Janek Performance Group

APRIL 15, 2024

By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Sales and Marketing Management

DECEMBER 14, 2020

This technology must be combined with research, engagement and technical aptitude in order to be effective and produce results. However, preparation is one element of the new sales meetings that should not change. To prepare for such meetings, sellers completed intense research before sitting down with prospects.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Janek Performance Group

MARCH 8, 2024

In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In addition, look for success measured with metrics comparable to your own. But if it does not pertain to what you do, it will not benefit your organization. And they approached sellers.

Training 62

Training Face-to-face Education Negotiation 62

Partners in Excellence

FEBRUARY 8, 2024

Sadly, too much of this is from smart people who should know better. Yet, somehow they are seduced by the sounds of their own voices reinforced by countless, “100% man…… Such great insight… Wow brilliant… !” ” Today, I saw something from a very smart individual, someone who should know better.

Buying Cycle 113

Buying Cycle Outbound Data Channels 113

SalesFuel

MARCH 27, 2024

Sellers need to use effective voicemail techniques to get their calls returned. But research shows that most sellers don’t ever get a response. As Steli Efti writes for Close , sellers can entice buyers with a sneak preview of the conversation to come. Hopefully, you’ve done research on the prospect prior to the call.

Hiring 52

Hiring Call-back Buyer Research 52

Janek Performance Group

FEBRUARY 20, 2024

This includes: Preparing notes Eliminating distractions Offering value Notes include information from your research, such as data about their industry. In sales, every interaction should provide value based on the stage of the process. When sellers understand their competition, they can better differentiate their solutions.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Zoominfo

OCTOBER 15, 2020

The ability to identify which companies are in-market for specific products and services today has made intent the fastest growing data category over the last two years, with use increasing from 28% to 62% in companies surveyed by TOPO , the sales and marketing research arm of Gartner. What do marketing and sales teams do with that signal?

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

The Pipeline

SEPTEMBER 23, 2021

Sales Enablement is a hot topic, and as such, some will abuse it for their own good (or bad). Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years).

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Mindtickle

APRIL 23, 2024

After all, they are responsible for building, supporting, and leading a team of sellers so they have what it takes to close deals. 0 The number of sellers the average manager oversees Sales managers must master a certain set of skills to be successful in their roles. This approach simply doesn’t work. revenue increase.

Sales Management 52

Sales Management Training Hiring How To 52

Partners in Excellence

OCTOBER 5, 2023

I asked the question, “How will you be making a decision on how do implement this initiative?” ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? Who should I be involving in the decision?…

Face-to-face 96

Face-to-face Buying Cycle B2B Customer 96

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can!

Buyer 93

Buyer Face-to-face Proposal Up-Sell 93

Allego

JANUARY 24, 2023

Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. How do you change that? How do you help your sellers get out into the field and sell more?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Crunchbase

JANUARY 13, 2023

Before the birth of the hybrid buyer, sellers were in control. When businesses wanted to purchase a product, service or software, they simply picked up the phone and chatted with a seller. The seller could then explain how they compared to the competition and determine a reasonable price. Easy, right? Search less. Close more.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. Subscribe here to read upcoming research. For today’s sellers, these factors have ushered in digital transformation across your organizations, dozens of new technologies at your disposal, and the requirement to master new skills.

Data 121

Data Closing Buyer Call-back 121

SalesFuel

APRIL 3, 2024

In fact, for one professional, it’s the most important skill a seller can possess. “I Specifically, being resilient helps sellers: Handle rejection Overcome objections and other obstacles (such as economic conditions) Stay motivated Thankfully, this is a skill that you can develop and grow over time.

Hiring 40

Hiring Face-to-face Territories Motivation 40

Partners in Excellence

OCTOBER 3, 2023

Too often, sellers catch customers who are very late in their buying cycle. They’ve done all the heavy lifting of trying to figure out what questions they should be asking, who should be involved, the risks, the necessity of changing. What’s it take to do this? Why should we do this?

Buying Cycle 117

Buying Cycle Up-Sell Opportunity Google 117

Vengreso

JUNE 9, 2022

Our recent survey shows that 69% of sellers think that getting the first conversation is harder than presenting a solution or even closing the deal. A sales conversation is simply a conversation between a potential buyer and a seller that has the objective of leading the prospect to purchase a product or service down the line.

Conversion 105

Conversion Outsourcing Services How To Ideal Customer Profile 105

Partners in Excellence

DECEMBER 7, 2022

Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?” Which should cause leaders to think about, “what drives the behaviors and performance of our own people?”

B2B 62

B2B Buyer Research Data 62

Crunchbase

MAY 17, 2023

Companies and sellers no longer have an abundance of opportunities to sell into — every interaction with a potential prospect makes the difference between success and failure. Mix in a tightening macro climate resulting in a decrease in travel expenses, and you have buyers and sellers — again — operating in a remote-first environment.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers.

Customer 154

Customer Lead Rank Lead Scoring Buyer 154

Partners in Excellence

NOVEMBER 8, 2022

But you have to dive into the research to understand it The research actually shows, buying groups tend to spend a total of 17% of their time meeting with suppliers. But you have to dive into the research to understand it The research actually shows, buying groups tend to spend a total of 17% of their time meeting with suppliers.

