Janek Performance Group

OCTOBER 4, 2022

The cost and expertise required to produce content continue to drop and now there is no reason for sales organizations and their sales reps not to be producing content. This year, LinkedIn has been busy and launched several new initiatives to help sales reps and their organization expand their reach. Notification Bell.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Read more… Top Marketing Tools. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

InsideView 127

InsideView Tools Decision Maker Twitter 127

Understanding the Sales Force

DECEMBER 22, 2015

My final blog post of 2015 is a brag article. Feel free to stop reading now if you don't care about the outcome of the 2015 Top Sales Awards. Instead, all of the winners were determined by a panel of 24 judges, all sales experts who were not nominated for awards this year.

Groups 120

Groups Objections Sales Tools 120

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Web Tools'

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

The Sales Hunter

JANUARY 15, 2015

Are you going to be as successful as you think you can in 2015? I am pleased to announce the release of Breakthrough Sales University. It has the tools you need to get you to the […]. Blog Consultative Selling breakthrough sales university' How much more successful do you feel you could be?

Consultative Selling 100

Consultative Selling Tools Sales 100

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

DiscoverOrg Sales

OCTOBER 23, 2016

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

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. The result?

ROI 112

ROI Sales Tools Tools How To 112

Sales and Marketing Management

SEPTEMBER 2, 2015

Issue Date: 2015-09-01. Author: Paul Nolan. Teaser: The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. read more

Tools 120

Tools Travel Incentives Incentive 120

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Anthony Cole Training

MAY 20, 2015

I’ve read books and articles and listened to keynote speakers talk about sales talent. For a problem that seems to be so obvious, you would think that, as an industry, we would work hard to ‘find a cure’ to the high cost of hiring the wrong sales people. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

Sales and Marketing Management

MAY 15, 2015

Issue Date: 2015-05-15. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Author: Miles Jennings, CEO and founder, Recruiter.com.

Tools 120

Tools Customer CRM 120

Sales 2.0

NOVEMBER 12, 2014

I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? Below are excerpts from our six favorite talks at Sales Hacker Conference.

GoldMine 150

GoldMine Strategy Conference Inbound 150

Your Sales Management Guru

NOVEMBER 10, 2014

Are You Ready for 2015 Business Planning ? Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. It is a comprehensive tool designed to reflect your maturity level and an organization. Still true?

Vendor 78

Vendor Face-to-face Objections Channels 78

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Understanding the Sales Force

JUNE 20, 2023

Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Salespeople can self-motivate, sales managers can do this to motivate their salespeople, sales leaders can use this to motivate their sales managers and CEOs can leverage this to motivate their top Sales Leader.

Motivation 156

Motivation Pipeline Hiring How To 156

SBI Growth

SEPTEMBER 15, 2014

Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful. We’ve also invested in mobile tools.

Training 302

Training Sales Enablement Sales Operations Coaching 302

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Partners in Excellence

DECEMBER 6, 2022

A few colleagues and I sat down, looking at research data of overall sales performance for a number of years. Some of the data went back as far as 2015. We didn’t have data on YoY revenue growth, but anecdotally since 2015, we’ve seen good growth, particularly in the technology sectors.

Face-to-face 115

Face-to-face Maximizer Buying Cycle Report 115

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Gamification.

Fashion 91

Fashion Face-to-face Social Media Analytics 91

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0

B2B 392

B2B Cold Calling PointClear Outbound 392

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. Finalizing the 2015 Sales Strategy.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Highlights: (9:13) Transitioning from IC to sales leadership and driving a forecast cadence. (18:20) Brought to you by Orum.

Engineering 104

Engineering Revenue Buyer Persona Account Based Marketing 104

Cincom Smart Selling

DECEMBER 8, 2015

CPQ is part of a B2B-to-B2C sales evolution. B2B sales and marketing efforts are starting to look more and more like B2C sales and marketing efforts (more on this in #2). This is increasingly true in B2B sales. It’s easy to think of CPQ as just a front-end sales tool, and that is indeed how many people view it.

B2C 54

B2C Call-back B2B Vendor 54

The ROI Guy

JULY 15, 2015

We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape. So how do you end up in the winnder’s circle? -

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

DECEMBER 8, 2014

Only 59% of sales reps will achieve their quota this year, down sharply from 67% last year ? Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. Jill Konrath in her popular sales blog outlines a formula that heavily uses LinkedIn as a tool: [link].

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

HeavyHitter Sales

FEBRUARY 17, 2015

  I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015.   Here’s the proof … $10,000 of Mitel stock purchased 24 months ago is worth over $32,000 today.

Company 60

Company Government Microsoft Retail 60

Allego

FEBRUARY 7, 2023

Sales technology has come a long way in recent years and has become an integral part of most organizations. During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. 4 Sales Technology Trends for 2023 1.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Compensation 198

Alice Heiman

JULY 2, 2024

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. Build a tool so effective that it turned into a successful company, Mailshake. Here’s what you’ll discover: How Sujan transitioned from marketing to sales and founded Mailshake. His solution?

Scale 71

Scale Hiring Pivotal Face-to-face 71

Engage Selling

DECEMBER 29, 2014

My book Nonstop Sales Boom is filled with more critical sales information that will help drive sales in 2015. Sales Tips'

Tools 75

Tools Sales 75

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 . Learn More.

Journal 40

Journal Territories Groups Coaching 40

Sales and Marketing Management

DECEMBER 21, 2015

Issue Date: 2015-12-21. Teaser: To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. Author: Micheline Nijmeh. read more

Scale 120

Scale Company Tools Sales 120

Zoominfo

FEBRUARY 4, 2018

On December 2 nd , 2009 ZoomInfo published a blog post discussing the value of Twitter as a sales tool. 7 years later, sales professionals are still debating the merits of social selling. Is Twitter a waste of time, or is it an indispensable part of the B2B sales stack ? The Trouble with Twitter as a Sales Tool.

Twitter 183

Twitter B2B Social Media Ideal Customer Profile 183