Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel.

Sales 100

Sales Gaming Objection handling Quota 100

Hubspot

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Prepare for objection handling. Attend sales training. When coaching skills exceed expectations, 94.8%

Technique 97

Technique Angle Profit margin Sales 97

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. 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. They’ll be able to tell you exactly how that skill upped their game. Close rates.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. A perfect example would be Black Mirror’s Bandersnatch or a pen-and-paper role-playing game. Remember, you’re the game master here, but you need to take into account as many probable reactions of a prospect as possible. Which one describes your situation best?

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. A perfect example would be Black Mirror’s Bandersnatch or a pen-and-paper role-playing game. Remember, you’re the game master here, but you need to take into account as many probable reactions of a prospect as possible. Here are some examples: Q. Buyer Persona.

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

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

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

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)? . Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. Historically, sales coaching focused on training and hitting quota.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

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?

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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 more than a mindless numbers game. Quick Links 1. Prospecting 2.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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

SBI

JUNE 2, 2020

Even with all of those in place, your journey to quota can hit snags. In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Sellers are calling 90% of them, however, they aren’t converting enough calls to meetings. Upstream vs Downstream thinking.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

OCTOBER 7, 2021

See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. It was a game-changer in my career. 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.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. I know everyone likes ping pong, but I like quiet investor meetings. 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. This isn’t what I signed up for.”

Quota 102

Quota Sales Healthcare Territory 102

PandaDoc

MARCH 20, 2020

How are my reps going to hit quota? We shouldn’t talk about pushing meetings back, we should talk about how anyone NOT using PandaDoc will function. Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). Will I lose my job? How do we conserve our budget?

Sales 52

Sales Objection handling Start-ups Prospecting 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. An organization’s sales development strategy greatly impacts its chances of meeting revenue targets and achieving growth. Objection handling.

SQL 48

SQL Appointment Pipeline Lead generation 48

SaaStr

MARCH 12, 2019

Totally changes the game. The game has changed but we haven’t caught up. If you ever asked me to come to your board meetings, I want this to be the first slide. How often we run that meeting is how fast we learn. Now I’m in a position to put marketing on a revenue quota. Can you measure it?

Growth 83

Growth Cross-sell Contract X-functional 83