Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Are they motivated more by emotional needs or physical ones? The key is aligning the reward with what motivates your audience.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

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. Actionable takeaways.

Objectives and Key Results 98

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

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Also called self-motivation, hunger, or grit, this trait refers to the relentless pursuit of goals even amid energy-sapping challenges. Accountability and drive can help sellers achieve quota even in the midst of setbacks. Just like a project, sales consists of tasks and activities.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

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. Motivated to solve problems as opposed to making a sale. Throw away the objection handling and conquering techniques. Tin Men kind of stuff. At any rate … they always killed it. Not salespeople.

Objection handling 71

Objection handling Quota Technique Pitch 71

Outreach

FEBRUARY 11, 2022

How many times have you wished there was a killer speech or inspirational video you could share with your salespeople that would give them all the motivation they need to crush their monthly numbers? This approach engages and motivates more experienced or senior-level salespeople to guide their peers in the right direction.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

Gong.io

MAY 31, 2021

Objection handling. As a new company with a new sales department… with a handful of demo requests per day, the Gong sound was pretty exciting and motivating. Your buyers will appreciate you… and so will your quota. You are reading this now, so “just missing your quota” is really not an option.

Territory 118

Territory Objectives and Key Results Contract Price 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. . Learn how to motivate yourself.

Quota 99

Quota Objectives and Key Results Sales Prospecting 99

Sales Hacker

NOVEMBER 26, 2019

If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. But those bad deals are a sunk cost that will leave you scrambling to meet quota.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Highspot

OCTOBER 11, 2023

Motivation and Leadership They inspire and lead the sales team, providing guidance, support, and motivation to achieve individual and team goals. Look for self-motivated, goal-oriented, and customer-focused candidates. This can boost morale and motivation. Encourage collaboration and knowledge sharing.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: The Flip Manifesto: 16 Counterintuitive Ideas About Motivation, Innovation, and Leadership. TED Talk - The Puzzle of Motivation. Why Your Focus on Quota is Killing Revenue Growth.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. In addition to creating a sales team and assigning roles, sales managers are also responsible for keeping their team motivated and continuously evaluate them, offering feedback in the process. Closing the sale.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Gong.io

JANUARY 25, 2019

Motivation Questions 5. The best candidates will maintain their composure and even start using objection handling techniques. There’s nothing quite as relieving as discovering that you have a self-motivated learner on your team. Motivation Sales Interview Questions. Quick Links 1. Magic Bullet Questions 2.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

Sales Hacker

APRIL 26, 2018

They’d rather find and consume product information online at their own convenience than be personally called over the phone by a rabid salesperson prodded by a sales quota, armed with a call script, and conditioned not to go beyond a prefabricated sales pitch. . 4) Drive: The Surprising Truth About What Motivates Us by Daniel Pink.

Drivers/motivators 71

Drivers/motivators Non-Profits B2B Consult 71

Hubspot

JUNE 5, 2019

Recruitment quota attainment. They typically establish a strategy, help their partners implement it, and work toward a sales quota. How to Motivate Channel Sales Partners. Channel sales is extremely challenging because you’re trying to motivate people you have no direct influence over. Wondering what success looks like?

Commission 77

Commission Sales Cross-sell Consult 77

SalesLoft

JUNE 6, 2018

It’s the beginning of your fiscal year and this is the time for your team to get motivated and armed with knowledge. While these meetings are often highly tactical, it’s a great opportunity for you to recognize key players, quotas, and any challenges the team is facing at the present time.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

SalesLoft

DECEMBER 12, 2021

All of these quota-crushing results (and more!) Identify the most common objections so you can share the best objection-handling techniques for your team. Feeling motivated? What if you could equip your reps with email templates that cut through the noise and resulted in positive responses? .

Objection handling 52

Objection handling Pipeline Quota Technique 52

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

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. And what motivates them more than anything else in life business (money, personal growth, etc)? 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.

Quota 52

Quota Sales Objection handling Follow-up 52

Sales Hacker

MAY 31, 2018

For one thing, SDRs do not need to close deals and are often exempt from traditional sales quotas. Instead of quotas, SDRs aim to beat a different set of activity and performance metrics. Objection handling. Drive/Self-motivation. Instead, SDRs take lead generation and qualification very seriously. Do your math.

