The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics.

B2B 52

B2B Objection handling Negotiate Technique 52

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. I was with a national company and I went through about 7 months of intensive traditional sales training. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Not salespeople.

Objection handling 71

Objection handling Quota Pitch Technique 71

Eliminate Your Competition

SEPTEMBER 6, 2022

The sales profession is incredibly difficult, and failure is common. It is not unusual for 10-20% (or even 30%) of a sales team to not achieve their company-set goals. Some of this is the way that companies set their quotas. It is common practice that companies will set quota (i.e., The Importance of Sales Education.

Education 59

Education Quota Objection handling Sales 59

Sales Hacker

MAY 19, 2022

Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. But it’s only the first part of the sales enablement journey. For sales organizations, change is inevitable.

Quota 93

Quota Cross-sell Objection handling Up-sell 93

APACSMA

FEBRUARY 8, 2021

Key parameters to be included in sales training programs. Sales leaders should focus not only on completing learning materials but also on assessments of whether they can perform key sales actives. Leverage peer learning Peer learning will help sales rep to harness the ‘tribal knowledge’ of veteran sales leaders.

Objection handling 98

Objection handling Sales Quota Pitch 98

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Objection handling 52

Objection handling Pitch Sales Technique 52

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” I used to be a sales consultant, looking at teams from the outside in, and (plug alert!) writing books like “ Cracking the Sales Management Code.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage.

Pipeline 52

Pipeline Quota Objection handling CRM 52

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. ” Unless we just sell to other sales people. We prospect, qualify, discover, propose, close, handle objections, etc.

Objection handling 86

Objection handling Technique Construction Finance 86

Gong.io

MAY 31, 2021

Close more deals. Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

MARCH 12, 2018

Successful sales reps are handling sales objections in six different ways. The original goal was to identify the “anatomy of a winning sales demo.”. But we also uncovered a slew of interesting objection handling techniques. When Handling Sales Objections, Pause. Let me explain.

Objection handling 102

Objection handling Quota Sales Technique 102

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. All of these focus on how we succeed as sales people or leaders. Sales performance numbers continue to decline (for example % of sales people making quota). Likewise, the tools. And it Makes A Difference!

Objection handling 130

Objection handling Negotiate Consult Quota 130

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Millions of sales opportunities. . You are ready to share your sales deck.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a common idea that salespeople are only judged on their quota. By mastering your sales interview questions. 6 Sales Interview Questions to Find the Best Talent. So what’s the problem?

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. They’re split into sections from discovery call tips , to product demos , to objection handling , and more.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Partners in Excellence

JULY 14, 2023

When I look at sales performance, there are a lot of things one can do to improve sales performance. We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Some look at chasing higher value deals.

Pipeline 83

Pipeline Objectives and Key Results Objection handling Construction 83

Partners in Excellence

JULY 14, 2022

How do they achieve their quotas, max out their comp plan, if they don’t do the whole job? I’m imagining an a la carte version of comp plans, you get paid for these prospecting results, you get paid for keeping CRM updated, for discovery calls, for presenting a proposal, for giving us a forecast, for closing.

Commission 75

Commission Objection handling Pipeline Quota 75

Sales Hacker

JUNE 27, 2022

Every closed deal requires two parts: the right buyer and the right seller. The right seller is one who has what it takes to guide the deal through the sales cycle and eventually, across the finish line. The best sales orgs know that the IRP lays the foundation for any readiness program. That’s a big problem.

Objectives and Key Results 96

Objectives and Key Results Objection handling GTM Quota 96

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. I have come up with the definitive piece of sales advice. It helps through all of your selling process, from qualification, through discovery, proposal, and closing. All Generalizations Are Wrong."

Objection handling 64

Objection handling Technique Sales Up-sell 64

Sales Hacker

FEBRUARY 2, 2021

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Partners in Excellence

APRIL 22, 2019

How do we create sustained results as sales professionals? Achieve/exceed our goals and objectives. There are thousands of “experts” providing advice to sales people on how to best do our jobs. Thousands of posts and books, give the latest insights, techniques, principles to “help” sales people.

Technique 89

Technique Objection handling Sales Quota 89

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Sales Hacker

AUGUST 19, 2019

If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. . Want to Get Better at Sales?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

DECEMBER 22, 2021

But coaching sales teams in particular can be tough. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Unfortunately, that’s often what happens in sales. That’s not how you create a top-shelf sales coaching plan.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Technique 96

Technique Angle Profit margin Sales 96

SalesLoft

DECEMBER 12, 2021

All of these quota-crushing results (and more!) Email Sentiment offers: Our proprietary Sentiment trained technology that’s fluent in B2B sales lingo from using millions of B2B email replies to identify buying intent . Identify the most common objections so you can share the best objection-handling techniques for your team.

Objection handling 52

Objection handling Pipeline Quota B2B 52

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? To emulate what the top sales professionals do, you can: . and hope “sales skills osmosis” works. Millions of sales opportunities. . You are ready to share your sales deck.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

Process 62

Process Objectives and Key Results Quota Sales 62

APACSMA

FEBRUARY 8, 2021

Key parameters to be included in sales training programs Start training with an assessment It is not always true that the reps who completed their training are ready for the field. Sales leaders should focus not only on completing learning materials but also on assessments of whether they can perform key sales actives.

Objection handling 40

Objection handling Quota Sales Pitch 40