Gong.io

MARCH 12, 2018

But we also uncovered a slew of interesting objection handling techniques. But it also showed us six things they do to handle objections during those demos. It’s like objections trigger them to go into slow motion. The length of time they pause when handling sales objections plummets. Which we did.*.

Objection handling 102

Objection handling Quota Sales Technique 102

Hubspot

JUNE 16, 2025

Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' By doing this, they turned a cold pitch into a consultative conversation,” Wickett says. Show your process for handling tough objections.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. Analyze sales conversations in real-time to improve coaching and objection handling. Eliminating redundant tools that create data silos and inefficiencies.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Objection handling assessment 3. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

JANUARY 13, 2019

If you are a financial professional every other financial professional understand you, as a result you can have very productive conversations. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota.

Objection handling 95

Objection handling Technique Construction Finance 95

Partners in Excellence

JULY 14, 2022

How do they achieve their quotas, max out their comp plan, if they don’t do the whole job? How do we count the number of objections they get, so we can comp them on objection handling? As a salesperson on this plan, I would provoke as many objections as I could. Isn’t that part of the job?

Commission 102

Commission Objection handling Pipeline Quota 102

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 97

Quota Objectives and Key Results Sales Objection handling 97

Salesforce

OCTOBER 16, 2024

Imagine how much time you waste keeping call notes and tracking conversation data. One of the ways this is evident is in conversation intelligence. Read on to learn how conversation intelligence can help generate customer insights to increase your sales. What you’ll learn: What is conversation intelligence?

Conversion 59

Conversion Customers Territory CRM 59

Gong.io

MAY 31, 2021

Objection handling. All CRM-related conversations are not to be trusted. A pipeline review turns into a “Well, yeah, but the data isn’t up to date here” type objection. Your sales playbook must must must include a library of your best pricing conversations. Detailed and updated buyers personas.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

FEBRUARY 3, 2025

Sales terms are words, phrases, and concepts used in sales conversations. Sales terms ultimately shape every stage of a deal: They set the tone at the start, guide the conversation toward solutions, and create clarity and confidence to drive the deal home.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Gong.io

JULY 6, 2018

For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. It gets ugly: If you cluster topics thematically, you’ll “switch” topics during your conversation 15.6% You’ll reach conversational synchrony around the 2-3 minute mark. Be a leader.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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. How to leverage the IRP to create a team of quota crushers. For example, a seller needs to have solid product knowledge, as well as a great understanding of competitors.

Objectives and Key Results 118

Objectives and Key Results Objection handling GTM Quota 118

Sales Hacker

FEBRUARY 18, 2025

Um, and you know, that’s where I want to spend the bulk of this conversation with you because I think it’s, it’s very rare to, uh, speak with someone who’s done that three times and three times, you know, successfully, um, and. You know, a bunch of Q& A and sort of objection handling.

GTM 91

GTM Quota Drivers/motivators Sales 91

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

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. To review: Value conversations include discovery, business impact, and use cases. Product conversations are, well, all about your product. .

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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 97

Quota Objectives and Key Results Sales Follow-up 97

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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 101

Technique Angle Profit margin Sales 101

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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 127

Gaming Objectives and Key Results Sales Up-sell 127

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. Many people have found it very helpful in objection handling, particularly the price objection. I’ve shared it with hundreds of people in workshops, conversations, and meetings.

Objection handling 94

Objection handling Technique Sales Up-sell 94

Sales Hacker

OCTOBER 22, 2018

Laying out the ground rules for activity levels and explaining their quota targets in detail will help your teams prepare a game plan on how they want to hit these goals. According to research conducted by the Aberdeen Group, “Playbook users report 15% more sales reps achieving annual quota, compared to non-adopters.”.

Sales 110

Sales Gaming Quota Objection handling 110

Sales Hacker

FEBRUARY 2, 2021

Here, sales reps introduce themselves and set out to create a rapport with the prospect through small talk, asking questions, and other conversational skills. Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Presentation. Closing the sale. Make them champions!

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Hubspot

AUGUST 6, 2019

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. And let new hires respond to those objections before supplying them with ready-made scripts.

Negotiate 101

Negotiate Territory CRM Objection handling 101

SaaStr

JANUARY 21, 2020

We won’t be talking about perks and amenities today during the playbook conversation. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Culture is not perks and amenities. I love dogs.

Quota 132

Quota Sales Healthcare Territory 132

SBI

APRIL 19, 2018

While doing this, it’s important to be clear about two things: training objectives and the quotas they’ll have to hit once they’re trained. So, once you’ve set clear training and quota targets, follow up with outstanding training. And keep repeating this until your reps are going above and beyond quota attainment.

Quota 55

Quota Objection handling Sales Price 55

Hubspot

APRIL 2, 2018

Below are seven conversations you should never have over email. Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. Objection handling. It’s important that you’re able to guide the conversation as it’s happening.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Achieving sales quotas and targets. Setting sales quotas. Inside sales quotas . Team management.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. It’s like having a conversation with a real human — powered by advanced AI.

Objectives and Key Results 93

Objectives and Key Results Pitch Cold Call Sales 93

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. Knowing which action to take is critical at a time when 72% of sellers expect to miss their quota, according to the 2023 State of Sales report. The problem?

Pipeline 52

Pipeline Quota Objection handling CRM 52

Highspot

OCTOBER 11, 2023

Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.

Objectives and Key Results 59

Objectives and Key Results Drivers/motivators Technique Quota 59

Openview

JUNE 21, 2018

To do that, they need the flexibility to tailor each conversation to the buyer. With flexibility, sales professionals can read a prospective customer’s emotion and can pivot a conversation if it’s not going as well as it should. Cons: On the other hand, sales professionals are ‘professionals’ because they developed a skill set.

Objection handling 73

Objection handling Sales Quota Up-sell 73

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

Gong.io

JANUARY 25, 2019

Can’t control a conversation. The best candidates will maintain their composure and even start using objection handling techniques. You should be able to stop them at any point to dig into a good conversation. Far too often sales leaders hear “I hit my quota the last three years” and say, “Good enough for me!”.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

Hubspot

JUNE 5, 2019

Not only is this strategy easier to scale than an outbound one, but it also guarantees that your potential partners know about your company from the first conversation. Once you’ve started talking to a potential partner, Caputa advises making their needs the focus of the conversation. “We Recruitment quota attainment.

Commission 77

Commission Sales Cross-sell Consult 77

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Active listening enables reps to pose thoughtful follow-up questions and guide the conversation. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62