Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Sales Hacker

JANUARY 11, 2018

What You Get When Sales Is Managed Like A Project. These activities commonly include: Prospecting. Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. Just like a project, sales consists of tasks and activities.

Cold Call 98

Cold Call Objection handling Technique Finance 98

Sales Hacker

NOVEMBER 26, 2019

Sometimes called the “Copier Warrior,” Dale built a name for himself by prospecting with ultra-creative 1-1 videos, crumpled up pieces of paper, and a sword. Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Engage Selling

DECEMBER 2, 2017

Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. Do more: it’s an expectation imposed on sales reps constantly. And… it’s happening in a selling market that’s changing faster … Read More »

Quota 48

Quota Sales Up-sell Sell 48

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Engage Selling

MAY 21, 2016

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do. Conventional commission plans are … Read More »

Commission 48

Commission Growth Objection handling Sales 48