Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage. It depends on win rate (how much revenue you expect to close in your pipeline) and sales cycle length (how long it takes to close deals, on average).

Pipeline 52

Pipeline Quota Objection handling CRM 52

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 134

Objection handling Negotiate Consult Quota 134

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. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Tons of software came along to do that quite effectively in recent years.

Quota 164

Quota Sales Strategize Objection handling 164

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

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.

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

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

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. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. So what do you talk about during your discovery-focused sales training?

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.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. 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% Getting comfortable breaking up with prospects. Overcoming common objections.

Technique 96

Technique Angle Profit margin Sales 96

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. 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.

Process 62

Process Objectives and Key Results Quota Sales 62

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? 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. Set up a system to collect and implement feedback. Actionable takeaways.

Objectives and Key Results 98

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

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. The AAA Principle To Close More Deals Faster.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

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. In sales, it’s not much different.

Sales 100

Sales Gaming Objection handling Quota 100

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Negotiate 87

Negotiate Territory CRM Objection handling 87

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. What is the minimum set of skills and knowledge their sellers need to have to begin selling your products and solutions successfully?

Sales 52

Sales Objection handling Quota Legal 52

SalesLoft

JUNE 6, 2018

But, in today’s modern selling environment, constant learning is a must. They hype the team up for a great year and align expectations on a team-wide scale. While it’s fairly granular, it’s a fun way to role-play and focus on certain aspects of your demo, like objection handling or discovery skills.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

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. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. For example, use “we” language when you want to warm your buyer up on a cold call. If you sell remotely via web conference (rather than face to face), flip on your webcam.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do 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. Finally, I picked up the phone and called my prospect’s office. Things to Say On the Phone. “I Great to meet you [prospect]!

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

The 5% Institute

NOVEMBER 12, 2019

By hiring correctly up front, you’ll have steps in place to avoid the mistake of having to manage and train people who are not the right fit for your sales team or business. What’s more important – not making quota, or selling something to someone they don’t need?”. Sales process training, and consultative selling practices.

Objectives and Key Results 52

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

Gong.io

JANUARY 25, 2019

These interview questions will help you size up a candidate’s sales potential. Sign-up to learn 7 ways to ramp new sellers lightning fast : Magic Bullet Sales Interview Questions. To tee it up well, let the candidate know that your hiring process includes talking to former bosses. They’ll show up ready to impress and inspire.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

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

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. For example, use “we” language when you want to warm your buyer up on a cold call. If you sell remotely via web conference (rather than face to face), flip on your webcam.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. I’m calling because…. Never mind!

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. . One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. I’m calling because…. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Cerebral Selling

OCTOBER 30, 2022

I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. For a time, my future had been stolen. 100% of buyers are humans.

Quota 213

Quota Intrinsic Sales Negotiate 213

Gong.io

MAY 31, 2021

Close more deals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Round up your corporate-approved, top-notch sales decks. Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

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? The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Something that “wakes up” the brain.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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? They’re split into sections from discovery call tips , to product demos , to objection handling , and more. After all, you can’t close any deals if you don’t have a pipeline to work with. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133