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

Women Sales Pros

AUGUST 9, 2019

The salesperson’s prior successful sales experience involved selling a need-to-have product, one where deadlines – not just great selling skills — sometimes drove the decision. More perseverance, more follow-up and new selling skills were required to sell these types of services.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

Sales and Marketing Management

MARCH 8, 2018

Your salesforce is diverse, but. That said, it’s more than just having a challenging job, it’s also about improving selling skills that reps need to succeed. “To Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male? Stop chasing unicorns.

Incentives 198

Incentives Incentive Lead Rank Pharmaceuticals 198

Women Sales Pros

OCTOBER 11, 2019

How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? And how many sales managers have watched this same salesperson conduct a sales conversation with a tough prospect in which none of those selling skills showed up?

Film 86

Film Selling Skills SalesForce Influencer 86

Mereo

FEBRUARY 8, 2023

In that same report, McKinsey found that 72% of B2B companies selling with seven-plus channels grew faster than those with fewer. What channels should your selling company invest in then? And what roles do your salespeople and your marketing teams serve in this buyer-empowered sales model? We at Mereo have the answers.

Face-to-face 41

Face-to-face Channels SalesForce Buyer 41

Allego

MAY 2, 2019

Today’s post is by Colleen Stanley, president of SalesLeadership—a leading sales development consulting firm that specializes in emotional intelligence and consultative sales skills training. Empathy is a powerful influence selling skill. Companies are always focused on new strategies to acquire clients.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

Adaptive Business Services

SEPTEMBER 1, 2021

In an earlier article I spoke a bit about returning to my roots … selling. I tried marketing, I failed abysmally, and I hated every minute of it. Now, if you are a national firm with an unlimited budget, I’m sure that you could pay someone to customize, say Salesforce, to meet your needs. I’m a salesperson to the bone.

Relationals 71

Relationals Industry Hiring Ideal Customer Profile 71

Miller Heiman Group

FEBRUARY 20, 2020

Many sales managers believe that they don’t have enough time to coach , especially those who oversee a large salesforce. To be most effective, sales coaching needs to expand to cover all areas of selling, not just how to convert specific leads and opportunities, and follow a perspective-based approach. Focus on Quality, Not Quantity.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Women Sales Pros

SEPTEMBER 13, 2019

Instead of making excuses for your sales slump, apply the powerful EQ skill of self-awareness. What selling behaviors have I stopped doing? What selling skills need some serious sharpening? Slow down to speed up. Carve out time to think instead of running around in circles of self-doubt.

Sports 83

Sports Selling Skills SalesForce Consultative Selling 83

Allego

JANUARY 6, 2023

What’s the most effective way to train your reps and get them selling faster? How do you ensure your sellers use the content that marketing creates? Do your sales reps have the skills to sell in virtual or hybrid settings? The solution: Implement a sales training program that offers skills and flexibility.

Webinar Metrics 62

Webinar Metrics Sales Enablement Buyer Coaching 62

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Women Sales Pros

DECEMBER 27, 2018

You will find two key differentiators: Conviction – The salesperson selling value and at full margin has no doubt that her product, service, and expertise are worth it. Selling skills – Salespeople that sells on value has put in the time to become masterful at the art and science of sales.

Hiring 93

Hiring Margin Selling Skills Discount 93

Women Sales Pros

AUGUST 2, 2019

As an international sales keynote speaker, she ranks in the top five and has been recognized by Salesforce as one of the top 7 influential sales experts in the 21st century. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

Sales Leadership 89

Sales Leadership Chemicals Face-to-face SalesForce 89

Women Sales Pros

OCTOBER 26, 2018

As an international sales keynote speaker, she ranks in the top five and has been recognized by Salesforce as one of the top 7 influential sales experts in the 21st century. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

SalesForce 90

SalesForce Consultative Selling ACT Up-Sell 90

Women Sales Pros

NOVEMBER 1, 2019

As an international sales keynote speaker, she ranks in the top five and has been recognized by Salesforce as one of the top 7 influential sales experts in the 21st century. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Mindtickle

JUNE 19, 2020

Personalizing and adapting two-way communication, enabling new and upgraded remote selling skills while enabling visibility and the ability to intervene with proactive coaching (even at a distance) is a North Star for the emerging normal. Reps must be able to consume content on their own schedule and modality.

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. He may have been referring to the US market but, globally, we will see a slower return to our usual sales patterns.

Meeting 156

Meeting Face-to-face How To Call-back 156

SalesHandy

JULY 15, 2018

Gary is the CEO of Vayner Media, a full-service digital agency helping Fortune 500 companies to drive the best business outcomes using influencer marketing, class creative, media & much more. Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. CEO@Salesforce.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Women Sales Pros

JANUARY 22, 2019

As an international sales keynote speaker, she ranks in the top five and has been recognized by Salesforce as one of the top 7 influential sales experts in the 21st century. She is the creator of the Ei Selling® System , a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. When training B2B sales professionals, it’s important to focus on a skill set that aligns with its unique nature. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Showpad

APRIL 9, 2020

In this blog, we’ll discuss how to implement a successful coaching culture for a virtual workforce, as well as the tools and techniques leaders should leverage to boost reps’ selling skills, knowledge and overall performance. Sales coaching involves providing ongoing instruction and advice to develop sales skills.

