Janek Performance Group

APRIL 2, 2024

Our recent webinar Turbocharging Business Development Strategies introduced measurement at the macrolevel. Key Metrics for Measuring Effectiveness Measuring the effectiveness of your business development strategy starts with identifying your goals and objectives. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Sales Hacker

OCTOBER 10, 2019

Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business.

Government 58

Government SalesForce Objections Lead Rank 58

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. All of these results-focused activities and all of your seemingly unlimited energies are directed at a highly targeted end-goal: generating the maximum amount of revenue from your territory. It is aptly referred to as the Shiny Object Syndrome.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. Related: How to Overcome the 10 Most Common Sales Objections.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. Finally, we were able to remove the impact of territories, product lines, and competition. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. I sat staring at the Dun & Bradstreet printout. A lot has changed since then — or has it? Preparation.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Sales Hacker

MAY 5, 2020

We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. In a recent webinar, I worked with our sales team to share winning COVID-19 cold email templates SDRs can use. It’s like a sudden punch to the gut, isn’t it? Pivot with Pressure-Free Follow-Ups.

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

SBI

NOVEMBER 10, 2020

We all appreciate a sales process focused on helping us solve a real pain point or achieving a specific objective. What insight or analytics can you offer to further your buyer’s goals and objectives? Often in large organizations, there are competing interests or unclear paths to achieving goals and objectives.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Understanding the Sales Force

JANUARY 28, 2014

At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you). On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. Buyer Personas answer the following key questions: What are the buyer’s objectives? Does it consist of webinars on the product features of the new offering? Often a new product comes out targeting a subset of your customer & prospect base.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Xactly

JANUARY 18, 2019

And, ultimately, Insights customers achieve 10% higher sales objective attainment than non Insights users. It identifies your capacity needs, quota allocations, and sales territory design. Optimized territories then ensure reps have the opportunities they need to reach quota. Bring Together the Right Planning Team.

Commission 81

Commission Incentives Incentive Compensation 81

The Pipeline

AUGUST 10, 2011

We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales. Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Jeffrey Gitomer

MARCH 8, 2011

You KISS’d it & managed to cover a LOT of territory very clearly. Jeffrey Webinar. Overcoming Objections. Are your sales people whiners? Stop whining and be the solution to your own problems. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Dave Heinrich says: March 9, 2011 at 7:14 pm. Let me know.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

The Pipeline

FEBRUARY 8, 2012

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Objection Handling. Territory Alignment. Next Steps. Focus on progress not difference. What’s in Your Pipeline?

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Xactly

MAY 31, 2018

Register for the webinar series, "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover sales performance management opportunities by leveraging artificial intelligence (AI) and machine learning (ML). Register for Webinar. The Challenges of SPM and ICM without Automation.

Enterprise 50

Enterprise Enterprise Scale Compensation 50

The Pipeline

NOVEMBER 10, 2011

The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Objection Handling. Territory Alignment. Focus Roundtable Free Online Event. Thursday November 10, 2011 3:30 pm Eastern. The question is: What should one’s sales prospecting strategy be? Guest Post. Negotiations.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Jeffrey Gitomer

MAY 9, 2011

” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Jeffrey Webinar. Overcoming Objections. Poor work habits: Getting to work late, or barely “on time.” ” Not spending your time with people who can say “yes.” Get Sales Blog Updates. Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Objection Handling. Territory Alignment. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. Guest Post. HR Management.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Mindtickle

AUGUST 28, 2020

Reps can provide insight into how demand has changed in their territory, what the most frequent objections are, which channels perform best and the ideal customer profile. For more information, check out my webinar, Sales Enablement Hacks: Keeping Remote Sales Teams from Falling Asleep Into the Next Normal.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

The Pipeline

OCTOBER 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Objection Handling. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s Start With the End! Sales eXchange – 118.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

NOVEMBER 25, 2011

Changing mediums, my webinar Leveraging Trigger Events for Sales Success , a jolly romp of triggers triggered and dodging bullets; is up for Top Sales & Marketing Webinar. Objection Handling. Territory Alignment. Almost looks like we should form a band, but no surprise, top bloggers lead to top posts. Guest Post.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

SBI

AUGUST 15, 2019

The program received more than 4,000 nominations this year, with entries from organizations in 74 nations and territories. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Every effective sales force needs the right combination of confidence and competence.

SAP 71

SAP Analysis Sales Enablement Industry 71

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Objection Handling. Territory Alignment. Download the latest version here. You also need to have JavaScript enabled in your browser. Next Steps. Use the demo to “Close” not to open. What’s in Your Pipeline?

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

DECEMBER 12, 2011

Why not, because everyone realised value, and since value is subjective, it is not tied to a specific number, but to other elements, usually the buyers’ objectives and the challenges they perceive in attaining them. If their objectives were easily attained, they would get to it and do it. Objection Handling. Territory Alignment.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

DECEMBER 7, 2011

Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Social Buying. Social media. Social Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Allego

MARCH 6, 2019

In this case, further research suggests that the schism is between tactical coaching–talking about territories and deals—and a more strategic approach, where the focus is on sales competencies and skills. We then subdivided by their relevance to either short-term objectives or longer-term skills development goals.

Coaching 54

Coaching Webinar Metrics Territories Survey 54

The Pipeline

NOVEMBER 16, 2011

Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Social Buying. Social media. Social Selling.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 23, 2012

Most in sales are comfortable with planning on an annual level, territory level and account level. Making sure that they are aligned around the specifics you need to get done this week, in order to deliver against you broader objectives. Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. Next Steps.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

FEBRUARY 24, 2012

Leverage your personal experience and the collective experience of your company to understand what the most likely objectives of your prospect are, to develop a strategy and execution plan. Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Next Steps.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

OCTOBER 26, 2011

Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Social Buying. Social media. Social Selling.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 18, 2012

Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Social Buying. Social media. Social Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

MARCH 7, 2012

Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Impact Questions. Interactive Selling. Lead Management. Negotiations. Next Steps. On-Line Conference. Plagiarism. Presentation. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Social Buying. Social media. Social Selling.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

JANUARY 27, 2012

Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Objection Handling. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s Guest Post. Hiring Sales Talent.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

InsightSquared

APRIL 1, 2019

or a primed opportunity (thanks rep who I inherited the territory from!). For example, if your reps are focused on pipeline development milestones in month two, month two (not week one) is the perfect time to assign them courses on research, effective outreach, and overcoming objections. Finally, remember to support your reps.

Quota 99

Quota Sales Enablement Sales Leadership Pipeline 99