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 99

Sales Gaming Objection handling Quota 99

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. 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.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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 96

Technique Angle Profit margin Sales 96

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 54

Objectives and Key Results Sales CRM Objection handling 54

Gong.io

JANUARY 25, 2019

The best candidates will maintain their composure and even start using objection handling techniques. Your whole team uses the same sales process, so what sets you apart to consistently hit the quota you said you hit? Far too often sales leaders hear “I hit my quota the last three years” and say, “Good enough for me!”.

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

Sales Hacker

JUNE 12, 2018

Proper objection-handling. It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. Bonus read: 5 Game-Changing Trends Shaping the Future of Sales [New Report]. Understanding proper buyer motivation. The key tactics to effective discovery.

Cold Call 45

Cold Call Objection handling Sales Quota 45

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. . 8) Innovation and Commercialization, Massachusetts Institute of Technology.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

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 function allows you to level up your sales training using interactive games and quizzes.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. And your superstars are usually saying 200% of quota.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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

Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Get your multi-threading game on. #13

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling. Objection Handling. Understanding of Prospect Roles and Influence.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. It’s more than a mindless numbers game. But it’s canceled out by everyone who misses quota. Objection Handling Sales Tips. Quick Links 1. Prospecting 2. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Get your multi-threading game on. #13

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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 89

Objection handling Territory Quota Technique 89

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. 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. Weekly and monthly leader boards, music, YouTube videos, quotas. I love dogs. We give them an onboarding buddy.

Quota 103

Quota Sales Healthcare Territory 103

SBI

JUNE 2, 2020

Even with all of those in place, your journey to quota can hit snags. When the Green Bay Packers showed up for spring training after having lost the NFL Championship to the Philadelphia Eagles in 1961, their coach, Vince Lombardi did not say, “Gentlemen, we need to take our game to the next level.”

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

OCTOBER 7, 2021

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. I managed a team of senior sales people and carried an individual quota. Self-assurance. Jaime Diglio.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

PandaDoc

MARCH 20, 2020

How are my reps going to hit quota? Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). A reminder that there are some underlying business questions that are now more important than ever. Will I lose my job? What happens if half the workforce gets sick?

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. Objection handling. Prospecting and lead generation is largely a numbers game. Sales prospecting and lead qualification.

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. Now I’m in a position to put marketing on a revenue quota. Marketing on a revenue quota, yeah. It’s all about churn and retention. So it goes from 500 leads a month to $500,000 of lead value.

Growth 84

Growth Cross-sell Contract X-functional 84