Janek Performance Group

OCTOBER 1, 2021

The ask goes something like this: Salesperson: “Hi Mrs. Prospect, I hate to bother you, but I was just wondering if you could give me a referral to anyone you know who might be interested in our solution.”. Mrs. Prospect: “Hmmm… maybe…let me think about that and get back to you.”. Solution : Change your mindset.

Referrals 118

Referrals Scale Influencer Lead Rank 118

Sales and Marketing Management

MAY 31, 2018

Studies suggest that young adults use up to three different devices every day and many feel naked if they leave the house without their phones. Studies show that up to 78 percent of mobile searches result in conversions. Make sure that your website looks well and performs flawlessly regardless of the devices that prospects are using.

Paid Content 185

Paid Content Small Business Small Business Marketing 185

Hubspot Sales

MAY 5, 2023

From these conversations, you may even find opportunities to upsell or cross-sell. 33% of sales reps say they average 2-4 interactions with prospects in the sales process. However, selling in a recession often entails more touchpoints, more objections, and slower decision-making from prospects. Change up your pitch.

Consumer 106

Consumer Trends Strategy Data 106

Sales and Marketing Management

DECEMBER 14, 2020

For example, we are currently conducting brain research and field studies to determine the performance of traditional static marketing content such as eBooks versus more interactive assets. Yet, all executive eyes are on these threats or opportunities. Takeaway: ?Sales

B2B 199

B2B Revenue Top of Funnel Margin 199

Sales Hacker

APRIL 1, 2020

I hate to break it to you, but prospects in your target accounts have the same reaction to your sales messages. In this article, we’ll explore how this reaction impacts your bottom-line results, and then I’ll dive into an alternative that you may not have considered — direct mail prospecting and gifting. And you’re not alone.

Direct Mail 77

Direct Mail Prospecting Face-to-face Channels 77

Sales Hacker

JUNE 14, 2021

A recent ITSMA study shows that less than one-third of organizations engaging in ABM are experiencing significant business improvement. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

Account Based Marketing 81

Account Based Marketing Top of Funnel Ideal Customer Profile Account 81

Anthony Iannarino

MARCH 12, 2020

Few would be willing to admit that they don’t wish they had more opportunities in their sales pipeline, the starting point for making more sales. More Opportunities: It is one thing to say you want more opportunities. The first is activity, and the second is effectiveness.

Hiring 94

Hiring Study Margin B2B 94

Sales Hacker

AUGUST 12, 2021

The silver lining is that hard times are great learning opportunities. When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. Did they miss important cues from a prospect? That’s exactly what we’ve done.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

SBI Growth

DECEMBER 5, 2013

You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. Conduct a time study on yourself. Use this opportunity to refer them to a better alternative. Fill your pipeline with new prospects. Little annoyances they are. You are a giver.

Customer 303

Customer Referrals Margin Territories 303

Revegy

JANUARY 21, 2021

Demonstrating measurable value is the #1 thing you can do to drive upsell and cross-sell opportunities to increase wallet share within an account. A best-practice process to create net new sales opportunities should be customer-centric which is integral to driving value. It’s NOT Service Level or Quality expectations.

Loyalty 52

Loyalty Margin Retention Study 52

Hubspot Sales

OCTOBER 9, 2019

In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin on sales-won improved by 12.2%. Sales training and professional development opportunities can keep your skills fresh. Plus, it can increase your sales.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

SBI Growth

MARCH 11, 2013

But the transition from a virtual conversation to a real opportunity is complex. He brought case studies, a company history, and press releases as back-up. Turns out, the prospect included Bill late in the process. It is critical you understand the steps your prospects take. Competitive proposals were already submitted.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. The need to attract new prospects and convert them into new business is essential to the success and growth of an organization.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Hubspot Sales

AUGUST 23, 2022

In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. Prospecting 34.75%. Pitching to prospects 35.50%. Following up cold prospects 33.25%. These included: Following up on sent contracts 35.92%.

Data 85

Data Lead Rank Hubspot Top of Funnel 85

Zoominfo

MAY 9, 2017

This poses a big problem for recruiters, as passive candidates are less likely to consider new opportunities. Stress growth opportunities. Your best bet is to address the unique growth opportunities the new position offers that their current position doesn’t. But, fear not. Do your research. Ask the right questions.

How To 100

How To Salary Ideal Customer Profile Margin 100

BuzzBoard

FEBRUARY 8, 2024

Since small businesses often operate on tight margins and schedules, providing a small discount or offering added value in exchange for a referral can work well. These tools not only streamline the process but also guarantee unfiltered, genuine customer feedback that prospective clients can trust.

Small Business 52

Small Business Small Business Referrals Lead Rank 52

No More Cold Calling

JUNE 2, 2016

You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. These are the “pain in the ass” (PITA) prospects in your sales pipeline.

Pipeline 120

Pipeline Ideal Customer Profile Referrals How To 120

Revegy

MARCH 25, 2020

So far in our partnership series , we’ve talked about a best-practice process to create net new sales opportunities. Gartner Group conducted a study that shows there is no correlation between post-sale customer service and growing revenue at a customer. To recap: customer-centricity is integral to driving value.

Loyalty 49

Loyalty Margin Study Webinar Metrics 49

Hubspot Sales

SEPTEMBER 3, 2019

Net profit margin determines how much your company will profit during this time period. Use this formula to find net profit margin: (Net Income / Net Sales) * 100. Percentage of time spent on the phone - This shows how much time reps spend engaging with prospects in calls to move their deals forward.

