The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

Highspot

JULY 6, 2023

Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Presenting: Sales training can help sellers hone their sales presentation and demo technique using role-playing, feedback, and professional tips and tricks.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

FEBRUARY 19, 2024

An example of a sales play might be sending a personalized email, followed by making a phone call and then arranging a meeting. It includes detailed methods for engaging with customers, such as how to approach cold calls , effective emailing techniques , and tips for successful face-to-face meetings.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Eliminate Your Competition

SEPTEMBER 6, 2022

Some of this is the way that companies set their quotas. It is common practice that companies will set quota (i.e., the expectation of success) so that only 60-70% of the sales team achieves quota. Not only that, but role-playing also helps trainees to better understand their customers’ needs and how to best meet them.

Education 59

Education Quota Objection handling Sales 59

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

JULY 26, 2023

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. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? AI note-takers are just that.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Meetings Booked/Occurred. Key Takeaways.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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

SalesLoft

JUNE 6, 2018

John focuses on the importance of regular development meetings and the role they play in creating a high-performing sales team. Now that you got the flywheel started, it’s important to keep that momentum going and this is where a cadence of weekly sales meetings will help your team. Thanks for watching.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

JULY 26, 2023

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. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? AI note-takers are just that.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

The 5% Institute

JUNE 8, 2023

Discuss specific quotas you have met or exceeded, significant deals you have closed, and any awards or recognition you have received for your sales performance. Discuss how you actively listen to customers to understand their pain points , goals, and objectives. What are some effective sales techniques to discuss in an interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52

Sales Hacker

JANUARY 11, 2018

Yet the best salespeople are able to operate as adept project managers who successfully guide everyone on the team to complete tasks well within expectations, and high-performing sellers who consistently meet revenue targets — share a surprising number of things in common. Demos, objection handling, closing. Lead qualification.

Cold Call 97

Cold Call Objection handling Technique Finance 97

Hubspot

OCTOBER 9, 2019

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. During the sales process, you'll need to give sales presentations, conduct product demos, and persuasively speak to several decision-makers. of reps meet quota. Implement roleplay.

Technique 97

Technique Angle Profit margin Sales 97

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Practice negotiating and common object handling. Orientation.

Negotiate 88

Negotiate Territory CRM Objection handling 88

The 5% Institute

NOVEMBER 12, 2019

What’s more important – not making quota, or selling something to someone they don’t need?”. These things may not all be present at your workplace – but that is completely fine. How To Manage A Sales Team #5 – Hold Regular Meetings. Objection handling. What made you get involved in sales?”. Product knowledge.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 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. Decide who amongst you owns the playbook building timeline, ensuring that deliverables are, well… delivered.

Sales 98

Sales Gaming Objection handling Quota 98

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. Consider organizing a competition to see who can arrange the most team meetings in the first month. Low turnover of reps.

Sales 52

Sales Quota Trust Promote 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . But that alone doesn’t get anyone to quota. . They focus on objection handling , active listening, presenting skills, storytelling, and more. (As Hint: If the answer is often yes , but you’re having a tough time hitting quota, it’s time for a different answer.).

Process 62

Process Objectives and Key Results Quota Sales 62

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 103

Gaming Objectives and Key Results Sales Up-sell 103

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

PandaDoc

APRIL 24, 2023

Slide decks: Presentations including information on market trends, industry challenges, and how your products solve customer pain points. 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.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. Of all the above aspects of bad and good scripts, in the present article, we haven’t discussed Me- and You-messages yet. Apart from this, your should include into your cold call script: 5-10 canned responses, 5-10 objection handling answers, a voicemail script.

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. Of all the above aspects of bad and good scripts, in the present article, we haven’t discussed Me- and You-messages yet. 5-10 objection handling answers, a voicemail script. Here are some examples: Q. Our clients usually face two problems. Buyer Persona.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Sales presentations. Sales presentations. Close more deals.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

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. Sam Jacobs : Yes makes sense, so monthly, quarterly, or annual quotas? Sam Jacobs : Average quota for SMB reps, mid market, and enterprise?

Territory 40

Territory Cross-sell Up-sell Objection handling 40

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

Salesforce

JANUARY 18, 2024

Once you’ve qualified a prospect in an initial call, set up another meeting to further understand what they need and how you might meet that need (known as a discovery call). Lead a sales call It’s finally time to schedule a sales call and present your pitch. Check out our objection-handling-tips for more guidance.)

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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

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 PACKED with useful sales tips that will help you book more meetings: 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Does your product directly present a solution to a problem they’re having? If your buyer comes to the next meeting with all those action items you established in your plan completed, that’s a buying signal.

Presentation 98

Presentation Prospecting Closing Objection handling 98

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? Time Management.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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. The right story, presented in the right way, can change the course of a sale. Focus: Sales meetings, objection handling, and closing. Sales Presentation Training.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

SaaStr

JANUARY 21, 2020

I’m not going to talk about dogs in today’s presentation. 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.

Quota 108

Quota Sales Healthcare Territory 108

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Instead, what inspired and energized me was presenting, training, and empowering others to succeed. I had never quit a job before unless it was due to a promotion or a better opportunity.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SalesLoft

OCTOBER 2, 2018

Perhaps you’ve heard about it in a presentation from a software vendor. 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.”. Maybe you’ve already adopted a sales engagement platform. How do you use it effectively?

Cold Call 52

Cold Call Sales Objection handling Prospecting 52