Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. The challenge for many sellers is defining Objectives. The challenge for many sellers is defining Objectives. They avoid timing stocks or short-lived fads, and work on delivering consistent results.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. By restructuring compensation plans to focus more on actual revenue realization, Lindsey was able to better align seller behavior with company objectives.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. The results get even better with a 5X increase by the second month. Lets dive in. See our case study here.

Product 130

Product CRM Price Objectives and Key Results 130

ClickFunnels

OCTOBER 22, 2021

Low-quality traffic — which refers to traffic that isn’t interested in what you’re offering or can’t afford it — will always result in a low conversion rate and a high cost per conversion. Work your way in — This means you’ll be emailing people, building relationships with key decision-makers, and looking for collaboration opportunities.

Objectives and Key Results 248

Objectives and Key Results Sales Non-Profits Follow-up 248

Veloxy

FEBRUARY 13, 2023

While close ended questions give you faster and direct results, open ended questions deliver richer and more valuable insights. Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. Gone are the days of selling one to one.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

NOVEMBER 25, 2020

Sales can be won or lost based on how you present and carry yourself – which is why sales professionalism is key to your success. In this article, we’ll explore what sales professionalism is, as well as the five key factors you need to position yourself as the easy choice for your potential clients. These are: Setting expectations.

Objectives and Key Results 145

Objectives and Key Results Repeat business Sales Clients 145

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. Invest in Quality Sales Training and Coaching A crucial part of selling is reaching the right people with a great offer.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Hubspot

OCTOBER 28, 2024

billion-year history of the known universe — have tapped some experts for their takes on key cold calling mistakes you need to avoid. This shift in focus, from selling features to solving a specific pain point, increased our engagement and conversion rates dramatically.” Let's see what they had to say!

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. The results?

Sell 246

Sell Objectives and Key Results SQL B2B 246

Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — What is Sales Enablement?

Objectives and Key Results 245

Objectives and Key Results Cross-sell Sales Strategize 245

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. As a result, it seems everything is “coaching.”

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. Sales revolves around two key goals: acquiring new customers and keeping them. You can’t escape it. Same story.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. Since you are a product of your environment, choose the environment that best develops you toward your objective”. In selling, it’s all about questions. What about SMB with small business grants and the resulting pains and opportunities?

Transportation 241

Transportation Real Estate Healthcare Government 241

Martech

OCTOBER 18, 2024

India, China and Brazil follow the US in terms of users. As a result, many posts have all the liveliness and personality of a press release. This is best done passive-aggressively: “It’s great to see [competitor] getting back up to speed. More than 70% are from outside the United States. 40% of monthly active users visit daily.

Objectives and Key Results 139

Objectives and Key Results Click Through Rate B2B Campaign 139

Hubspot

JULY 22, 2024

I know, I know, you'd rather just pick up the phone and call. Here‘s one thing I never fail to do: Look up how to pronounce the prospect’s name. You should also follow their pronouns if they are listed in their LinkedIn bio. Option 2: Objection I understand. Then, I can follow up with you tomorrow.

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Cerebral Selling

FEBRUARY 22, 2021

In part one of this post, I shared research on how modern sales and marketing organizations can drive revenue growth by being more prescriptive in their selling motions. In Sell The Way You Buy , I refer to these as Unknown-Unspoken problems. For example, consider a busy small business owner wearing more hats than she should.

Process 227

Process Customers Objectives and Key Results Clients 227

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. Speed up the process. Educate the Customer As a solar salesperson, you are not only selling a product but also educating your customers about solar energy. of all U.S.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Martech

SEPTEMBER 16, 2024

Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement. Boost engagement rates on key channels by 30%. Increase cross-sell and upsell revenue by 25%. Sample goals: Increase lead generation by 25% each quarter.

