Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call.

Negotiate 87

Negotiate Territory CRM Objection handling 87

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Be ready with responses to your prospect’s objections. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JUNE 8, 2023

Prepare compelling answers that highlight your achievements, problem-solving abilities, and your approach to handling challenging situations. Be ready to provide specific examples of successful sales campaigns, difficult negotiations, and effective sales strategies you have implemented in the past.

Closing 52

Closing Objectives and Key Results Technique Sales 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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. Laying out the ground rules for activity levels and explaining their quota targets in detail will help your teams prepare a game plan on how they want to hit these goals.

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. Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies.

Sales 52

Sales Quota Trust Promote 52

Engage Selling

DECEMBER 2, 2017

Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. Do more: it’s an expectation imposed on sales reps constantly. And… it’s happening in a selling market that’s changing faster … Read More »

Quota 48

Quota Sales Up-sell Sell 48

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. The list of required skills can go on and on.

Drivers/motivators 53

Drivers/motivators Non-Profits B2B Strategize 53

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 9 Sales Skills for Presentations: Show them their pain. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Gong.io

MAY 31, 2021

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. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 9 Sales Skills for Presentations: Show them their pain. Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers.

B2B 65

B2B Process Objection handling Negotiate 65

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. Focus: Prospecting, negotiating and closing, social selling, and sales management. The right story, presented in the right way, can change the course of a sale. Length: Half-day.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Engage Selling

MAY 21, 2016

Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do. Conventional commission plans are … Read More »

Commission 48

Commission Growth Objection handling Sales 48

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. Presentations have a visual slide presentation. But it’s canceled out by everyone who misses quota. Never present for more than 9 minutes at a time. Quick Links 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Remember this when you are negotiating your pay. Not all feedback is for you.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

OCTOBER 11, 2017

For instance, you might challenge the entire team to hit a quota for your latest product launch or ramp up activity by a specific percentage. Salespeople should take risks -- from trying a new prospecting technique to using different negotiation strategies. Attend a workshop on objection handling.”. 2) Low rep turnover.

Objectives and Key Results 85

Objectives and Key Results Quota Sales Trust 85