Partners in Excellence

MAY 30, 2023

We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Gong.io

OCTOBER 19, 2021

They create efficient processes across sales teams so the buyer can move smoothly and efficiently through your company at every stage in their journey, from pre-sales to customer success. The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. But it is. .

Quota 164

Quota Sales Strategize Cross-sell 164

Highspot

APRIL 1, 2025

AI’s role: Challenges you to weigh data, such as customer lifetime value (CLV) and pricing benchmarks, against instinct. If your team often battles last-minute customer demands, create a scenario simulating a persistent client with shifting requirements. Mindset: Open to coaching, resistant to feedback, or lacking self-awareness.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Marcus Standish , business development lead at Professional Services Automation platform at Scoro , explains, “If a candidate has worked in an entrepreneurial environment, customer success, or account management, that’s a plus.”

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Using AI in sales can also personalize outreach, shorten sales cycles, and enhance buyer experiences and customer interactions.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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. The length of time they pause when handling sales objections plummets. They practically interrupt their customer while answering the objection.

Objection handling 102

Objection handling Quota Sales Technique 102

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. Customer lifetime value (CLV) and churn reduction.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Partners in Excellence

APRIL 22, 2019

After all, our jobs are: Create differentiated value with our customers. Execute our company business strategies with our customers. Achieve/exceed our goals and objectives. Additionally, techniques and tactics don’t help us with the whole customer engagement process. How do we break out of this conundrum?

Technique 118

Technique Objection handling Sales Quota 118

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 93

Objection handling Technique Construction Finance 93

Sales Hacker

MAY 19, 2022

Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. Read more: How I Reduced My Sales Team’s Objection Rate by 254%. Rather, it’s a science.

Quota 110

Quota Cross-sell Objection handling Up-sell 110

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The sales role involves closing deals and meeting sales objectives through effective communication and understanding prospect and customer needs. Objection handling assessment 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

APACSMA

FEBRUARY 8, 2021

Gain customer knowledge through the buyer’s journey Sales reps should gain a deeper understanding of their buyer’s persona including key business challenges, success metrics, or pain points. As different customers have different priorities and preferences, sales reps should be able to identify them and respond accordingly.

Objection handling 98

Objection handling Sales Quota Pitch 98

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

Gong.io

MAY 31, 2021

Objection handling. When you are done reading this, you’ll have everything you need to build your very own, fully customized, super-complete, sales playbook. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. Detailed and updated buyers personas.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

JUNE 27, 2022

We ran a survey of more than 900 sales organizations and found that 93% have spent the time identifying and documenting their ideal customer profile (ICP) , which outlines the key qualities that make a buyer a great fit for a seller’s solutions. Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles.

Objectives and Key Results 118

Objectives and Key Results Objection handling GTM Quota 118

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

CloserIQ

OCTOBER 30, 2018

Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer. A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services.

Objectives and Key Results 98

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

Sales Hacker

FEBRUARY 18, 2025

You know, a bunch of Q& A and sort of objection handling. Here are three great anecdotes that kind of always spring to mind and get sort of prospects and customers excited. Obviously those should probably come from your lighthouse customers or your first design partners. And if not. So that’s a big part of it.

GTM 91

GTM Quota Drivers/motivators Sales 91

Salesforce

FEBRUARY 3, 2025

.” While “ Always Be Closing ” reflects the aggressive tactics of the past, modern sales prioritizes relationships and gathering as much context as possible to address customers’ needs. Account A business, customer, lead, or prospect a company engages with to sell products or services to.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

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. Ideal customer profile. talk to product marketing prior to talking to the VP Marketing because…”).

Sales 110

Sales Gaming Quota Objection handling 110

Adaptive Business Services

JULY 27, 2022

While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Instead, they were perceived by customers as being …. Throw away the objection handling and conquering techniques. Maybe it’s because I am a customer in addition to being a sales rep.

Objection handling 71

Objection handling Quota Technique Up-sell 71

SaaStr

JANUARY 21, 2020

At least two to three of your interview questions on your very first interview should be aligned specifically with your mission, vision, values and what you’re looking to uncover is do they have a passion for your customer and do they have a passion for the challenge that you’re attempting to solve? You got good at that.

Quota 132

Quota Sales Healthcare Territory 132

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

JANUARY 11, 2018

Product and customer research. Demos, objection handling, closing. Sellers must be good listeners and excellent storytellers to be able to connect their product with the unique needs of each customer. Accountability and drive can help sellers achieve quota even in the midst of setbacks. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Repeat business 107

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. Yeah, you know what I first read my early objection was, but sales is not linear, right?

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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. It helps in prospecting–reaching those customers who don’t respond. Many people have found it very helpful in objection handling, particularly the price objection.

Technique 94

Technique Objection handling Sales Up-sell 94

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. . After 9 minutes, you risk your customer suffering from boredom — never a good thing. ??Data 10 Sales Skills for Objection Handling: Pause.

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 Prospecting 97

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 108

Objection handling Territory Quota Technique 108

Hubspot

AUGUST 6, 2019

But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. In this section of training, describe your ideal customer. Practice negotiating and common object handling. It takes time. Walk through your buyer personas.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Salesforce

OCTOBER 16, 2024

Read on to learn how conversation intelligence can help generate customer insights to increase your sales. Conversation intelligence uses AI and machine learning to collect and analyze a sales team’s interactions with customers. What you’ll learn: What is conversation intelligence?

Conversion 59

Conversion Customers Territory CRM 59

Gong.io

JULY 6, 2018

Your customer will usually follow suit. Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. So what else is effective in the face of objections?

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

OCTOBER 9, 2019

A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Stay connected to the customer. Having an authentic, productive conversation is one of the best ways to stay connected with your customers and improve your sales. Prepare for objection handling.

Technique 101

Technique Angle Profit margin Sales 101

Gong.io

JULY 11, 2022

Inside sales teams use phone, email, video, and social media messaging to sell to potential customers. . Performing research on potential customers to determine initial fit. Managing referrals from existing customers. Upselling and cross-selling to existing customers. Achieving sales quotas and targets.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Customer Service: How To Win Back Lost Customers. What Is Your Customer Trying To Achieve? 7 Reasons the Customer Is Often Wrong. Why Your Focus on Quota is Killing Revenue Growth. Jill Konrath.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Retail 78

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. Companies start prospecting by formulating an Ideal Customer Profile. It focuses on the sales and marketing teams and helps gain important insight such as customer needs.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Highspot

OCTOBER 11, 2023

The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty. This involves identifying target markets, segmenting potential customers, and positioning products or services. Sales managers guide their team in maintaining positive customer interactions.

Objectives and Key Results 59

Objectives and Key Results Technique Drivers/motivators Quota 59