Partners in Excellence

JULY 14, 2023

When I look at sales performance, there are a lot of things one can do to improve sales performance. We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Do the math on what that means for pipeline coverage.

Pipeline 87

Pipeline Objectives and Key Results Objection handling Construction 87

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

The 5% Institute

JULY 4, 2023

In the competitive world of business, sales attainment plays a crucial role in determining the success of a company. Achieving and exceeding sales targets is a priority for organizations looking to grow and thrive. It is a measure of how well a company performs in terms of meeting or surpassing its sales objectives.

Objectives and Key Results 52

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

SalesLoft

JANUARY 16, 2024

In a recent episode, Sarah talked with Kristin Swindle , Salesloft’s Manager of Enterprise Sales Engineering, about how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective. Sending a recap email with action items is a best practice in sales that has become an expectation.

Process 52

Process GTM Objectives and Key Results Objection handling 52

The 5% Institute

JULY 4, 2023

In today’s competitive business landscape, reviewing sales performance is crucial for companies aiming to achieve sustainable growth. By analysing sales data and evaluating key metrics, businesses can identify strengths, weaknesses, and opportunities, enabling them to make informed decisions and drive revenue.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Why’s that? Ramp new hires faster.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

MAY 2, 2018

Your sales and marketing teams may experience a serious pipeline drought when GDPR (General Data Protection Regulation) goes into effect on May 25. That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. Treat sales meetings as precious assets.

Pipeline 51

Pipeline Objectives and Key Results Objection handling Sales 51

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Why’s that? Ramp new hires faster.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Partners in Excellence

MAY 17, 2021

We sales people have adopted a unique vocabulary about what we do and how we work. One of the things I learned as a beginning sales person was to learn the language of my customers. This language, as well as understanding key processes, problems, challenges is all part of what we call “business acumen.”

Objectives and Key Results 106

Objectives and Key Results Technique Manufacturing Objection handling 106

Partners in Excellence

JANUARY 25, 2024

The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. 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.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Objectives and Key Results 98

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

Gong.io

DECEMBER 2, 2019

At Gong’s #celebrate conference, sales leaders discussed three outcomes tied to revenue intelligence: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks. Getting a handle on at-risk deals. Chris Orlob, Director of Sales, Gong. Increasing deal size.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Lead Fuze

SEPTEMBER 30, 2023

What you’ll find are practical tips on using AI to boost your sales platforms and automate those tasks you’d rather not do. Conclusion Understanding AI for Outreach The rapid advancement of artificial intelligence (AI) is transforming the way we approach sales and outreach strategies.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . You either want to become a closer, slide into customer success or sales ops, or become a team leader.

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

MAY 27, 2018

More often than not, sales call steps are thought about in the wrong way. Many sales reps even go into calls blind, not even know how to structure the conversation. Many sales reps even go into calls blind, not even know how to structure the conversation. So what sales call steps should you follow? Same thing here.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

More often than not, sales call steps are thought about in the wrong way. Many sales reps even go into calls blind, not even know how to structure the conversation. Many sales reps even go into calls blind, not even know how to structure the conversation. So what sales call steps should you follow? Same thing here.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

PandaDoc

DECEMBER 7, 2017

If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Hiring: the omnichannel sales funnel.

Objectives and Key Results 99

Objectives and Key Results CRM Sales Objection handling 99

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

Process 62

Process Objectives and Key Results Quota Sales 62

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. What were your key growth challenges in 2019? Do you feel that your sales performance stands in the way of your business growth?

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. What were your key growth challenges in 2019? Do you feel that your sales performance stands in the way of your business growth?

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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). In this post, we’ll explore the analytics you should track now using sales analytics software so you know where to invest your coaching time. Go on… have a boo.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Salesforce

JANUARY 18, 2024

Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

MAY 31, 2021

Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Sales enablement materials. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

DECEMBER 22, 2021

But coaching sales teams in particular can be tough. 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)? . Unfortunately, that’s often what happens in sales. That’s not how you create a top-shelf sales coaching plan.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

InsightSquared

JULY 21, 2020

The best sales teams consistently deliver for their organizations, plain and simple. This is no mistake, as the elite teams are relentless in their development of sales skills. Superb sales skills do not come naturally to every young rep. However, coaching is key to the development of sales reps. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

APRIL 16, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . Subscribe to the Sales Hacker Podcast. 3) Kiva’s sales story [3:02]. 4) Going up the sales career ladder [9:00]. Sales Hacker Podcast—Sponsored by Node. Each of those teams has a VP of Sales.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success. What is a Sales Engagement Platform (SEP)? Is Sales Engagement Always the Right Fit?

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133