Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., Rather than checking specific KPIs , such as number of calls made or deals in the pipeline, this type of coaching should check how team members are utilizing the training. to customer service and account management.

Training 118

Training Hiring How To Retention 118

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. One reason is their sales teams don’t know how to ask for referrals. Their teams don’t know how to ask for referrals or how to get them at scale.

Referrals 297

Referrals Scale How To Lead Scoring 297

The Sales Hunter

AUGUST 11, 2014

Only a few more weeks of summer, so don’t slow down on your prospecting! NOW is the time to amp up your prospecting efforts. That’s right! Don’t Don’t slow down! What you do now will determine if you really want to end the year on a successful note! NOW The momentum it will give you going […].

Motivation 234

Motivation Video Selling Skills How To 234

The Sales Hunter

JANUARY 25, 2014

Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Consultative Selling Professional Selling Skills Prospecting questioning skills questions sales questions video sales tip' Click on the below book cover for more info on boosting your profits!

Video 234

Video Consultative Selling Selling Skills How To 234

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. Is that how you want your sales reps spending their time—cold calling strangers who don’t answer the phone or respond to emails until they’ve been pestered EIGHT times? 3 Referral Selling Skills All B2B Sales Reps Should Practice. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Sales Hunter

OCTOBER 28, 2014

How many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. Blog pricing Professional Selling Skills discount discounting price sales discount' We’ve all had calls like this and wow are they tempting. Quit kidding […].

Discount 226

Discount Selling Skills How To Prospecting 226

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Client List. Testimonials. FREE Resources.

Motivation 217

Motivation Prospecting Hiring Ideal Customer Profile 217

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? Check out the below video to hear more about these prospecting techniques: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Professional Selling Skills Prospecting customer prospect sales call sales prospecting'

Video 205

Video Customer Consultative Selling Selling Skills 205

Jeffrey Gitomer

MAY 20, 2013

The post Jeffrey Answers a Question about Overwhelming Prospects with Data | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog. Overcoming Objections Sales Videos Success Best Books on Selling How to Improve Selling Skills Real World Sales sales blog sales tips sales video'

Data 206

Data Prospecting Video Social Media 206

No More Cold Calling

JUNE 22, 2018

In this LinkedIn Learning course, you’ll discover: Why referrals work where other prospecting methods fail. How a referral guarantees a one-call meeting. How to Benefit From This Online Sales Training. Step #2: Take the Referral Selling Course on LinkedIn.com or Lynda.com. Ready to get started?

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? There are three fatal mistakes most people make when email prospecting: Mistake 1: Subject Line. I’m thinking to myself, “We haven’t even met and you are telling me how to improve my business?”

Prospecting 223

Prospecting Email Marketing Training Customer 223

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. One reason is their sales teams don’t know how to ask for referrals. Their teams don’t know how to ask for referrals or how to get them at scale.

Referrals 228

Referrals Scale How To Lead Scoring 228

The Sales Hunter

JANUARY 23, 2014

This is garbage, and what makes this one even worse is the person is trying to get me to buy some sort of sales prospecting software. I crack up over this, because clearly this person hasn’t even used their own software to determine who to prospect. Let’s just say it right now — stupid! This is worse than direct mail!

Direct Mail 201

Direct Mail Selling Skills Software Software 201

No More Cold Calling

JULY 5, 2018

Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Convert well more than 50 percent of prospects to clients (most sales pros report a conversion rate of 70 percent or more).

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

The Sales Hunter

NOVEMBER 14, 2017

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].

Conversion 186

Conversion Prospecting Tools How To 186

MTD Sales Training

JANUARY 6, 2020

Instead of thinking ‘I need sales’, start thinking ‘How can I attract more sales? What can I do to make my products more attractive to prospects?’. Being needy puts more pressure on yourself and the prospects you talk to. 3) Focus on HELPING your prospect. 4) Remember, you and your prospect are on the same side.

How To 188

How To Commission Sales ACT 188

Sales 2.0

NOVEMBER 3, 2018

When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. One of my favorite sales frameworks, in Miller Heiman’s Strategic Selling , shows sales people how to navigate the politics of a target account to make a big sale. Be an internal seller.

