Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. A sales performance evaluation is a structured review of a salespersons results, skills, and areas for improvement. Each type brings its strengths, tailored to your sales objectives.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

RingDNA

MARCH 31, 2025

To streamline workflows and improve data accuracy, sales ops teams are consolidating their tech stacks by: Choosing integrated platforms that combine multiple functions, like conversation intelligence , pipeline management, and coaching tools. Analyze sales conversations in real-time to improve coaching and objection handling.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. For example, AI assistants for sales teams can highlight key points and use content automation to deliver a relevant case study to share with leads.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Organizations have realized that certain key accounts drive the highest lifetime value (LTV) with lower customer acquisition costs (CAC).

Healthcare 52

Healthcare Objectives and Key Results Finance Sales 52

Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. 70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Partners in Excellence

APRIL 16, 2025

She has a high win rate, great sales results. Also, managing deals very well, changes our win rates, impacts our pipeline dynamics, and our prospecting. I’m often surprised at how these characters can articulate the key points far better than I can write about them. Somehow that secret is related to what they sell.

Objection handling 110

Objection handling Objectives and Key Results High impact Prospecting 110

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Sales Pop!

SEPTEMBER 13, 2024

This article outlines actionable steps for leveraging AI tools, such as Salesforce Einstein , HubSpot AI , and Pipeliner CRM Voyager AI Gen2, to automate these tasks. AI tools like Pipeliner CRM Voyager AI Gen2, Salesforce Einstein, and HubSpot AI can automatically capture data from emails, calls, and meetings.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Veloxy

FEBRUARY 13, 2023

While close ended questions give you faster and direct results, open ended questions deliver richer and more valuable insights. If your CRM records are dominated by close ended data, you’re likely losing out on a lot of pipeline and closed deals. Rather, they’re best for chronological sequences of information gathering.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

MAY 17, 2021

This language, as well as understanding key processes, problems, challenges is all part of what we call “business acumen.” When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves.

Objectives and Key Results 132

Objectives and Key Results Technique Manufacturing Objection handling 132

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. What is it? It provides insights into the efficiency and speed of your sales process.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

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. Every result or goal you want to achieve is preceded by a process. Results aren’t all bad. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). That’s why we created a key-metrics-only sales report template in Excel. Not getting great results? Not getting great results? We’re down with sharing it.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

NOVEMBER 26, 2019

The Modern Sales Mindset and How It Impacts Results. Tuesday, December 10: Filling the Pipeline. 8 Tips: Keeping Your Pipeline Full. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. The key to successful prospecting is consistency in the fundamentals.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Sales Hacker

OCTOBER 2, 2020

But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”. I’m not just talking cold email templates here. Industry Expertise to Inspire Change.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? Look at your sales enablement metrics to assess what your training should cover for the best results. Sales training participants can also benefit from the advice and stories of the most successful reps at various points in the pipeline. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Partners in Excellence

JANUARY 25, 2024

As a result we win by beating the competitor, not what we’ve done in helping the customer solve their problem. We train our people in competitive differentiation and objection handling. By the time we engage the customer, the customer has determined how they will solve the problem. And PLG???

Customers 138

Customers Objectives and Key Results Objection handling Growth 138

Gong.io

JUNE 19, 2018

seconds on successful cold calls and for eight seconds on unsuccessful cold calls: The key takeaway: polish your pitch and get them hooked. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? The result? The results may surprise you. (We You guessed it.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . He got the same result with less work. . It doesn’t matter if Bob got lucky.

Cold Call 92

Cold Call Objection handling Objectives and Key Results Represent 92

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! Pro tip: Prompts are key to getting the output you need. is probably the question you have right now.

Objectives and Key Results 97

Objectives and Key Results Pitch Cold Call Sales 97

Openview

MARCH 2, 2018

If there’s one thing that’s always a constant in an organization’s sales pipeline , it’s change. While that’s a positive factor when deals are progressing forward and are moving from discovery to proposal to closed won, change is also often negative, caused by deals going dark or falling out of the pipeline altogether.

Objectives and Key Results 71

Objectives and Key Results Finance Pipeline Objection handling 71

Gong.io

DECEMBER 2, 2019

I’ve been revealing key takeaways from their talks. It’s based on the systems, processes, and institutional knowledge that result in five positive outcomes: Understanding deals in flight. Getting a handle on at-risk deals. so problems are solvable and the sales team can focus on its quarterly objectives. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

PandaDoc

DECEMBER 7, 2017

You don’t need to have everything calibrated to a T, but you should have a somewhat repeatable process that entry to mid-level sales rep can follow and get results. At a bare minimum, you need enough leads in the sales pipeline for them to work. Key things to discover: What is the sales process at their current company?

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Lead Fuze

JUNE 30, 2023

This post will delve into key aspects that define successful salespeople. Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. Finally, we’ll analyze activity levels vs results correlation before concluding with seven steps towards selling excellence.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Highspot

JULY 24, 2023

As a result, content has become the center of the modern sales cycle, rewarding sellers who engage their target audience with valuable insights and subject matter expertise. This type of content serves multiple purposes: keeps messaging consistent, helps with objection handling, and boosts sellers’ confidence. Do reps find it?

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

Sales Hacker

AUGUST 19, 2019

There is no “great line” for closing more deals or handling objections perfectly. . Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. How to handle a specific objection? What are your favorite objection techniques? What’s the trick?

Quota 102

Quota Objectives and Key Results Sales Prospecting 102

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. A dedicated onboarding track for sales roles that reviews the key elements of your go-to-market: Ideal Customer Profile (ICP). Objections. Levers to grow a peer-to-peer learning culture.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Salesforce

OCTOBER 10, 2023

A well-defined sales cycle has two key benefits. The key is following your cycle stages sequentially, utilizing best practices in each stage to ensure deals move quickly and smoothly to a close. This is called “multi-threading” and is key for larger deals where many stakeholders are involved. Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. It prepares reps for every question, objection, or speculative comment a prospect makes. The key for reps is to make sure you are spending your time wisely. The reps that follow these best practices are often the ones that deliver consistent results.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

The 5% Institute

MAY 16, 2023

A sales coach is a professional who specializes in providing guidance, training, and support to salespeople to improve their skills, performance, and results. Here are some key qualities to look for when hiring a sales coach: 1. This clarity will guide you in finding a coach who aligns with your objectives.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Highspot

OCTOBER 11, 2023

They act as the bridge between the sales department and upper management, ensuring that sales strategies are implemented effectively and results are measured accurately. Key Responsibilities of a Sales Manager Effective sales management involves a wide range of responsibilities.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. Doing so provides a window into improving every step of the sales pipeline. Regardless of your destination, you’re better off using a map to reach it, right?

Process 52

Process Objectives and Key Results Objection handling CRM 52

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Gong.io

MARCH 26, 2021

But too often, we dive right into pipeline. She “skips the CRM” and instead pulls data from Gong for her pipeline. Focus >> results. That’s what we call “Deal Warnings” (I listed the top 5 pipeline troublemakers for you here ). Back-up pipeline. Consistency is key. What are the next steps?

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. Reliable CRM data is the highest stream – think of it as the source for all results that flow throughout the pipeline. To have a fast flowing revenue stream, you need to get many factors right.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

The 5% Institute

JULY 4, 2023

By analysing sales data and evaluating key metrics, businesses can identify strengths, weaknesses, and opportunities, enabling them to make informed decisions and drive revenue. Identifying Key Sales Indicators In addition to performance metrics, it is vital to identify key sales indicators specific to each business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52