Martech

AUGUST 8, 2024

As these ecosystems grow bloated and more complex, challenges related to integration, utilization and ROI compound, becoming significant blockers to productivity. You can optimize your marketing technology stacks and resource allocation by focusing on the 20% of tools, strategies or efforts that generate 80% of the results.

Objectives and Key Results 123

Objectives and Key Results Strategize Technology Technology 123

The 5% Institute

MAY 5, 2021

In this article, you’ll learn how to overcome the partner objection; which is one of the more common sales objections you’ll come across during your sales conversations. The real questions is though; is how do you overcome the partner objection in a way that’s not pushy or in a way that lacks empathy? This is by qualifying.

Objectives and Key Results 136

Objectives and Key Results Objection handling Up-sell Price 136

Martech

OCTOBER 25, 2024

GenAI’s transformative power accelerates marketing objectives and unlocks growth. The benefits are clear: enhanced productivity, deeper data analysis, personalized experiences, content generation and more. Many mistakenly believe you can simply feed an organization’s data into a genAI tool and get results.

Objectives and Key Results 136

Objectives and Key Results Government Trust Technology 136

Heinz Marketing

SEPTEMBER 24, 2024

6sense uses AI to surface prospects most likely to be in-market for your product by monitoring buyer intent signals such as web searches, content engagement, and company behavior. Its AI-driven analytics help SDRs focus on leads that are showing active interest in your product or service.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

Martech

NOVEMBER 6, 2024

Step up live call productivity with AI-powered Copilot assistance. Updated CRM object merge behavior to be aware of. Highlight key data instantly with conditional formatting in reports. This efficient, on-the-go access streamlines their day-to-day lead management flows and boosts productivity.

Objectives and Key Results 118

Objectives and Key Results CRM Contact Pipeline 118

The 5% Institute

OCTOBER 3, 2021

Want to know exactly how to handle sales objections with the 3 F’s method? The 3 F’s method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. Related article: Sales Objections Scripts – Do They Work? So, what exactly is it? Beliefs In Sales.

Objectives and Key Results 145

Objectives and Key Results Technique Objection handling Sales 145

The 5% Institute

APRIL 12, 2021

One of the most common sales objections you’ll come across, is the I need to talk to my wife objection. So how do you handle the I need to talk to my wife objection in a way that’s not pushy or in a way that lacks empathy? The I Need To Talk To My Wife Objection – Why It Comes Up. Prevention Is Better Than A Cure.

Objectives and Key Results 145

Objectives and Key Results Objection handling Up-sell Price 145

Tibor Shanto

JUNE 17, 2021

What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. If the reasons why goals are set to be a stretch is new to you I’d recommend you read this post about OKR grading as it outlines the science of why ambition is key to team and organisational success.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

SaaStr

JANUARY 8, 2025

As Checkr follows usage-based pricing, it’s a transactional business that needs to be managed differently than a typical subscription SaaS model since they only earn revenue when the customer is using the product. Some key findings included: Bookings to revenue conversion rates were significantly below target.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territory 52

Territory Objectives and Key Results Legal Sales 52

Heinz Marketing

SEPTEMBER 17, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing Staying ahead and achieving business success requires more than just a superior product or service. This article delves into key indicators and situational triggers that signal when partnering with a marketing agency might be a strategic move for your business.

Objectives and Key Results 108

Objectives and Key Results Launch Campaign Growth 108

Search Engine Land

AUGUST 22, 2024

Your approach depends on the account’s size, conversion volume and overall business objectives. Segmentation by best sellers, product attributes, location, profitability and user type. A comprehensive product matrix approach. Disadvantages Effectively, there is no product differentiation in your advertising.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Search Engine Land

SEPTEMBER 17, 2024

Dig deeper: Why video is key to building brand identity and engagement Mastering social search: Why and how to maximize your video content’s reach across platforms The rise of social search brings important changes content creators must consider: Increased importance of engagement metrics. Dig deeper: Is TikTok a search engine?

Objectives and Key Results 87

Objectives and Key Results Click Through Rate A/B testing Education 87

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. The various aspects of closing sales training, to ensure you’re successful in your field. Consistently deliver results.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Martech

AUGUST 14, 2024

In martech terms, that means 20% of your tools drive 80% of your results. Even with a tech-savvy marketing team, CMOs should collaborate closely with IT on implementation and strategy. Dig deeper: The great debate: Activity vs. results 4. This will pay for itself via a more skilled, efficient and productive team.

Negotiate 116

Negotiate Objectives and Key Results Technology Technology 116

Search Engine Land

AUGUST 5, 2024

A well-documented SEO strategy is your roadmap to success, aligning your efforts with business objectives and getting stakeholders on board. It should: Be a focused, achievable set of goals that are directly relevant to the overarching objectives of the wider business. An SEO strategy is not: A list of activities to be carried out.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

The 5% Institute

JULY 26, 2021

Learning exactly how to close real estate deals, can make the difference between remaining a mediocre Real Estate Agent or Realtor, or reaching the top 5% of your industry. So; what’s the process to learn how to close real estate deals? So; what’s the process to learn how to close real estate deals? Prospecting. Cross selling.