Gatekeeper 199

Gatekeeper How To Decision Maker Report 199

The Sales Hunter

OCTOBER 23, 2012

Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. The same thing applies to you and the prospect meeting you’re either about to have or are looking to have. Yes, the passport is an official government document, but what does it say?

Prospecting 188

Prospecting Airlines Social Media Ideal Customer Profile 188

The Sales Hunter

JANUARY 26, 2015

Do you want to know what it takes to identify the prospects who will dramatically impact your bottom line? Accelerating the Prospecting Process: Isolating […]. Of course you do!

Prospecting 100

Prospecting Selling Skills How To Course 100

The Sales Hunter

JANUARY 16, 2015

The vast majority of salespeople fail to achieve the level of success they know they’re capable of because their prospecting process simply doesn’t work the way it should. Few things will demotivate a salesperson faster than not having good prospects.

Prospecting 100

Prospecting Selling Skills How To Research 100

The Pipeline

FEBRUARY 6, 2013

To avoid being caught, you need understand your intra-sale conversion rates, understanding if in fact you are doing a better job of converting leads to prospects, prospects to proposals and proposals to wins. If you have a 4:1 lead to prospect rate, then it goes without saying that you’ll have more sales from six leads than 4, 1.5

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

MTD Sales Training

AUGUST 23, 2016

So, now that product knowledge is not the main concern of the prospect , how can you still control the conversation so you are taking it in the right direction? Before you make contact, research what the prospect already knows about you and your company. Happy selling! Have they used your products or services before?

Conversion 120

Conversion Prospecting How To Construction 120

The Sales Hunter

AUGUST 16, 2017

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […].

Prospecting 140

Prospecting Coaching How To Selling Skills 140

The Sales Hunter

JUNE 25, 2013

Professional buyers are just that because they know how to negotiate. Make comments about how every supplier is being told they need to cut their prices by another 3 percent. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. ” Sales Motivation Blog.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

Allego

OCTOBER 15, 2024

How to Coach Sales Reps for Consultative Selling Transitioning your sales team from a traditional sales approach to a consultative one requires more than just introducing new techniques—it demands thorough sales coaching. Here’s how to coach your team to master consultative selling. Build Trust Trust is earned, not given.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

The Sales Hunter

JUNE 27, 2017

You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […].

Prospecting 117

Prospecting How To Follow-up Video 117

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. And, most importantly, learn how to deal with it—that is, if it’s even something that can be overcome.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. How long do you want to go? Pre-call research should tell you that.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. ” Sales Motivation Blog.

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

The Sales Hunter

FEBRUARY 17, 2015

Prospecting is not for the faint of heart. Every week I find myself answering questions from clients regarding how to implement a successful prospecting plan. Biggest question people have is, “How come nobody returns my phone calls and nobody responds to my emails?” ” The numbers are low.

Prospecting 100

Prospecting Selling Skills Sales How To 100

MTD Sales Training

APRIL 19, 2020

In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”. Here are some ideas that will help when you are holding a virtual meeting with a prospect online. Don’t try to ‘sell’. Do think about what is on the prospect’s mind.

Meeting 156

Meeting Face-to-face How To Call-back 156

The Sales Hunter

AUGUST 29, 2013

If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers. Strengthen your communication skills. You can strengthen your communication skills.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

The Sales Hunter

APRIL 26, 2016

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect. This absolutely drives me crazy, because the results of […].

Prospecting 100

Prospecting How To Sales Management Sales 100

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Deepen your understanding of how to attract, engage, and connect with value and create your own leadership philosophy. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building GREAT food.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Sales 2.0

NOVEMBER 3, 2018

When you don’t deal with the “nonsense in your company” you tend to not use your “smooth selling skills” with your colleagues. One of my favorite sales frameworks, in Miller Heiman’s Strategic Selling , shows sales people how to navigate the politics of a target account to make a big sale. Be an internal seller.

Gatekeeper 150

Gatekeeper How To Decision Maker Report 150

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Information that provides insight. And, oh yes, lots of sales.). Portland, OR.

Hiring 265

Hiring Lead Rank Lead Scoring Marketing Qualified Lead 265

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. But when you get referrals , you win.

Referrals 120

Referrals Lead Scoring Lead Rank Prospecting 120