Lead Rank 97

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 97

Zoominfo

DECEMBER 5, 2017

Everything from the channel you select to the language you use impacts how your prospect will respond. Salespeople spend one-third of their day actually talking to prospects. Emailing (21%) Data Entry (17%) Prospecting & researching leads (17%) Internal meetings (12%) Scheduling calls (12%) 3. daily activities, including 36.2

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. A recent Aberdeen study reveals that users of CPQ will shorten sales cycles by a rate 13 times that of non-users. CPQ Boosts Profits.

Hiring 48

Hiring Margin Proposal Penetration 48

SBI

MAY 2, 2018

Understand every customer and their needs like your best customers, while being highly productive and focused on the best opportunities. Identify and win growth opportunities across your entire customer base through upsell, cross-sell, and pricing opportunities. increase in annual revenue.

Revenue 139

Revenue How To ROI Case Study 139

Apptivo

JULY 11, 2023

Accurate sales predictions, like cracking open a cookie to uncover a secret message, reveal the road to setting attainable targets, making educated budgeting decisions, finding promising prospects, and, eventually, maximizing income. They miss out on capitalizing on rising trends or adapting their tactics to market shifts.

Sales Forecasts 40

Sales Forecasts Forecasting Trends Top of Funnel 40

SBI Growth

SEPTEMBER 3, 2012

The prospect of tracking your critical activities may sound like having teeth pulled, but it’s an insightful exercise for sales reps. Keep in mind some selling activity can be delegated such as account research or partner meetings tied to an opportunity. The first strategy - get clear on where you spend your time.

Segment 288

Segment Maximizer Margin Banking 288

Janek Performance Group

MARCH 27, 2023

Sales Process Definition: Gartner defines the sales process as a systematic, multistep approach that enables a sales force to close more deals and increase margins. The more friction you require your prospects to tolerate in your sales process, the longer the decision-making process.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Braveheart Sales

JANUARY 30, 2020

times the profit margin). Sources: Boston Consulting Group; Aberdeen sales force study – Onboarding 2013]. Complete with steps and milestones that predict higher level success with targeted opportunities. The compelling reason that the prospect might purchase – and just how compelling the reason is.

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Crunchbase

OCTOBER 14, 2020

A good sales analyst will be able to create accurate forecasts within a 2 percent margin of error. An increase in leads alone doesn’t mean they will maintain the same engagement or conversion rate, but by having a bigger pool of opportunities, they should be able to find more monthly recurring revenue to convert.

Data 122

Data Churn Hiring Forecasting 122

Sales Evangelist

DECEMBER 24, 2019

Great salespeople who know they are guides for prospects and clients make great B2B sales reps. He talked to people who were marginalized by society and could relate to them. As a result, they became marginalized citizens. As a B2B sales rep, how do you show your clients and prospects you empathize with their needs?

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Corporate Visions

OCTOBER 31, 2019

You need to offer up relevant case studies, ROI calculations, and quantified strategic results as the price of entry. That’s what we set out to learn in our latest research study. This “Unconsidered Need” may be a problem or missed opportunity the executive doesn’t know they have or doesn’t fully appreciate.

ROI 64

ROI How To Vendor Study 64

Highspot

SEPTEMBER 6, 2023

That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Key Value Selling Strategies To truly connect with prospects, you must marry sales strategy and genuine pain point understanding with the ability to communicate.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Hubspot Sales

MARCH 15, 2021

Sales gamification is the process of turning pipeline tasks, like calling prospects, setting meetings, and closing deals, into a game. Kenco implemented a sales gamification tool that gave them a 45% increase in bottom-line sales margin. What is sales gamification? Employees at Microsoft are 3.5 Image Source. SalesScreen.

Sales Qualified Lead 133

Sales Qualified Lead How To Motivation Lead Rank 133

Crunchbase

JANUARY 26, 2021

Studies found that around 18 percent of deals took more than a year to close fully – a common concern in the B2B landscape. The pandemic meant many companies were dealing with lower profit margins and a limited amount of spending budget. Guided selling operations led to a 30 percent increase in the chance of winning opportunities.

Trends 98

Trends Social Media Discount Decision Maker 98

Pipeline

MAY 30, 2023

Your technology stack includes lead forms, lead qualification, prospecting, email, and CRM management tools. Marketing creates educational content; this attracts subscribers and prospects. Sales reps are expected to prospect for leads and work with their contacts independently. One perspective matters above all – your customers.

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

The Brooks Group

JANUARY 24, 2018

In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. Your salespeople likely have a small window to meet face-to-face with prospect and customers. There’s no better way to lose a prospect’s attention than to drone on through the bullet points of a slide deck.

Guidelines 49

Guidelines Closing Case Study Face-to-face 49

SBI

MARCH 25, 2014

Although the study focused on professional service firms in accounting, engineering and IT, the findings apply across the board, whether you are selling complex software solutions or ball bearings. Buyers rate fit equal to price in importance, but sellers underestimate it by a wide margin. This strategy has many payoffs.

Research 134

Research Buyer Scale Hiring 134

Showpad

OCTOBER 28, 2020

A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. If you as a sales rep have to start somewhere — and you’re in the first stages of prospecting without much support from other departments — LinkedIn is as promising a launchpad as any. No pressure. That’s useful because the No.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Sales Hacker

FEBRUARY 26, 2019

Then, your prospect drops this on you: “We like you, but you need to do something about that price.”. Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Simply put, salespeople are the last line of defense of every business’ margins.

Negotiation 88

Negotiation Discount Margin Buyer 88