SQL 61

SQL Appointment Pipeline Lead generation 61

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. The role of Sales Manager has always been one of the hardest jobs in sales.

Objectives and Key Results 56

Objectives and Key Results Sales CRM Objection handling 56

The 5% Institute

NOVEMBER 12, 2019

What’s more important – not making quota, or selling something to someone they don’t need?”. Tip number three on how to manage a sales team, is ensuring that you have the right motivation factors in place to create consistent and positive results. Objection handling. Motivation. Memorisation. Analysing data.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Sales 52

Highspot

JANUARY 4, 2024

Ensure content provides necessary knowledge and motivates salespeople to apply learned concepts in real-world situations. In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Conduct role-playing exercises to practice objection-handling.

Pitch 52

Pitch Objection handling Sales Technique 52

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Sales Hacker

JUNE 12, 2018

Understanding proper buyer motivation. Proper objection-handling. It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. What You’ll Learn. The core elements of Cerebral Selling. The key tactics to effective discovery.

Cold Call 55

Cold Call Objection handling Sales Quota 55

Cience

FEBRUARY 5, 2019

That’s why I’d like to see the tenure increase, but once again – it’s up to the hiring managers and the companies to keep SDRs happy, because there will always be other organization willing to hire a rep from your firm on a quota-carrying position. The latter still continued as quota-carrying, but for appointments, not the revenue.

Appointment 50

Appointment Inside sales Quota Clients 50

Highspot

JANUARY 3, 2024

These challenges can influence the sales team’s ability to meet quotas. However, only 17% of sellers expect their team to hit its full quota this year. This can motivate the prospect to act quickly to avoid missing out. Navigating through objections can often be the difference between losing and closing a deal.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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. ” You can motivate them to outperform another team or outsell your market’s top competitors. Attend an objection handling workshop.”

Sales 52

Sales Quota Trust Promote 52

PandaDoc

APRIL 25, 2023

When sales targets are aligned with precise actions and timeframes, your team feels part of your business’s success — and ultimately more motivated to reach their sales targets. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Highspot

MARCH 26, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. These virtual assistants can generate natural language responses and recommendations, helping reps refine their sales pitches , overcome objections, and meet quotas more effectively. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

Gong.io

JUNE 8, 2022

This matters because no one is as motivated to uncover the truth and find solutions as the folks who carry the weight of responsibility for financial wins and losses. But that alone doesn’t get anyone to quota. . They focus on objection handling , active listening, presenting skills, storytelling, and more. (As

Process 62

Process Objectives and Key Results Quota Sales 62

Highspot

DECEMBER 5, 2024

It creates a culture of continuous learning, which motivates employees to embrace development opportunities and strive for excellence. Sales skills: Mock sales calls and role-playing sessions can be used to improve essential sales skills , such as prospecting, objection handling, and closing deals.

Objectives and Key Results 52

Objectives and Key Results Growth Negotiate Objection handling 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. If they believe they’re growing up in marketing or strategy or some other functional area they may be difficult to motivate in tough times.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

Sales Hacker

OCTOBER 7, 2021

As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions. Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. Alicia Murphy.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Hubspot

JANUARY 22, 2018

For a 100-person sales team with $1 million individual quotas and a $50,000 average deal size, that translates to a $20 million increase in revenue. Focus: Sales meetings, objection handling, and closing. The ultimate goal is improving bottom-line results. Driving to Close. Vendor: John Barrows. Location: On-site.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

SalesLoft

OCTOBER 2, 2018

CSO Insights found that when sales enablement efforts are aligned with how customers make decisions, quota attainment rates are “up to 14% greater than the average.”. Responsive, adaptive, and living. Above all, sales engagement is customer-centric. Sales engagement delivers a higher quantity and quality of selling time.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Cerebral Selling

OCTOBER 30, 2022

Indeed, from negotiating tactics learned from going a few rounds with my kids , to objection handling lessons from pandemic politics , there are so many valuable sales lessons that life can teach us if we remain mindful and open to them. But customers, wary of our motivations and intentions, keep those insights closely guarded.

Quota 240

Quota Sales Intrinsic Negotiate 240