Real Estate 145

Real Estate Closing Cross-sell Objectives and Key Results 145

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. If no one owns lead management, then no one is paying close attention to which leads are actually working and why. For example, when it comes to selecting products for commercial construction, there are a variety of decision makers.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Handling Cold Call Objections. Introduction Opening Lead Qualification Closing the Sale. The key to the best cold calling scripts is a proper structure. To qualify a lead, you should sincerely determine if the customer truly needs your product/service.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Martech

JANUARY 14, 2025

This is at odds with a company’s primary objective of acquiring and retaining customers. As a result, it falls to marketing to drive the importance of keeping the customers you already have. “Your product/service has to be great, and the customer experience also has to be great, Stevens said. Give me leads.

B2B 133

B2B Customers Objectives and Key Results Cross-sell 133

The 5% Institute

NOVEMBER 25, 2020

Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients. These are: Setting expectations.

Objectives and Key Results 145

Objectives and Key Results Repeat business Sales Clients 145

Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

The 5% Institute

OCTOBER 20, 2022

Selling finance products can sometimes feel a bit harder than selling other product types. Generally, when selling finance products, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Selling Finance Products – 5 x Effective Tips.

Finance 138

Finance Product Sell Objectives and Key Results 138

Veloxy

FEBRUARY 13, 2023

This leads to higher levels of trust and rapport, and ultimately more closed deals. What's the difference between open ended and close ended questions? Close ended questions are questions that can be answered with a “yes” or “no,” or with a specific piece of information.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Martech

OCTOBER 29, 2024

Select an objective specific enough to guide the process toward something useful, but loose enough to allow for the unexpected. This problem is too tight: “Develop a campaign that will achieve the following 10 objectives.” To get fresh results, you must converse with the world. Creativity likes a problem to grind against.

Objectives and Key Results 124

Objectives and Key Results X-functional A/B testing Campaign 124

Highspot

MAY 26, 2025

Key takeaways Learning analytics connects training investments directly to business results, helping teams prove impact and make faster, smarter decisions. Is training translating into closed deals? For example, sales reps who skipped interactive role-plays in training struggled with objection handling.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Partners in Excellence

DECEMBER 10, 2024

And the data shows this, declining results across virtually every metric we see. We provide rich training on prospecting, qualifying, discovery, questioning, objection handling, closing skills; but too often, even though the right words are coming out of our sellers mouths, nothing is happening.

Objectives and Key Results 117

Objectives and Key Results Objection handling High impact Conversion 117

Partners in Excellence

FEBRUARY 13, 2025

Over years, he showed increasing frustration in buying teams, resulting in regret. He is also identifying the AI effect, saying buyers are leveraging LLMs to support product selection. Some key questions for sellers, as we look at buyers raising the bar of expectations: Do we understand where they struggle in their buying process?

Objectives and Key Results 81

Objectives and Key Results Objection handling Meeting Process 81

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. I love the Clement Stone quote – “You are a product of your environment. I’ll close with another amazing quote.

Real Estate 242

Real Estate Healthcare Objectives and Key Results Government 242

The 5% Institute

MAY 6, 2021

In this article, we’ll explore how to sell any product, by focusing on these eight key selling tips. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. How To Sell Any Product – 8 x Selling Tips. How To Sell Any Product – 8 x Selling Tips.

Sell 145

Sell Product Objectives and Key Results Presentation 145

The 5% Institute

MAY 26, 2021

In this article, we’ll share the exact blueprint on how to close a sales deal on the phone; without being salesy, and yet still remaining in control. Some people still use old school always be closing methods , and others a completely different and more consultative approach. Pre-Work Tip #1 – Do Some Homework.

Closing 145

Closing Objectives and Key Results Sales Clients 145

Sales Gravy

JUNE 5, 2025

Your sales team just closed a $50K deal. They close more deals and grow revenue faster year-over-year. Marketing can be blind to the value propositions that are working for sales if they do not understand the sellers’ pitches and approach to closing deals. Marketing takes credit because the prospect downloaded three whitepapers.

Objectives and Key Results 54

Objectives and Key Results Objection handling Sell Pitch 54

Veloxy

NOVEMBER 15, 2022

This guide to account based selling for beginners will answer all of your key questions, such as: What is account based selling? Crucially, it identifies the high-value accounts that demand greater attention and offer the best closing potential. The results? The 5 key features are detailed below: 1. Internal alignment.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Search Engine Land

AUGUST 12, 2024

For single service or product-focused accounts, choose a part of the market where some fluctuation is acceptable. The key is supporting your chosen strategy and communicating your decisions clearly with your client. Key considerations for Performance Max Conversion volume: Can you achieve at least 60 conversions in a 30-day period?

Objectives and Key Results 94

Objectives and Key Results Non-Profits Campaign Networking 94

Sales Pop!

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Another idea is to expand on the benefits of using a sales enablement strategy, such as increased productivity and better engagement with prospects.

Objectives and Key Results 245

Objectives and Key Results Cross-sell Sales Strategize 245

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. This mindset will enable sellers to not just sell a product, but to sell a vision of the desired outcome.

Customers 138

Customers Objectives and Key Results Drivers/motivators Pipeline 138