Yearly Archives: 2020
4 Metrics That Impact Pipeline and Drive Growth
On several occasions in this blog, we’ve shared how maintaining accurate data and metrics in a CRM, and leveraging such data to make informed business decisions, helps produce accurate forecasting you can count on. During a recent study we conducted with Selling Power, we found that best-in-class sales teams do just that – identify metrics […]
The Best Automated Sales Email Practices You Need to Follow
Today we’re going to discuss automated sales emails and the best practices for using that convenient, time-saving technology. It’s powerful if used correctly, but making mistakes with it can cost you and your sales organization revenues and opportunities. It’s important to note that much of this is related to marketing – that’s typically the department […]
5 Tips for Selling to SMBs
According to Deloitte, there are close to 30 million small and midsize businesses (SMBs) in the United States. These represent 97 percent of all business, and they employ nearly 60 million people — almost half of private sector employment. While there is fluidity in the definition, we define SMBs as those employing less than 500 […]
The Risks and Opportunities When Selling to Startups
Startup companies have a unique place in American business lore. There’s something quintessentially American about a couple of kids in a garage or dorm room working on what might turn into the next tech unicorn. For sales professionals, these companies represent a unique market, and if you get in early, there’s the potential to grow […]
Unleashed Podcast Episode 303: Nick Kane Discusses Sales Training Best Practices
Recently, Janek Managing Partner Nick Kane sat down with Umbrex Co-Founder Will Bachman for the Umbrex podcast Unleashed: How to Thrive as an Independent Professional. Umbrex is a global community that connects independent management consultants to create opportunity, build relationships, share lessons learned, and collaborate. In a thought-provoking conversation, Nick discusses Janek’s distinctive methodology and […]
How to Help Your Sales Team Members Find Their Purpose
Purpose. It’s a weighty word – one that conjures up deep late-night conversations with your friends over cups of coffee in deserted diners. But we’re not Plato’s philosopher-kings, and so when we talk about purpose, we’re talking about it from the perspective of a sales professional. Knowing one’s purpose in that context is critical to […]
5 Tips for Negotiating With a Procurement Team
A procurement team helps an organization achieve its goals by negotiating with suppliers to acquire goods and services. By definition, a procurement team can seem like the antithesis of a sales team or, in some cases, the archnemesis. Sooner or later, every sales professional will reach the proverbial handshake on a deal, only to have […]
How to Manage the Star Sales Rep Who’s Toxic For the Rest of the Team
Ideally, your top performers will be the tides that not only lift the business through their outsized revenue gains, but likewise have an elevating effect on your other sales reps. Or to use a sports analogy, you’d love your top performers to be like the elite players who make their teammates better. But that’s not […]
6 Actionable Ideas to Improve Online Meetings and Presentations
Today, online presentations are a necessity of the new normal. As more sales teams meet online, whether collaborating with dispersed team members or engaging clients virtually instead of face-to-face, many organizations have to adjust to a different experience. Fortunately, advances in technology have made it easier to conduct online meetings, and there are now countless […]