Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? He is lazy.”

Sales 123

Sales Sales Management Decision-making Acquisition 123

Insightly

JANUARY 26, 2024

Then, Insightly came along in 2013 and learned from the debuts of each. Insightly to help businesses make informed decisions based on their specific requirements. The platform provides a comprehensive suite of tools designed to manage sales, marketing, customer service, and more.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

QYMATIX

JULY 13, 2021

B2B sales intelligence – should you make or buy your tool? With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company. Business Intelligence (BI) was always critical in B2B sales. Now it has become essential.

B2B 52

B2B Artificial Intelligence Sales e-Learning 52

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. The word has come down - sales costs need to remain flat next year. How it Begins.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

AUGUST 17, 2012

” That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." Sound familiar? Defining a Lead.

Decision-making 97

Decision-making Marketing Media B2B 97

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Sales VPs consistently have hiring freezes placed on them.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Modified the sales compensation and quotas.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

JULY 13, 2013

You will learn if you possess the relevant skills of an “A” player sales leader. You will get a view to what others are doing to make the number. Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Download this quiz.

Decision-making 124

Decision-making B2B Sales Leadership Sales Management 124

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Sales leaders want to start strong in the first quarter. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. Flexibility is the key to making the number: 1.

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. They are accessing information and making buying decisions differently than they did from the past. User buyer examples: Sales reps by vertical.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Process Design.

Sales 107

Sales Construction Negotiation Decision-making 107

Tenfold

NOVEMBER 29, 2017

If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary. 54 percent say that it guides them in the implementation of performance milestones, such as sales targets and quotas. Once you observe compromised sales data, you need to take action.

Decision-making 47

Decision-making Sales Leadership Communication 47

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Something Had to Change.

Decision-making 122

Decision-making Construction Account Management Management 122

SBI Growth

OCTOBER 22, 2012

Question 3: Are you making your number? If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. He’s not necessarily ready to make decisions about your future with the company. Question 3: Are you making your number?

Decision-making 126

Decision-making Meetings Sales Management Management 126

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. The reason it’s wrong is that both are equally involved in making the decision even while they’re often at odds with one another. Myth #1: Sales is a Numbers Game.

Manufacturing 55

Manufacturing Digitalization Decision-making Sales 55

QYMATIX

MAY 11, 2021

Make the first steps to becoming a leader in the German market. Germany and the US are two advanced, yet different industrial markets, with special sales and investment cycles. While the United States reached the 50 % threshold at the end of 2013, Germany only got there one year later. B2B sales trends in the US and Germany.

B2B 40

B2B Supply Chain Telecommunications Artificial Intelligence 40

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 They don’t make decisions alone.

Sales Management 51

Sales Management Innovation Decision-making Organization 51

SBI

JANUARY 13, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations?

Investors 47

Investors CRM Publishing Decision-making 47

SBI Growth

AUGUST 28, 2012

." - Jack Welch Are you questioning the ability of your sales leader to take your revenue performance to the next level? In your next board meeting, they will ask what you will do differently to make the number in 2013. To hire a top-performing sales leader, you have to remove legacy aspects of your recruiting strategy.

Decision-making 107

Decision-making Leadership Publishing Sales Leadership 107