Go To Market 65

Go To Market Objectives and Key Results A/B testing Territory 65

Lead Fuze

JULY 25, 2021

9 Overcoming Sales Objections Strategies for Getting Your New Product Launch Marketing Plan on Track. Even when they do, overcoming sales objections needs to be your next goal. Overcoming sales objections of all of those leads is possibly the biggest differentiator between those who succeed and those who don’t.

Objectives and Key Results 105

Objectives and Key Results Sales Up-sell Start-ups 105

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance.

Objectives and Key Results 58

Objectives and Key Results Territory Appointment Technique 58

Salesforce

APRIL 11, 2023

As you can imagine, selling was a struggle through all of it. We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease.

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Martech

APRIL 3, 2023

This article is a guide to conversational marketing and why it should be a key component of your B2B go-to-market strategy. To build your strategy, identify your audience, select tools, create a messaging framework, train your team and measure results.

GTM 129

GTM B2B Conversion Objectives and Key Results 129

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. Traditional sales coaching focuses on tactical issues and deal reviews – leaving little time for the kind of coaching that actually gets the desired results.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Veloxy

MARCH 15, 2023

It is a comprehensive approach that helps organizations increase their revenue growth by aligning their sales, marketing, and customer success efforts with their business objectives. This results in higher customer satisfaction, increased customer loyalty, and improved customer retention. Here are the three key advantages: 1.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Hubspot

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. Plan follow-up strategies when, how, and what to say.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

Highspot

JUNE 23, 2025

Many organizations still treat AI as a standalone tool, rather than integrating it into key workflows like sales calls, content sharing, or coaching. Maybe your reps are getting stuck because they skipped objection-handling content. And that gap shows up in the numbers. However, there’s room for improvement. The difference?

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Cerebral Selling

SEPTEMBER 12, 2022

As a result, they suffer with low close rates and poor forecast accuracy. “We spoke to the customer a number of times and identified their key issues. I refer to this in my objection handling course as “ turning the future into the past ”). the real reason they buy). Does this narrative sound familiar? Stick around?

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

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. Those that use AI realize up to 20% better revenue outcomes. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Search Engine Land

SEPTEMBER 11, 2023

Results can vary from one business to another and across different sectors of the economy. This article outlines the key considerations in adopting Target ROAS to help you evaluate whether value-based bidding is a good fit for your business. Consider an ecommerce store selling products worth $20, $50 and $100.

Profit margin 134

Profit margin Objectives and Key Results Campaign Conversion 134

Sales Pop!

SEPTEMBER 13, 2024

By following these steps, your team can enhance productivity and improve sales performance. This leaves less time for actual selling. Set Up the Integration : Connect the AI tool to your email, calendar, and CRM system. Missing key points or failing to handle objections effectively can result in missed opportunities.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Veloxy

MARCH 23, 2023

Understanding why one prospect became a customer while another went elsewhere will be key if you expect to make your sales process stronger for future bids. But more importantly, the answer you get will allow you to identify and round up all relevant parties in this or any other similar company next time.

Process 244

Process Objectives and Key Results Sales Up-sell 244

Sales Pop!

SEPTEMBER 5, 2024

These methodologies are designed to ensure consistency, improve efficiency, and ultimately drive better sales results. The Importance of Sales Methodology Adherence Sales methodologies are not just guidelines; they are strategic roadmaps that, when followed correctly, can lead to predictable and successful outcomes.

Objectives and Key Results 130

Objectives and Key Results Technique Objection handling Follow-up 130

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. A sales performance evaluation is a structured review of a salespersons results, skills, and areas for improvement. Each type brings its strengths, tailored to your sales objectives.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. Our solution streamlines approvals, saving clients up to 10 hours a week. Did they pick up on vague cues and dig deeper? ” Rep: “Got it.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

SaaStr

DECEMBER 4, 2024

As Miro grew and we were scaling up, they wanted the product to be once again available to everyone. They experimented with pricing and packaging until they figured out how to reduce the limits back down to one user without hurting any of their key metrics. ” Pricing is also more than just the bottom-line price level.

Price 111

Price Growth Objectives and Key Results Cross-sell 111