Gong.io

AUGUST 22, 2018

This data (along with every other data point we’ll cover) comes from analyzing almost two million recorded sales conversations with AI. It’s an indicator of having a balanced two-way conversation, rather than a “checklist style” interrogation. It creates a balanced feel to their sales conversations. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements.

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. These challenges can influence the sales team’s ability to meet quotas.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? AI note-takers are just that.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Salesforce

FEBRUARY 19, 2024

An example of a sales play might be sending a personalized email, followed by making a phone call and then arranging a meeting. It includes detailed methods for engaging with customers, such as how to approach cold calls , effective emailing techniques , and tips for successful face-to-face meetings.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. A great sales call structure starts with a great “opening” to the meeting.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. If you’re looking for someone to fill the Account Executive position with a $1 million annual quota, it costs upwards of $4,000 every day that role goes unfilled. Which is more important: fulfilling sales quotas or ensuring customer satisfaction?

Quota 52

Quota Objection handling Sales Follow-up 52

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. More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own).

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Sales Hacker

FEBRUARY 2, 2021

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. Here, sales reps introduce themselves and set out to create a rapport with the prospect through small talk, asking questions, and other conversational skills. Presentation. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? AI note-takers are just that.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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

The 5% Institute

JUNE 8, 2023

Discuss specific quotas you have met or exceeded, significant deals you have closed, and any awards or recognition you have received for your sales performance. Discussing Sales Strategies and Approaches Engage the interviewer in a conversation about sales strategies and approaches.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Gong.io

OCTOBER 9, 2018

The sooner your new hires ramp to quota, the more revenue you’ll have on your books. Recently, we teamed up with Sales Hacker to share 7 tips that are guaranteed to help you accelerate sales onboarding: 7 Ways to Ramp New Sellers to Full Quota Lightning Fast from Chris Orlob. What does good objective handling look like?

Quota 59

Quota A/B testing Sales Objection handling 59

Hubspot

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Plus, it's important to practice the flow of conversation and learn how to ask questions authentically, instead of interrogatively. of reps meet quota. Prepare for objection handling.

Technique 97

Technique Angle Profit margin Sales 97

PandaDoc

APRIL 25, 2023

A sales plan contains everything your sales team needs to know about their roles and how they can influence meeting your organization’s sales targets in addition to contributing to the company as a whole. Your ultimate choice depends on the best approach to meet your overarching needs and goals. Here are some of the most common types.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. A great sales call structure starts with a great “opening” to the meeting.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. Cover the main stages of the sales process and conversion rate benchmarks (i.e., Conduct reviews of new hire demos, connect calls, and close conversations. Include common objections that arise during your sales process. Orientation.

Negotiate 88

Negotiate Territory CRM Objection handling 88

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Watch your sales teams close rates improve when they have on-demand materials to support their conversations.

Sales 100

Sales Gaming Objection handling Quota 100

SalesLoft

NOVEMBER 1, 2016

Sales Development Reps (SDRs) need to become creative sales dialing machines in order to hit their monthly quota, and any high-performing sales team needs a modern sales dialer, custom built around the sales development process for maximum effectiveness and efficiency , to do this. Objection Handling. Why is that?

Objection handling 52

Objection handling Cold Call CRM Pitch 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. I just wanted to introduce myself.".

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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 ”. But that alone doesn’t get anyone to quota. . Is an abbreviation enough to save your sales team? This one just might be.

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

NOVEMBER 26, 2019

If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. If you want to double, or even triple, your conversion rates, this talk is a can’t-miss. Conversations with Women In Sales Podcast Host. Ever get tongue-tied when prospects raise objections?

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

PandaDoc

NOVEMBER 15, 2021

Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. Consider organizing a competition to see who can arrange the most team meetings in the first month. Low turnover of reps.

Sales 52

Sales Quota Trust Promote 52

Gong.io

JANUARY 25, 2019

If your candidate is up to par, they’ll take control and show you that they can run a meeting. Can’t control a conversation. The best of the best will relish this question, setting a purpose or agenda for the meeting, asking questions, and scheduling the next step at the end. Everyone will say quota, obviously.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

Cience

DECEMBER 16, 2019

Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. There are several suggestions for them: roleplay various conversation situations, record yourself and listen to the mistakes, practice acting and theatrical improvisation. Scripts are rigid.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. roleplay various conversation situations, . It should be acknowledged by an SDR in the conversation in a playful and joyful manner. Reps with scripts don’t talk — they give a speech.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

PandaDoc

APRIL 24, 2023

Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios. Battlecards : Information on how your sales team can improve their objection-handling skills. This support helps the entire team to meet sales targets.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

APRIL 16, 2018

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. Sam Jacobs : Yes makes sense, so monthly, quarterly, or annual quotas? Sam Jacobs : Average quota for SMB reps, mid market, and enterprise?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Gong.io

NOVEMBER 12, 2021

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. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. All CRM-related conversations are not to be trusted. Close more deals.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. Historically, sales coaching focused on training and hitting quota.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Salesforce

JANUARY 18, 2024

The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. As these conversations unfold, you learn more about your prospects and how you can make their jobs — and lives — easier with your solutions. Keep the conversation free-flowing and natural.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Inside sales reps do not have the benefit of meeting prospects face-to-face, making it a challenge to quickly connect with busy and often hostile strangers over the phone. Has your champion cancelled the last three meetings? Time Management.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

JUNE 27, 2022

For example, if a rep has strong discovery and objection handling skills, they’re more likely to be successful than those who struggle in this area. These should be the knowledge, skills, and behaviors each role needs to have to meet their goals. How to leverage the IRP to create a team of quota crushers.

Objectives and Key Results 97

Objectives and Key Results Objection handling GTM Quota 97

Sales Hacker

AUGUST 19, 2019

If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota. When I’m working with salespeople who aren’t achieving their quotas, they are often looking for a “cheat code” to getting better at their job. . Have a strong, predictable process.

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Gong.io

NOVEMBER 12, 2021

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. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71