Customer 88

Customer Vendor Buyer B2B 88

Partners in Excellence

SEPTEMBER 21, 2023

Time management is a huge issue for all of us, but particularly important for sellers. They looked at how sellers are spending their time. Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Or sales planning at 14% of seller time.

Territories 81

Territories Examples Negotiation Meeting 81

Mindtickle

DECEMBER 20, 2023

Sellers who effectively engage their sellers are more likely to close deals. In fact, recent research from Gartner found that 90% of sales leaders plan to invest in “technologies and methodologies to help their sellers engage effectively with prospects and customers.” If so, you’re not alone. It’s as simple as that.

Sales Enablement 52

Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

Janek Performance Group

FEBRUARY 23, 2022

We should appreciate customers on April 18, but do we take them for granted the rest of the year? Sellers should appreciate customers every day. In fact, designating a day belies appreciation—as if sellers do not value customers on other days. Think of your own relationships. Llamas (December 9).

Customer 118

Customer Social Media Hiring Decision Maker 118

Gong.io

DECEMBER 19, 2022

In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. In doing so, your reps become trusted consultants who buyers will turn to for advice on a range of topics — not just those that are related to your product. Research buyers. Here’s why.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Sales Hacker

OCTOBER 20, 2023

Sellers are responsible for educating their buyers digitally through multiple channels. Here is how to think about ownership and process: Ownership Who should take ownership for the creation process and content that the sales team uses – marketing or sales? They need to have relevance and a point of view.” It’s a team effort.

Hiring 105

Hiring Marketing How To Intent Data 105

Hubspot Sales

APRIL 11, 2023

So should you be worried about churn in your sales department? Why do sales teams experience high turnover? HubSpot research confirmed this 35% churn rate. Why do sales teams experience high turnover? MIT research found a toxic culture was 10.4 Your seasoned, super-star reps lead the way. In short, yes.

Churn 114

Churn Hiring Survey Hubspot 114

Selling Essentials RapidLearning Center

JUNE 15, 2022

Question: Should salespeople be product-oriented, or customer-oriented? And yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making presentations. If product talk is what buyers don’t want, what DO they want? And yet salespeople spend only 24% of the time doing that.

Buyer 59

Buyer Journal Survey Research 59

Partners in Excellence

MARCH 7, 2024

.” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you are a marketer, but you are also a terrific seller.” Enjoy Carlos’ story. my pitch!

Up-Sell 108

Up-Sell Intent Call-back Positioning 108

Mindtickle

APRIL 2, 2024

With AI, sellers can boost productivity and close more deals , and CROs are taking note by investing accordingly. By 2025, 0 % of CROs will have a centralized AI operations team on their GTM org The most innovative organizations also incorporate AI in sales enablement to ensure their sellers always have what it takes to close deals.

Sales Enablement 52

Sales Enablement Closing Forecasting Scale 52

Partners in Excellence

JANUARY 25, 2024

Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative. Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” They have solved their problem, they have determined what they want to do.

Competition 107

Competition Customer Buying Cycle Vendor 107

Vengreso

NOVEMBER 10, 2022

When prospects stop responding, what do sales reps do? We welcome one of the biggest champions of agile selling to learn from him what it is, how it works, and why it is the future of how modern sellers should be selling. That’s why this is one episode of the Modern Selling Podcast you do not want to miss.

Lead Rank 103

Lead Rank Buyer Networking Quota 103

Janek Performance Group

OCTOBER 25, 2023

They do not meet cross-selling and account growth targets. This starts with stronger relationships, key to elevating sellers to trusted advisors. As sales environments shift, so do organizations. Do they recognize the opportunities presented? If they’re holding steady, ask how you can do more.

Account 62

Account Survey Analysis Scale 62

Janek Performance Group

DECEMBER 20, 2023

However, as the sales environment shifts, sellers must update how they prospect. Messages need to be researched, targeted, and timely. A sales cadence is an outreach sequence that allows sellers to better connect with prospects. Some sellers start with phone calls and voicemails. All sales organizations need new business.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Janek Performance Group

AUGUST 24, 2021

While this can present challenges for sellers, it also presents opportunity for consultative sales pros to achieve more than a mere short-term sale. As buyers gain access and options, today’s sellers must offer more value. Now, the question for sellers is how to do more for buyers who need more than just a salesperson.

Film 118

Film Buyer Decision Maker Case Study 118

Allego

SEPTEMBER 29, 2020

But technology isn’t all sellers need. You also need to add research, engagement, and technical aptitude to your toolbox of selling techniques. Prospect Research: Prep Like You’re In Person. Sellers did intense research and preparation before sitting down with prospects. Zoom is a different animal.

Face-to-face 98

Face-to-face Ideal Customer Profile Conference Travel 98

BuzzBoard

OCTOBER 3, 2023

When your customers are savvy, discerning, and constantly bombarded with a barrage of sales pitches and marketing messages, how do you plan to stand out in this crowded digital arena? Creating Hyper-personalized Conversations by Leveraging Generative AI We are the Hyper-Personalization Content Machine for B2SMB Sellers! Here’s how.

Lead Rank 105

Lead Rank Scale Sales Qualified Lead Demographics 105