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

The Sales Developers

DECEMBER 6, 2019

Whether you are trying to dominate the market you’re in or not, that means you’re going to have to have a specialized data team, whether internally or externally. Some of these results of that wasted effort might sound familiar to you: “You integrate with Salesforce? We aren’t on Salesforce.” = poor targeting.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

Mindtickle

SEPTEMBER 4, 2020

In response to shifts in buyer and market demands, enablement has at once had to reinvent messaging, sales tactics and processes, all while helping sales teams navigate a heavier reliance on technology. Enablement also must develop virtual selling and tools programs that teach sellers about all the tech tools available to engage buyers.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

Mindtickle

JUNE 28, 2021

But with sellers entering more competitive markets, it’s time to hit reset. Selling behavior : Evaluate how articulate and enthusiastic a rep is on a call, voicemail or presentation as well as the tone. This will gauge their overall confidence in selling your solution. . Technology skills : How well do your reps use sales tools?

Coaching 95

Coaching Data Sales Coaching Conversion 95

Women Sales Pros

AUGUST 23, 2019

The best salespeople are other-absorbed, not self-absorbed, and you can tell it by their marketing messages and sales conversations. The best salespeople are other-absorbed, not self-absorbed, and you can tell it by their marketing messages and sales conversations. Look at your sales and marketing collateral.

Collateral 83

Collateral Social Media Education Channels 83

SalesHandy

JULY 15, 2018

Gary is the CEO of Vayner Media, a full-service digital agency helping Fortune 500 companies to drive the best business outcomes using influencer marketing , class creativity, media & much more. Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. CEO@Salesforce.

Influencer 52

Influencer LinkedIn Social Media Demand Generation Agencies 52

Showpad

JULY 7, 2020

Think about this for a moment: 57% of salespeople didn’t make their quota last year, according to a Salesforce study. It is vital that the customer journeys for the most relevant selling and buying scenarios have been mapped out with customers, assisted by CX, marketing, sales and customer success. It’s getting access to them.

Sales Enablement 137

Sales Enablement Hiring Forecasting Engineering 137

Mindtickle

JUNE 19, 2020

Personalizing and adapting two-way communication, enabling new and upgraded remote selling skills while enabling visibility and the ability to intervene with proactive coaching (even at a distance) is a North Star for the emerging normal. Reps must be able to consume content on their own schedule and modality.

Coaching 52

Coaching Face-to-face Sales Enablement Trends 52

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

Nutshell

AUGUST 4, 2020

This is a fun sales podcast that’s sure to boost your selling skills. Each episode shares relevant and actionable advice for modern sellers like how to sell with confidence, how to handle no-shows, and how to craft the perfect pitch. His videos cover topics like social selling, using Salesforce, cold calling, and more.

Resources 71

Resources Hiring Channels Cold Calling 71

The Digital Sales Institute

AUGUST 30, 2023

Whether you are an experienced salesperson or just starting out in your career, mastering these skills will help you improve your performance and achieve your sales goals. Skilled salespeople can be defined as those who become market experts, researchers and have a keen interest in the customers business and needs.

Objections 52

Objections Face-to-face Motivation Hubspot 52

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. This helps them have successful conversations and improves go-to-market initiatives by 50%.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. This helps them have successful conversations and improves go-to-market initiatives by 50%.

Training 52

Training Scale How To Hiring 52

Gong.io

DECEMBER 15, 2022

Sales territory mapping is the process of defining the areas of your target market that sales reps are responsible for growing. Divide markets strategically . After all, you choose how your market is divided, and you choose which reps to assign to each territory. Common goals include: Growing market share in a particular region.

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Mindtickle

SEPTEMBER 4, 2020

In response to shifts in buyer and market demands, enablement has at once had to reinvent messaging, sales tactics and processes, all while helping sales teams navigate a heavier reliance on technology. Enablement also must develop virtual selling and tools programs that teach sellers about all the tech tools available to engage buyers.

Hiring 52

Hiring Distribution Coaching Webinar Metrics 52

Mindtickle

JUNE 28, 2021

But with sellers entering more competitive markets, it’s time to hit reset. Selling behavior : Evaluate how articulate and enthusiastic a rep is on a call, voicemail or presentation as well as the tone. This will gauge their overall confidence in selling your solution. . Technology skills : How well do your reps use sales tools?

Coaching 52

Coaching Data Sales Coaching Conversion 52

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. Stay Relevant Ensure that your aims are in line with the current market conditions and fit into your business’s overall objectives. Don’t be the salesperson trying to sell ice to Eskimos.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52