Gong.io

SEPTEMBER 26, 2022

This can result in inconsistent messaging. Start by setting objectives for each rep, but be clear here. This is a guide that details best practices for various situations — how to prospect, how to overcome objections, when to follow up, etc. Have you implemented new strategies or discovered better ways to handle objections?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Sales Pop!

MAY 26, 2023

Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — This can result in shorter sales cycles, higher win rates, and increased revenue. The post What is Sales Enablement?

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

The 5% Institute

JUNE 9, 2023

This article will explore the key responsibilities of a sales manager and provide insights into how you can excel in this role. A sales manager is also responsible for developing and implementing sales strategies , identifying new market opportunities, and building strong relationships with key clients.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

PandaDoc

OCTOBER 30, 2023

Key takeaways Sales gamification can improve performance by drawing attention to specific metrics, sales targets, and KPIs. Points, scores, and objectives allow participants to get a clear understanding of the end goal while prizes and rewards motivate them to achieve it. Let’s jump in! People love to play games. Get the ebook 2.

Process 52

Process Objectives and Key Results Gaming Sales 52

Gong.io

OCTOBER 18, 2021

In sales-speak, the nexus is a polarizing insight that changes how your customer thinks and feels about a key problem or opportunity and can eventually be tied back to your solution. The key is to tell a before and after customer story. It’s hard because of [Common objection], right? So what exactly is a “polarizing insight?”.

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. Analytics gives you key insights into more than just sales performance but also how your sales enablement strategy is going.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

SBI

FEBRUARY 21, 2020

Yet many companies only train reps during key milestones, such as onboarding or product launches. The result? Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings.

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. The more detailed and accurate your ICP is, the more resultative your sales will be. Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Highspot

JUNE 11, 2020

In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. Here’s a breakdown of seven key skill sets and ideal qualities you’re bound to find in any productive and well-respected sales manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

ConversionXL

AUGUST 17, 2017

Radical site redesigns are often the result of: ‘digital transformation’ or re-platforming. This is too late, and generally results in the need for unwieldy design changes further down the track that could easily have been avoided. The actual testing and analysis of results constitute only the last two steps. UX reports.

Process 103

Process A/B testing Objectives and Key Results UX 103

ConversionXL

OCTOBER 23, 2015

A few tweaks to your value proposition or adding a price anchor could have produced much more significant results… if you had only known. What are the persona’s objections / fears? In other words, you’re too familiar with your site to look at it objectively, even if you think you’re capable of doing so. Ask the right questions.

UX 122

UX Objectives and Key Results Conversion High impact 122

ConversionXL

MARCH 13, 2019

But if your B2B ecommerce site differs on any of those elements—high prices, large quantities, or a need to serve B2C and B2B buyers—things change. B2B ecommerce: 2 key differences of B2B buyers. B2B buyers have two key differences that impact marketing and website design choices: A more complex sales cycle; Niche targeting.

B2B 130

B2B B2C Retail X-functional 130

SBI

SEPTEMBER 27, 2019

Brainshark’s suite of sales readiness solutions was named a gold (highest-level) winner in the “Best Product: Training” category – recognized for fostering better-prepared, results-driven sales forces. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) Video Reviews.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

AUGUST 15, 2019

This marks the seventh consecutive year Brainshark has been honored in the IBAs – having won more than 25 Stevie Awards for helping companies dramatically improve sales productivity and results. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.) About Brainshark.

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

The 5% Institute

OCTOBER 24, 2019

Having hope or wishing as a strategy won’t work and will only distract you from the key and tangible tasks mentioned above. So far we’ve learnt that the law of attraction for business isn’t real; in the sense anyway that you wish or dream of things to become reality, and the universe will bring you these results. Put Together A Plan.

Objectives and Key Results 52

Objectives and Key Results High impact Start-ups Strategize 52

Salesforce

FEBRUARY 12, 2024

However, there are key differences to keep in mind. Even though it might not result in an immediate sale, this relationship-building technique helps reps earn the trust of prospects. What is the impact on them, professionally or personally? I like to call these high-impact questions. Ask high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

ConversionXL

FEBRUARY 28, 2017

Does clicking the key functionality do anything? The most common objection to this pre-sale (or smoke test) process is that customers will be upset that full functionality is not available. The result? That resulted in… Image Source. Which only resulted in one customer over three months. Does the UI open?

Product 67

Product X-functional A/B testing Minimum Viable Product 67

Salesforce

FEBRUARY 21, 2024

Why sales performance reviews are important How to lead a sales performance review 7 sales performance review examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What you’ll learn: What is a sales performance review?

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Partners in Excellence

AUGUST 1, 2018

But I’m not certain the issue is the volume of questions, but the quality of the questions and the ensuing conversations and shared learning that should result from great discovery calls. Perhaps we don’t know how to listen, great listening provokes insightful questions and high impact conversations.

