Janek Performance Group

NOVEMBER 12, 2024

With the arrival of the new year comes a fresh wave of energy for organizations across the board, and for many, this includes an annual Sales Kickoff. Set Clear Objectives and Communicate the “Why” Every successful Sales Kickoff begins with defining primary objectives and a strong sense of purpose. Are you looking to build momentum?

How To 62

How To Energy Guidelines Motivation 62

SBI Growth

SEPTEMBER 18, 2013

This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Getting your sales force together for a training event can be expensive.

Training 312

Training Tools Follow-up Research 312

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

AUGUST 13, 2013

This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays. Or a redesigned compensation plan. Who Should Pay?

Hiring 288

Hiring Incentive Incentives Benefit 288

SalesFuel

AUGUST 14, 2024

Challenge: How to create a unique event promoter ad campaign Nancy Nally, an account executive from Viamedia , has been using AdMall on and off for nearly 20 years. Nally knew that the sales tools provided would help her when it came to creating an event promoter ad campaign. “[The

Promotion 104

Promotion Campaigns Ideal Customer Profile Closing 104

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Events are the best way to get introduced to decision makers. We recently attended a Sales and Marketing Event with two of our customers. He told me the event was great.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Sales 2.0

MAY 18, 2014

Marketing support. A list of trigger events that cause your prospect to buy. Marketing material that really fits your sales process. A proven sales process. Marketing support. Speaking as a marketing manager, I’m working on 20 projects. A list of trigger events. What’s a “trigger event”?

Hiring 225

Hiring Case Study Lead Rank Lead Scoring 225

SBI Growth

SEPTEMBER 19, 2013

This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your sales efforts. Launches are almost always one-time events.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

Jeffrey Gitomer

NOVEMBER 15, 2011

Failure is an event, not a person. Attitude manifests itself in your RESPONSE to events. Sales Management. Sales Videos. Dont let your next sales meeting suck! Hire Jeffrey to speak at your next corporate event. Combine positive with negative for better personal development results. ” 16.

Study 332

Study Hiring Social Media Loyalty 332

Sales 2.0

MARCH 8, 2014

But before I hit the delete button something struck me: Company XXX is putting a lot of marketing effort behind positioning themselves as a social selling company. In fact, they are having a major event shortly with lots of sales experts talking about social selling and Sales 2.0. Prospecting Sales 2.0

Social Selling 281

Social Selling Ideal Customer Profile Software Software 281

DiscoverOrg Sales

DECEMBER 4, 2017

One of the most important aspects of any sales enablement strategy is alignment to the customer journey. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. His top Manager got a VP job at a startup. Product Marketing didn’t train his team for the launch. Not Andy’s fault, right?

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

SBI Growth

JANUARY 22, 2014

You won’t dismiss the “training event” entirely. You may not have the luxury of an LMS (Learning Management System). Remember, as the sales enablement leader, your sales reps are your customers. Use a page from your marketing colleague’s playbook. Use a drip methodology to serve up content to your sales org.

Training 281

Training Customer Hiring Education 281

SBI Growth

NOVEMBER 3, 2012

This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. You don’t run Marketing. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Sales and Marketing Management

MARCH 8, 2019

We recently completed our sales kickoff at InsideView. The event was a culmination of thorough planning and conscious decisions about the learning objectives, content, fun and logistics. The second thing we did was discuss a go-forward enablement plan with all our sales leaders and CRO. We just didn’t overdo it.

InsideView 223

InsideView Scale Exercises Call-back 223

Jeffrey Gitomer

AUGUST 15, 2011

Sales Management. Sales Videos. Dont let your next sales meeting suck! Hire Jeffrey to speak at your next corporate event. Select Category. Customer Loyalty. Generating Referrals. Jeffrey Webinar. Leadership. Networking. Overcoming Objections. Presenting. Social Media. Uncategorized. Jeffrey Recommends. London, ON.

