SBI

FEBRUARY 21, 2020

Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings. This eBook covers 15 sales training topics that improve rep performance in high-impact areas such like b usiness acumen, objection-handling, up-Sell and cross-sell, leveraging referrals, and more. Restricted Content / Members Only.

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

The 5% Institute

MAY 25, 2021

A system for referrals. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Have lead generation systems.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

Salesforce

OCTOBER 10, 2023

There are a lot of different ways to make that first prospecting connection — emails, cold calls , videos, events, social media, customer referrals. If there are stakeholders that you need to meet, ask for an introduction and do discovery with them as well. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

JULY 4, 2023

It is a measure of how well a company performs in terms of meeting or surpassing its sales objectives. Training programs , workshops, and mentoring can enhance sales skills such as negotiation, objection handling, and product knowledge.

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Veloxy

MAY 24, 2023

Referral Programs : Encourage satisfied customers to refer your business to their network. Implement referral programs that incentivize customers to share their positive experiences, expanding your reach and increasing the number of warm leads. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And many many calls and meetings. Maybe that’s why when you pick up the phone and start to pitch, prospects will hangup or say they are running into a meeting. But cold calls are my prospecting strength, and I couldn’t just replace what was generating 90% of my meetings.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

Hubspot

JUNE 21, 2023

But as sales reps well know, a successful call ends with a concrete calendar meeting, not a vague “Let’s talk later.” So how can salespeople turn this brush-off into a meeting with a specific date and time? Meeting booked, and attention earned. You still ask for a referral — you just don’t do it right off the bat.

Contract 78

Contract Cross-sell Prospecting Follow-up 78

Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Are you asking for a referral? If so, with whom? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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

PandaDoc

APRIL 25, 2023

A sales plan contains everything your sales team needs to know about their roles and how they can influence meeting your organization’s sales targets in addition to contributing to the company as a whole. Your ultimate choice depends on the best approach to meet your overarching needs and goals. Here are some of the most common types.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Highspot

APRIL 20, 2021

Objection handling. Lever, for example, builds Best-Practice Plays that provide all the messaging their reps need to ask clients for referrals. Recruit a rep who leveraged the play to share their success in a sales team meeting, and continue to have members of the team share results. Competitive info. Best-Practice Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Highspot

DECEMBER 19, 2023

Improve Lead Qualification and Prioritization The sales development playbook provides criteria to identify high-value leads and referrals, ensuring SDRs focus on opportunities with the highest potential. Provide SDRs with a checklist to assess whether a lead meets the necessary qualifications for further engagement.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

The 5% Institute

JULY 4, 2023

These reviews can take the form of one-on-one meetings, team assessments, or comprehensive performance evaluations. Training programs can focus on sales techniques , product knowledge, objection handling, or customer relationship building.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Gong.io

MAY 12, 2019

Generate referrals.”. That’s true whether you meet them in person or on a cold call. In fact, Gong’s data shows that using it makes you 40% less likely to book a meeting: Luckily, there’s an alternative that works. Sales Tactic 5: Book a Meeting Using This Question. You can (and should ) prepare for meetings.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

The 5% Institute

JULY 12, 2021

A system for referrals. Having been a part of literally thousands of sales meetings and presentations , Consultants generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Have lead generation systems.

Consult 52

Consult Closing Objectives and Key Results Sales 52

The 5% Institute

NOVEMBER 20, 2019

A system for referrals. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Have lead generation systems.

Consult 98

Consult Objectives and Key Results Lead generation Sales 98

The 5% Institute

OCTOBER 5, 2020

A system for referrals. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Have lead generation systems.

Objectives and Key Results 52

Objectives and Key Results Lead generation Sales Objection handling 52

Salesforce

JANUARY 18, 2024

Start by asking fellow reps or industry connections for referrals or looking at online portals and communities for viable prospects. 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).

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

InsightSquared

JULY 21, 2020

Strategic prospecting begins with a search for referrals of existing connections to new prospects that fit the ideal customer profile. Reps can also ask for referrals from existing customers, or even look to their investors’ portfolio for options. Has your champion cancelled the last three meetings? Objection Prevention.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . Booking a meeting time on the phone call.

Pitch 62

Pitch Cold Call Sales Referrals 62

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Ask for referrals. Prepare for the meeting like you are giving a keynote address.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Hubspot

JANUARY 22, 2018

Focus: Sales meetings, objection handling, and closing. This three-month virtual course goes through seven key facets of sales: Prospecting, developing trust and credibility, identifying the buyer’s problems, overcoming resistance, selling value, closing, and getting referrals and repeat business. Driving to Close.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Sales Hacker

OCTOBER 31, 2017

Calling, corresponding via digital tools, or meeting a prospect in person for the first time is a great opportunity to probe deeper into their situation and assess their real needs. Objection Handling. In that case, you can execute a follow up plan, request for a referral, or schedule the lead for future re-engagement. .

Process 82

Process Objectives and Key Results Repeat business Referrals 82

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. Usually revenue operations, myself and my leadership team will meet on a quarterly basis or even more frequently with product and trying to understand from the communication standpoint what’s coming down the roadmap for us. I love a good game of ping pong.

Quota 102

Quota Sales Healthcare Territory 102