High impact 52

High impact Conversion Pitch Sell 52

Partners in Excellence

DECEMBER 5, 2019

I’ve spent some time thinking about the keys to success, the secrets that will suddenly make everything change, removing the barriers and difficulties we have in making our numbers. Somehow, we seem attracted to the promise of miracle cures, shiny objects, new approaches and solutions that relieve us from having to do the work.

Assembly Line 68

Assembly Line Territory High impact Technology 68

Gong.io

DECEMBER 22, 2021

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)? . But we can’t know that for sure unless we see whether it gets results. But they don’t get the results your A-players get, and they don’t know what to do about it. Need inspiration?

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Hubspot

JUNE 5, 2023

Daniel Ariely’s book Predictably Irrational takes a deep dive into the way and extent to which human emotions play a role in decision-making — often resulting in irrational decisions. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks. Ask High-Impact Questions.

Service 74

Service Conversion Objectives and Key Results High impact 74

SaaStr

FEBRUARY 1, 2019

As we all do, I’ve made a couple mistakes early on, and as a result, those experiences really taught me how to evolve my hiring processes. But I do have to say at Zendesk, while it was high-growth, we didn’t have the employee growth that some other high growth companies do. I think that’s key.

Customers 43

Customers Price Cross-sell Start-ups 43

Outreach

FEBRUARY 7, 2022

Often, micromanagement is the result of company culture rather than a single person. For example, a buyer might have a price objection. One of the key benefits might be that the solution helps managers onboard new team members faster and increase team productivity by 30 percent. Delegate more. Recognize your team’s successes.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

Highspot

JUNE 6, 2023

This decreases employee churn, and results in less time and resources spent on sales onboarding. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Finally, let’s not forget about the most important part of your company – your people.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Trial, error, and forgiveness are key to building a performing sales org. It was a game-changer in my career.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

AUGUST 27, 2018

Sales leaders who are saying, “Is there really a strong correlation between great sales training and business results?” And we had some pretty interesting results. Sales leaders who are saying, “Is there really a strong correlation between great sales training and business results?”

Pipeline 47

Pipeline Objectives and Key Results Sales Inside sales 47

SBI

NOVEMBER 28, 2017

The ability to effectively and consistently articulate your company’s value proposition is the primary key to sales success, so it’s critical that companies invest in the right sales training tools to create competent and effective sellers. In fact one customer did a trial to compare training results with and without Allego.

Sell 38

Sell Objectives and Key Results Pitch Technology 38

Partners in Excellence

OCTOBER 12, 2012

” It’s an important concept, but one that’s always been a key element of the sales person’s role. Learning from our peers, adapting their best practices to our own work improves our ability to help our customers achieve the objectives. So much of the literature seems to focus on Teaching As An Event.

Customers 92

Customers Pitch Objectives and Key Results Education 92

SBI

NOVEMBER 28, 2017

The ability to effectively and consistently articulate your company’s value proposition is the primary key to sales success, so it’s critical that companies invest in the right sales training tools to create competent and effective sellers. In fact one customer did a trial to compare training results with and without Allego.

Sell 34

Sell Objectives and Key Results Pitch Technology 34

ConversionXL

AUGUST 21, 2014

Groove’s offer to help these users through the setup process resulted in a 26% response rate. Even when users insist on leaving, it’s possible to gain insight into their objections and craft a better service that ultimately lowers churn in the long run. The key is understanding that churn happens long before customers decide to cancel.

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

Hubspot

NOVEMBER 7, 2023

As a result, your customers suffer and so does your team. A repeatable sales process is key to testing new sales motions and strategies. As a result, it’s very easy to get lost or overwhelmed by the features available to you. Naturally, with a remote team, organization is key. Good implementation is key.

CRM 75

CRM Contact Contract Objectives and Key Results 75

ConversionXL

APRIL 12, 2017

You may have one observation and then multiple inferences, which would result in multiple design options. Show the process, not just the result. Validated user research is about getting measurable results. Identify key segments of users to target. Combine remarketing + personalization for best results.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

Sales Hacker

MAY 17, 2021

Open fields and missing rules cause a ton of extra work, compromise data integrity, and result in a lack of trust in the data at all levels of the company. There are two key questions to keep in mind when you’re structuring your data: Is this the right field type, and should this be required? High Impact, high value data capture.

CRM 71

CRM Objectives and Key Results Pipeline Finance 71

ConversionXL

JUNE 19, 2019

Key Messaging: define the core messages and unique value proposition that you’ll communicate across every asset and channel. Use a neutral approach for best results. Data = Buy-in; your results automatically create the pull you need for change. Understand causes of bottlenecks on key ares. Teams work differently.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90