Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? By now, about 70% of the people are looking at me cross-eyed, inevitably thinking, “Those aren’t selling skills, what’s this guy talking about?

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JULY 4, 2023

Key metrics such as conversion rate, average deal size, sales velocity, customer acquisition cost, and sales growth provide valuable insights into the efficiency and profitability of the sales process. Monitoring and improving conversion rates are crucial for optimizing sales efforts and maximizing revenue potential.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. Keep testing your messaging, questions, and objection-handling techniques. If you find that there are people in the wrong seats, it’s your job to reassign them to meet your goals. Do they work?

Retail 64

Retail Sales Objection handling Cross-sell 64

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Hubspot

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Contract 77

Contract Cross-sell Prospecting Follow-up 77

The 5% Institute

MAY 16, 2023

Unlike a sales manager, whose focus is on overseeing the team and meeting targets, a sales coach focuses on the individual development of each salesperson. Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Highspot

JANUARY 29, 2024

Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly. With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

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. This includes those who are good at cold calling, objection-handling, closing and cross-selling.

Objectives and Key Results 98

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

Highspot

DECEMBER 19, 2023

The sales development playbook ensures all sales interactions, including objection handling and closing techniques, are standardized and maintains a uniform customer experience throughout the buyer’s journey. Operational metrics, like call conversion and email open rates, steer daily SDR tactics.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Below are seven conversations you should never have over email. Great to meet you [prospect]! Objection handling. But don’t handle them over email.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Lead Fuze

JANUARY 1, 2022

Its important for sales teams to be knowledgeable about their prospects and do research on the person before they go into a meeting. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Handling objections. Presentation.

Commission 52

Commission Sales Cross-sell Pipeline 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. This support helps the entire team to meet sales targets.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . It’s where most discovery conversations go right out of the gate… especially if you’re using Gong’s article, “ 12 Sales discovery questions to pinpoint real pain ”. Champion : Who will sell on your behalf inside the buyer’s organization? Is an abbreviation enough to save your sales team?

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

APRIL 16, 2018

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. Sales management at Global Crossing. It was actually an interesting time to be at Global Crossing. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

NOVEMBER 9, 2023

This results in higher levels of interest and client engagement , improving the buyer experience, and ultimately increasing the chances of conversion. Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. 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

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. You landed the meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. You landed the meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s PACKED with useful sales tips that will help you book more meetings: 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

OCTOBER 2, 2020

A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Gong.io

MAY 31, 2021

Meet Exceed sales goals. 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. Best-selling author, Hal Elrod, once said: . Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

OCTOBER 15, 2018

Paul: It’s because of the football conversation, that’s what it is. Because you’re working together to actually get in front of people and set meetings. How early should companies start planning that cross-functional value of the events they’re going to attend? How can we get these meetings set?

Pipeline 64

Pipeline Strategize Sales B2B 64

SaaStr

MARCH 12, 2019

And I think it comes out of the 80s and 90s and how we used to sell with shelfware. If you ever asked me to come to your board meetings, I want this to be the first slide. How often we run that meeting is how fast we learn. We really only know how to sell the mid market companies through inbound demand gen.

Growth 84

Growth Cross-sell Contract X-functional 84