Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. 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.

Quota 93

Quota Cross-sell Objection handling Up-sell 93

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation. Some might have broader approaches like solution, consultative or insight selling.

Objection handling 132

Objection handling Negotiate Consult Quota 132

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

JULY 14, 2022

I’m noticing something similar in selling. But selling is different from a dining experience–even the a la carte choices I normally make. But selling is different from a dining experience–even the a la carte choices I normally make. While in dining, I can skip courses, in selling, we can’t skip anything.

Commission 77

Commission Objection handling Pipeline Quota 77

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs.

Technique 52

Technique B2B Cross-sell Negotiate 52

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Some of the more advanced thinkers will focus on value creation or Business Focused Selling (which is another of my hot buttons.

Pipeline 87

Pipeline Objectives and Key Results Objection handling Construction 87

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. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 86

Objection handling Technique Construction Finance 86

Gong.io

OCTOBER 19, 2021

More specifically, it wants to onboard new sellers as quickly as possible, and ensure that onboarded reps earn more and more closed-won deals. They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . Why is ramp time so critical for new reps?

Quota 164

Quota Sales Strategize Objection handling 164

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and 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 are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This analysis shapes future training modules.

Objection handling 52

Objection handling Pitch Sales Technique 52

Gong.io

AUGUST 22, 2018

Asking between 11-14 well-thought-out questions on a dedicated discovery call correlates with the highest close rates, according to our data. Your sales team can be amazing at discovery, presenting, and objection handling. Sales Training #4: Objection Handling. Where exactly does this data come from?

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. As a result, sales interview processes extend way longer than necessary, with the company losing out on closed-won revenue until an offer is finally accepted.

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Sales Hacker

FEBRUARY 2, 2021

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 prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Handling objections. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

OCTOBER 9, 2019

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% Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. of reps meet quota. Implement roleplay.

Technique 97

Technique Angle Profit margin Sales 97

Gong.io

JUNE 8, 2022

Reps waste their time on buyers who won’t close no matter how much effort reps put in, and they lose out on spending time with buyers who are primed for a purchase. Champion : Who will sell on your behalf inside the buyer’s organization? But that alone doesn’t get anyone to quota. . Don’t say you… you’re not an insider.

Process 62

Process Objectives and Key Results Quota Sales 62

CloserIQ

OCTOBER 30, 2018

Today’s sales enablement tools can help measure just about anything, from lead-to-customer conversion rate, sales funnel leakage, average deal size and what percentage of your sales team is hitting their quota. For example, they can discuss what content helps close sales and customers’ frequently asked questions. Actionable takeaways.

Objectives and Key Results 98

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

Sales Hacker

NOVEMBER 26, 2019

The AAA Principle To Close More Deals Faster. Do you want to close more high dollar deals? Luckily, having closed deals worth over $12 billion, Ganesh knows a thing or two about closing big deals. Luckily, having closed deals worth over $12 billion, Ganesh knows a thing or two about closing big deals.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. When the strident discipline of project management meets the hyperactive process of selling, good things happen. Closing a sale is just a small part of selling.

Cold Call 98

Cold Call Objection handling Technique Finance 98

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. Key Ingredients. Ideal customer profile.

Sales 100

Sales Gaming Objection handling Quota 100

SBI

JANUARY 28, 2020

Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Not enough leads from marketing — no support from engineering – finance is pushing back on the discounts needed to sell the product. Objection handling. Demo skills.

Sales 52

Sales Objection handling Quota Legal 52

Hubspot

AUGUST 6, 2019

From technical setup to call observation and activity shadowing, new reps get an up-close look at the end goal of their training period. What will your rep be selling? Conduct reviews of new hire demos, connect calls, and close conversations. Include common objections that arise during your sales process.

Negotiate 88

Negotiate Territory CRM Objection handling 88

SalesLoft

JUNE 6, 2018

But, in today’s modern selling environment, constant learning is a must. While these meetings are often highly tactical, it’s a great opportunity for you to recognize key players, quotas, and any challenges the team is facing at the present time. These meetings are often very laid-back with my manager.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

Gong.io

JULY 6, 2018

If you sell remotely via web conference (rather than face to face), flip on your webcam. Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. It’ll boost your ability to close deals. Feel like it’ll be awkward?

Cold Call 103

Cold Call Objection handling Pitch Sales 103

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. Datasheets: For use cases and specific product results.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Hubspot

APRIL 2, 2018

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. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Objection handling.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

The 5% Institute

NOVEMBER 12, 2019

What’s more important – not making quota, or selling something to someone they don’t need?”. Sales process training, and consultative selling practices. Objection handling. Surface selling vs iceberg selling. Handling objections. How To Manage A Sales Team #8 – Team Selling.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 52

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. And… it’s happening in a selling market that’s changing faster … Read More » Do more: it’s an expectation imposed on sales reps constantly.

Quota 48

Quota Sales Up-sell Sell 48

Hubspot

AUGUST 15, 2013

“First Million”: Am I Doing Something Wrong If Our Big B2B Deals Are Taking 6+ Months To Close? The Science and Art of Selling, by Alen Majer. Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. The Real Reason Sales People Struggle to Close Opportunities.

Elevator Speech 77

Elevator Speech Cold Call Inside sales Objection handling 77

Gong.io

JANUARY 25, 2019

The best candidates will maintain their composure and even start using objection handling techniques. Selling is about knowing your audience, and a solid candidate will have done their homework. Your whole team uses the same sales process, so what sets you apart to consistently hit the quota you said you hit? Close rates.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

Gong.io

JULY 6, 2018

If you sell remotely via web conference (rather than face to face), flip on your webcam. Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. It’ll boost your ability to close deals. Feel like it’ll be awkward?

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. You’ll need both open-ended and closed-ended questions. This script tries to “sell” two different services at once. 2-3 closed-ended questions. And provide answers to these questions that lead to the main goal of your conversation — setting an appointment.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Sales Hacker

APRIL 26, 2018

Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Some salespeople fail at building meaningful relationships or at closing deals simply because they do not grasp the fundamentals of how businesses operate and make decisions. The list of required skills can go on and on.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. You’ll need both open-ended and closed-ended questions. This script tries to “sell” two different services at once. 2-3 closed-ended questions. 5-10 objection handling answers, a voicemail script. Here are some examples: Q. And so on and so forth.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Gong.io

JULY 18, 2022

That’s where Solution Selling comes in. In this article, we’ll explain what Solution Selling is, what sets it apart, and how to tell if it’s right for your team. We’ll also cover the steps of the Solution Selling methodology so you can adopt it in your organization. What is Solution Selling? Then they’d offer a solution.

Sell 62

Sell Up-sell Prospecting Price 62