Janek Performance Group

OCTOBER 22, 2021

This is just one example of a sales technology interfering with the customer relationship. Technology is supposed to make it easier and more efficient to reach prospects and sell to customers. And the good news is, when the right technology is combined with the right strategy, processes, and skills, it certainly can.

Top of Funnel 118

Top of Funnel Exercises Sales Technology Churn 118

Vendor Neutral

JULY 30, 2021

Getting it right can have a hugely positive impact on your bottom line, but with the sudden introduction of hybrid working and remote teams, there are significant challenges RevOps must overcome. Which sales technology tools and solutions can arm RevOps with everything they need for success. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Hubspot Sales

MARCH 18, 2019

Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople. That's just part of the job.

Prospecting 91

Prospecting Hubspot CRM Decision Maker 91

Zoominfo

SEPTEMBER 24, 2021

More than 20 years later, sales professionals are on the verge of another groundshift, this time to sales automation tools. Evidence suggests there will be increased adoption of this software and, similar to CRM, it will change how sales teams prospect and engage with leads.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

No More Cold Calling

MARCH 29, 2018

Just because someone agrees to connect on social media does not make that person a qualified sales lead. Qualified prospects are actually interested in your product or solution. They expect (and want) to hear from your sales team. What’s the better way to get qualified sales leads? Strangers on social media do not.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

SBI

JUNE 2, 2020

Without meaningful data, your salespeople could be calling on prospects that are least likely to buy when they could be calling on prospects that are most likely to buy. In our webinar, I mentioned a shocking stat: 50% of your prospects aren’t a good fit for what you sell. [1] 1] Marc Wayshak Research 2019.

CRM 122

CRM Data Revenue Ideal Customer Profile 122

SalesLoft

JULY 22, 2022

You and your team can use a sales technology like Salesloft to scale parts of your cold email marketing campaign. To build the best cold email for your target audience, research your prospects’ pain points. For example, if your prospect is content with their current processes, your email won’t have much of an impact.

Email Marketing 59

Email Marketing Scale Marketing Top of Funnel 59

SalesLoft

JULY 11, 2023

Sellers face a daily battle to close every opportunity and renewal, and prospects regularly don’t show up to meetings, or worse — back out of committed deals. With so much on the line, you can’t afford to waste precious time and money juggling dozens of single-purpose sales tools. Over 60% of organizations are missing their quotas.

Sales Tools 52

Sales Tools Tools Face-to-face Sales Technology 52

Vendor Neutral

AUGUST 13, 2021

Strategies For Successful Cold Calling: How to Engage Prospects While Cold Calling in a Digital Era. Many sales representatives hear the words “cold calling” and groan. In fact, according to these statistics , 63 percent of sales reps list cold calling as the single worst part of the job. Adapt to the New Cold Calling.

Cold Calling 85

Cold Calling Webinar Metrics Strategy Lead Rank 85

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Prospects can be unpredictable. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible.

Sales Methodology 124

Sales Methodology Sales Process Report Survey 124

Highspot

FEBRUARY 25, 2024

They oversee behind-the-scenes activities and administrative tasks so sales reps can focus on lead generation and closing deals. Sales ops streamline sales processes, manage sales technology, monitor sales metrics and dashboards, and align sales strategies with business priorities.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. It is a place for networking, research, and engaging audiences, not for pitching prospects. One of the biggest mistakes I see social sellers do is rush to move the sale ahead. 5 Social Selling Don’ts.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Pipeline

MARCH 27, 2017

I recall reading Skip Miller’s “ProActive Sales Management”, where he states: “If you, as a sales manager, do not know if you are going to make the year after the first quarter, the battle is over. I should think we can include front line sales people. Now you better be lucky.” Your Quota Is Not A Plan.

Account Based Marketing 120

Account Based Marketing Quota Pipeline Construction 120

Highspot

JULY 6, 2023

Mastering the right sales skills can transform each customer interaction into a compelling relationship that positions your products or services as the perfect solution to their needs. Look at this article to see if your sales team’s performance is on par with peers. What does good training for a sales career look like?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

JUNE 26, 2023

Lead generation specialists play a crucial role in the sales process. Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. Alead generation specialist is one of the first people a prospect interacts with.

Lead Generation 88

Lead Generation Sales Qualified Lead Hiring Leads 88

Zoominfo

MAY 23, 2019

Most companies have a system in place to collect information from prospects, customers, lead generation efforts, email campaigns, and networking events. If you are struggling to find data to support your PR initiatives, conduct a quick online survey of your customers, prospects, and website visitors.

Data 188

Data Strategy Survey Retail 188

Sales Hacker

NOVEMBER 22, 2021

They can ensure there’s buy-in from the sales teams, upload and maintain sequences into Outreach , track content performance, and build on what’s most effective. The adoption of new sales sequences hinges on having buy-in from your frontline reps. Find out what your SDRs are hearing from their prospects. Value proposition.

