone numbers.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 73

Enterprise Enterprise Scale How To 73

Bernadette McClelland

JANUARY 15, 2017

It means we have to position ourselves more strategically, increase our business acumen, continue to stay agile in order to cope with the changes, shift the way we think about ourselves, our role and our outcomes and still live a life that makes us feel fulfilled. Besides many today have their own gatekeepers.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Showpad

JUNE 23, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." I interviewed for an account executive position at HubSpot and bombed it.

Hiring 103

Hiring Training Hubspot How To 103

LeadFuze

DECEMBER 31, 2021

True sales professionals may vent at times but they follow through by winning. It may not look like it at the time, but diversity has many positive effects for companies. Its time to take a look at the many excuses for poor sales performance sales professionals make and how they can be improved. Just to give you an idea.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Pipeliner

MAY 26, 2018

Sales is a skill that needs to be taught and consistently learned. We think it is not rocket science to understand how to do things like get past the gatekeeper, ask the right questions and close the deal. Pipeliner CRM empowers sales management to lead with precision. Download a free trial now. .

Face-to-face 49

Face-to-face Gatekeeper Revenue Negotiation 49

Sales Training Connection

MARCH 19, 2012

Let’s assume you’re a sales manager and the VP of Sales has just suggested that something needs to be done about improving the effectiveness and efficiency of your sales team, ending with “seeing some results in 3 or 4 months would be great.”. Often, they are not in a position to say yes, but they can say no.

Lead Qualification 115

Lead Qualification Lead Rank Lead Scoring Leads 115

Sales Hacker

APRIL 19, 2018

But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. If you’re a sales manager or CEO, send this to the entire sales team and put them on notice that they will be held to account. Here is an ideal meta framework for opportunity management.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

The Brooks Group

JUNE 9, 2015

Positioning too broadly diminishes your ability to become a trusted advisor. Stay up to date with market research, and prepare to shift sales strategies if your segmented market takes a turn for the worse. You’re Not in a Position to Deliver [Volume, Quality, After Sales Support…] Consistently. Use them to your advantage.

Strategy 40

Strategy Decision Maker Segment Territories 40

Partners in Excellence

SEPTEMBER 2, 2014

It’s no wonder that customers put huge barriers to sales–screening calls, avoiding calls, putting gatekeepers in place. of the time, sales people will be wasting their time. What would that do in positioning you to be the trusted advisor? What would that do to your competitive positioning?

Customer 95

Customer Call-back Gatekeeper Up-Sell 95

Klozers

JUNE 10, 2014

Would we be so keen to slate those same buyers if we were the ones who had got in early, built the relationship, discovered the needs, gained mindshare and shaped the solution, all the time positioning ourselves as the Go To Experts in the field? Sales Management'

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

Sales Training Advice

APRIL 23, 2013

Intelligence, empathy, listening, communication, persistence, positive mental attitude, and many more, in many combinations. Sales is a skill set that can be learned and improved over time, and with effort. David is currently engaged in private sales consulting. But aren’t those skills based on personality? Absolutely not.

Gatekeeper 53

Gatekeeper Cold Calling Negotiation Sales Talent 53

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Look for situational sales training material too.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Autoklose

JANUARY 22, 2024

Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. The following sales strategies and tips can help you gain more customers, achieve the desired sales results, and ultimately grow your brand.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

LeveragePoint

SEPTEMBER 21, 2018

Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Sales management focuses on revenue outcomes and top line growth, tending to have urgency with respect to near term objectives and execution. Gatekeepers. Organizers.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Pipeliner

JANUARY 16, 2018

Gatekeepers furiously protect decision makers. Negative emotions are powerful, and can be used in positive ways. “Pulling yourself up by the bootstraps” and forcing yourself to be empathetic is one way you can utilize anger in a positive way. Every emotion has polarity, positive and negative.

Google 40

Google Gatekeeper Decision Maker Examples 40

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Hubspot Sales

MARCH 11, 2019

Reps were gatekeepers to information and controlled the buying process. Since I've started, I've implemented new hire and global sales team training focused on creating an inclusive sales culture. Our team encourages sales managers to lead discussions around specific D&I themes and share their thoughts externally.

Hiring 93

Hiring Ideal Customer Profile Customer Hubspot 93

HeavyHitter Sales

JUNE 1, 2010

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Hacker Training

NOVEMBER 6, 2019

Find a new sales manager or someone with a few years experience successfully selling. Make sure everyone is in the same boat — new to sales, and maybe even selling in a similar context. Interview potential employers to find one that will give you two things: 1) An excellent, and engaged sales manager.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales Hacker

NOVEMBER 22, 2017

Our sales manager is living on another planet. Value Generation : As a sales professional, your job is to highlight the positive aspects of your product and propose reasonable workarounds for its shortcomings. The stingy gatekeeper won’t let me talk to the CTO. Our Targets Are Ridiculously High.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

ExecVision

DECEMBER 11, 2018

Sales leaders and managers need to know how to spot dial dread early and help reps get back on the phones faster. Here are nine ways to help reps overcome sales call reluctance: 1. Build a Positive Environment. Sales call reluctance can be a symptom of a greater problem–a bad sales floor environment.

Call-back 40

Call-back Cold Calling Gatekeeper Follow-up 40

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. Jim Holden posits that only 3% of all sellers ever achieve or operate at this level. Then take those learnings back to it.

Social Selling 66

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

Sales Training Advice

AUGUST 17, 2012

In the last three months, what have I read or listened to that would improve my sales skills? Why do I lose most of my sales and to whom do I lose most of my sales? If you’re a sales manager, I strongly encourage you to conduct this assessment with every salesperson on your team.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Crunchbase

MARCH 11, 2020

We poached sales reps who were used to making 100+ calls per day, pitching the same script over and over, and held them accountable to that level of activity. After about six months, we noticed there wasn’t a positive correlation between dial volume and won deals. Embrace the gatekeeper to help qualify quickly.

Outbound 66

Outbound Gatekeeper Decision Maker Sales Qualified Lead 66

The Bridge Group

SEPTEMBER 19, 2017

But, when you factor in potential savings on AE recruitment plus productivity gains from successful promotions, the equation flips to positive. What’s a gatekeeper? Playing the AE game at the level needed to advance a sale, manage multiple decision makers, navigate RFPs is different. What’s Salesforce? And so on.).

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Salesmate

JULY 28, 2020

In this informative book, you’ll learn how to: Rapidly absorb new information Leverage an agile mindset Master new skills quickly Tap into crucial sales habits. Get this sales book on Amazon . Well, every sales manager has expectations from their sales teams. Why is my sales call bombing out?

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Sales Hacker

AUGUST 28, 2019

Sales coaching is letting people know that how well they do their job matters. RELATED: How to Turn Your Sales Managers into Effective Coaches. In sales, we have the distinct advantage of a constant scorecard letting all of us know just how our teams are stacking up. I’ve got numbers to hit this month!”. You’re right.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

Cience

JULY 25, 2019

When prospects got to the human, they had a positive impression of the company and perceived the opaque answer about the price more easily. Bots, at least in 2019, can sometimes get away with more than humans when it comes to the delicate dance of top-of-the-funnel positioning. . I’ll be in Jack Sullivan’s body, our sales manager”. “If

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

The Spiff Blog

SEPTEMBER 9, 2022

This is a huge missed opportunity— especially since these insights can vastly improve your sales process, identify gaps, and prevent other reps from making the same mistakes. If, as a sales culture, you bake this mindset into your onboarding, training, and management style, you’ll notice a dramatic shift in how your team operates.

ROI 83

ROI How To Face-to-face Commission 83