Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Before They Start. Sign up new hires for call reviews -- and lots of ‘em. It takes time. Pre-week training.

Negotiate 86

Negotiate Territory CRM Objection handling 86

The 5% Institute

JUNE 8, 2023

Start by researching the company’s products, services, target market, and competitors. This knowledge will enable you to align your answers with the company’s objectives and showcase your enthusiasm for the role. How important is the follow-up after a sales interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52

Gong.io

OCTOBER 9, 2018

The sooner your new hires ramp to quota, the more revenue you’ll have on your books. Recently, we teamed up with Sales Hacker to share 7 tips that are guaranteed to help you accelerate sales onboarding: 7 Ways to Ramp New Sellers to Full Quota Lightning Fast from Chris Orlob. What does good objective handling look like?

Quota 59

Quota A/B testing Sales Objection handling 59

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) AI is starting to take this work off our hands — all while giving far better outputs.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

OCTOBER 22, 2018

In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence.

Sales 101

Sales Gaming Objection handling Quota 101

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Consider areas like these as a starting point. Negotiation skills. Objection handling. Needs analysis. Demo skills.

Sales 52

Sales Objection handling Quota Legal 52

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. Sales culture is essentially the sum of your team’s attitudes, values, and behaviors; it can usually be summed up in ten or so terms.

Sales 52

Sales Quota Trust Promote 52

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. . Top resources to get you started: Websites/Magazines. Richard Branson.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Cerebral Selling

OCTOBER 30, 2022

I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. It starts with Googling WAY too many things!

Quota 217

Quota Intrinsic Sales Negotiate 217

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Node. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. Round up your corporate-approved, top-notch sales decks. How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? What would you tell a woman just starting a career in sales? What would you tell a woman just starting a career in sales? Joyce Johnson.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. Let’s get started. Let’s start with PROSPECTING! If they do, I’m willing to bet that your respect for them jumps up a notch. Quick Links 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

OCTOBER 11, 2017

It can usually be summed up in 10 or so words. Having a go-to mentor won’t just accelerate the ramp-up period and give your new hires a sense of security and comfort, it’ll also cut down on feelings of isolation. By consistently shaking things up, you’ll give everyone a chance to win and keep things interesting.

Objectives and Key Results 85

Objectives and Key Results Quota Sales Trust 85