Remedy 334

Remedy Hiring Training Social Media 334

SBI Growth

SEPTEMBER 27, 2013

During the recent downturn, many sales forces benefitted from a uniquely capable labor market. Unemployed Gen-Y workers from hard-hit sectors like financial services turned to sales as a new career direction. The challenge for sales is unique. True, sales managers constantly provide feedback and guidance to employees.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

No More Cold Calling

JULY 7, 2015

I drove 90 minutes in traffic to attend a networking event. After all, networking is one of the most important marketing best practices for a sales professional. After all, networking is one of the most important marketing best practices for a sales professional. For the First Time Sales Manager.

Referrals 120

Referrals Networking Cold Calling Marketing 120

No More Cold Calling

OCTOBER 16, 2014

We still remind each other to prioritize people over technology : Don’t check messages in meetings or at events. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you!

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

No More Cold Calling

DECEMBER 30, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. Message to Management]: 74 Percent of Salespeople Are Failing Did you learn to sell in school? Otherwise you probably wouldn’t be in sales. This is how it’s always worked in most sales organizations. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), Should my online training and events be live or asynchronous? Habits will need to adjust.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

FEBRUARY 15, 2021

Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. Sales leaders looking for a rapid start in 2021 should design and deliver virtual events that inspire, inform and connect their sellers, and set the stage for effective virtual support throughout the year.

Education 194

Education Film Channels Cancellation 194

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Marketers can attract and retain prospective customers more effectively. Sales professionals can anticipate prospects’ objections more easily, which can lead to higher close rates and greater revenue.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. acquisition and later scaling Cartas revenue from $20M to $450M, Jeff has seen every kind of market cycle, product pivot, and team evolution. Sales, marketing, and CS aligned to serve them , not just quota math.

Scale 73

Scale Oracle Engineering Conference 73

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy. 1 outside sales speaker.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Jeffrey Gitomer

AUGUST 23, 2011

“Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.” In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Sales Management. Sales Videos.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. It should be a program, not an event. Leads — They need more opportunities with target prospects because marketing cannot deliver all the leads. The Love and Hate of Q4. You love the pressure of Q4. Your calendar is jammed with big meetings. You hate the politics of Q4.

Territories 308

Territories Compensation Buyer Social Selling 308

Sales and Marketing Management

JULY 21, 2019

CSO Insights reports that implementing formalized sales coaching leads to double-digit improvements in win-rates and quota attainment. But despite all this, 76% of organizations don’t provide enough sales coaching ( Sales Management Association ). 8 – Encourage manager coaching. Drive peer learning.

Coaching 241

Coaching Video Hiring Trade Show 241

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentive 201

Incentive Incentives Quota Territories 201

Hubspot Sales

MAY 26, 2023

Define your target market. Before you start prospecting, it's essential to define your target market. Identify the type of prospects you want to attract and tailor your marketing strategy accordingly. Attend networking events. Attend local real estate events, meet-and-greets, and other events to expand your network.

Real Estate 105

Real Estate Prospecting Ideal Customer Profile Social Media 105

Zoominfo

APRIL 17, 2025

Thats why weve waded through the available data, including third-party rankings and our own research, to assemble this list of top sales tools for your B2B sales team in 2025. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

Alice Heiman

JANUARY 31, 2023

Within a few months, Bob pivoted the in-person event platform into a virtual one. Sales rebounded and are stronger than ever with a return to in-person. Highlights of this Episode: [05:20] I had this passion for events and they would give you this tote bag full of paper and this show guide that’s 300 pages. [06:38]

Hiring 133

Hiring Lead Rank Promotion Cancellation 133

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. But, sadly, this isn’t often the case.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Sales and Marketing Management

JUNE 4, 2017

A creative and consistent approach to sales team communication is important to ensure your sales team remains connected to your organization, motivated and producing measurable results. Here are some tips for communicating effectively with sales teams. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197