Ideal Customer Profile 99

Ideal Customer Profile Scale How To Webinar Metrics 99

Highspot

FEBRUARY 1, 2022

To maximize the success of campaigns and ensure that every prospect is kept in your sphere, even if they’re not ready to buy, marketers should design and develop lead nurturing, sales development, and lead capture follow up strategies and tactics. Was a prospect particularly interested in a specific product?

Lead Nurturing 105

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 105

Vendor Neutral

JUNE 1, 2021

Join our free webinar to learn how industry leaders are shifting their thinking to create sales presentations that actually work in today’s landscape! Engage your prospect from the first minute of your sales presentation. Increase business opportunities by positioning yourself as a strategic partner. Our Panelists.

Constant Contact 52

Constant Contact Webinar Metrics Film Customer 52

The Spiff Blog

JANUARY 9, 2024

If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. Instead, invest in technology that can handle the tedious manual work your reps are currently wasting time on.

Banking 84

Banking Hiring Churn Scale 84

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Technology and Process. Training and onboarding.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Miller Heiman Group

MARCH 13, 2019

Implementing a coaching strategy for your sales managers ensures they coach their teams regularly on the related skills and behaviors that are already addressed in your enablement services. Don’t Let Your Sales Technology Operate on Autopilot. Sales technology, such as your CRM platform, can also provide actionable data.

Sales Enablement 107

Sales Enablement Course Scale Sales Technology 107

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. Three top sales leaders in EMEA recently joined me to chat about these topics. Prospects will value that. Henrique Moniz de Aragao: As a sales leader, you need to be thinking about technology.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Zoominfo

JUNE 3, 2018

If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals. Strong branding creates a positive customer experience—and positive customer experiences improve your brand. Don’t believe us?

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

SalesLoft

JULY 8, 2022

But taking our time, with both technology and sales, has turned out to be a positive. I’ve seen it firsthand in our EMEA sales team’s remarkable 2021 growth and heard about it from many other sales leaders in the region who tell me the same. . Put Strategy Behind Sales Technology Purchases.

Hiring 52

Hiring Scale Sales Technology Sales Talent 52

SBI

FEBRUARY 10, 2020

Sales managers must train up new reps on products, talking points and value propositions, objection handling, sales operations, and much more, and do it as quickly as possible so they can begin hitting quota and contributing to the company’s bottom line. An area less explored however is how AI can actually help scale sales managers.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. LinkedIn ®. Not Applicable.

ROI 122

ROI Sales Tools Tools How To 122

SBI

JUNE 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Hiring 86

Hiring Lead Rank Lead Scoring Scale 86

InsightSquared

MARCH 20, 2019

The good news is that there’s no consensus on what works and what doesn’t work, since every director, manager, and SDR for that matter thinks that they have the secret sauce of connecting with prospects. The role will now require mastery in different areas to differentiate and provide value to prospective companies. Prospecting.

Hiring 97

Hiring Scale Networking Inside Sales 97

Chorus.ai

OCTOBER 7, 2021

Between the inspiring line-up of speakers and incredible insights delivered by leaders and reps alike, we’re confident that attendees came away with a renewed commitment to help solve the problems of their customers and prospects. He did a phenomenal job at connecting the data to actionable insights for sales teams large or small.

Conversion 118

Conversion Video Face-to-face Call-back 118

Highspot

JANUARY 29, 2024

Maintaining composure, offering informed advice, and demonstrating empathy during negotiations positions sellers as trusted advisors. 7 Sales Negotiation Strategies to Close More Deals Sales negotiation strategies are essential for navigating the complexities of deal-making and securing favorable outcomes.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Hubspot Sales

NOVEMBER 21, 2019

Although some technology has proven to be more useful than others, one piece of sales technology that’s here to stay is customer relationship management (CRM) software. It tracks and manages all interactions and communication your reps have with prospects and customers. Be reminded to follow up with prospects.

System 109

System CRM Benefit Scale 109

SalesLoft

NOVEMBER 27, 2023

In short, sales engagement delivers a higher quantity and quality of selling time. Sales engagement tools guide sales reps through a consistent, repeatable process that streamlines workflows to create meaningful, personalized interactions with prospects and customers throughout the revenue lifecycle.

Lead Rank 52

Lead Rank Lead Scoring Forecasting Microsoft 52

SBI

DECEMBER 15, 2020

Showing discomfort can lead to our prospects ignoring our meeting requests. There are three things to juggle during the sales conversation: Understanding the buyer’s needs and purchasing dynamics, Leading the buyer to a solution/outcome we desire, and Using the technologies while we’re doing 1) and 2). Hans Fuller.

Conversion 127

Conversion Sales Cycle Energy Tools 127

Tenbound

JANUARY 26, 2024

This approach establishes trust, positions you as an expert, and gives them a reason to engage further with you. Specific outcomes resonate stronger and increase the likelihood of a positive response. Segment your prospect list based on specific criteria and tailor your language and content to each segment.

Case Study 64

Case Study Segment Social Media Follow-up 64

InsideSales.com

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As a result, many sales technologies saw rapid growth, and sales teams shifted their priorities and strategies. Lead Quality and Account-Focused Strategies Dominate.

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Hubspot Sales

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Hiring 104

Hiring Salary Top of Funnel Commission 104