The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? The Complex Sales Process – A Step By Step Guide. The Complex Sales Process – A Step By Step Guide.

Process 98

Process Objectives and Key Results Objection handling Sales 98

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

MAY 18, 2021

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Objection handling. Read on to learn our recommended sales questions to ask customers. 10 x Sales Questions To Ask Customers.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. Objections are Opportunities. Objections are Opportunities.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. 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?

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Objectives and Key Results Pipeline Pharmaceutical CRM 130

The 5% Institute

MAY 24, 2023

In today’s competitive business landscape, achieving better sales performance is crucial for sustainable growth and success. Businesses strive to optimize their sales strategies, improve sales skills, and leverage technology to drive revenue.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

Lead Fuze

JUNE 30, 2023

Successful salespeople recognize that it’s not just about sealing the deal; they must comprehend their prospective customers, make use of suitable instruments and strategies, and continually refine their selling process. This post will delve into key aspects that define successful salespeople.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. In this article, we’ll explore: The upfront requirements to be a successful Sales Professional.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Cerebral Selling

SEPTEMBER 12, 2022

As a result, they suffer with low close rates and poor forecast accuracy. “We spoke to the customer a number of times and identified their key issues. For example, a manual process that your solution can automate may not be seen as a high priority to address. the real reason they buy). Does this narrative sound familiar?

Customers 193

Customers Objectives and Key Results Objection handling Drivers/motivators 193

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Objectives and Key Results Quota Technique Construction 59

The 5% Institute

MARCH 12, 2024

In the ever-evolving landscape of online commerce, basic sales form the bedrock of a successful business. In this comprehensive guide, we delve into the intricacies of basic sales strategies, providing you with actionable insights to elevate your business to new heights. A well-crafted headline sets the tone for the entire sales pitch.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

APACSMA

DECEMBER 4, 2023

In today’s fast-paced business landscape, a potent sales strategy is the key to staying competitive and reaching your revenue objectives. In this blog post, we will guide you through the steps to build a robust sales strategy that drives results and propels you toward success. Who are they?

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

The 5% Institute

MAY 16, 2023

Sales is the lifeblood of any business, driving revenue and growth. However, achieving consistent sales success can be challenging, even for experienced professionals. That’s where sales coaches come in. What is a Sales Coach? What is a Sales Coach?

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

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. So cue the superhero music.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Objectives and Key Results Objection handling Construction Represent 76

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? In the competitive world of sales , acing an interview is crucial to securing your dream job. Preparing for the Interview To excel in a sales interview, preparation is key.

Closing 52

Closing Objectives and Key Results Technique Sales 52

The 5% Institute

MAY 25, 2021

New home sales consultant training is crucial for not only New Home Sales Consultants, but also for seasoned Sales Professionals who want to refresh their sales process , and even learn new skills and ideas. In this article, we’ll explore: The upfront requirements to be a successful New Home Sales Consultant.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

The 5% Institute

APRIL 14, 2021

Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Executives topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

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

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

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. Get ready to filter like that in your sales funnel.).

Process 62

Process Objectives and Key Results Quota Sales 62

The 5% Institute

JANUARY 15, 2021

Sales training for Small Business Owners is crucial for your small business success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Small Business Owners topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

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

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

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Objectives and Key Results Technique CRM Follow-up 59

The 5% Institute

JUNE 7, 2023

In today’s highly competitive business landscape, effective sales strategies and tactics are crucial for sustainable growth. B2B sales consulting plays a pivotal role in helping businesses achieve their sales goals and optimize their revenue generation process.

Consult 52

Consult Growth B2B Strategic partnership 52

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

The 5% Institute

DECEMBER 12, 2019

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten questions to ask a potential client to help you with this. Objection handling. Secondly, your role as a Sales Professional is to be an investigator. Further reading: BANT In Sales – How Does It Work?

Clients 98

Clients Objection handling Objectives and Key Results Drivers/motivators 98

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

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Objectives and Key Results Cross-sell Objection handling Sales 105

Openview

JULY 23, 2018

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. And that creates a bad experience for the buyer and seller.

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Objectives and Key Results Process Contract Objection handling 62

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

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

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 75

Objectives and Key Results Pitch Cold Call Sales 75

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

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Why people raise objections. The problem is that I can’t seem to overcome objections. There are a few ways to get out of objections, and one is the defusing objection framework. People who Raise Objections Are Real: What to Avoid.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Outreach

JULY 29, 2020

Two of our talented data scientists, Yong Liu and Andrew Brooks, recently showcased how Outreach helps sales reps leverage machine learning for their own continuous learning. This work expands on Yong’s session last year about classifying intent with sales emails. Guide Sales Reps to Take the Next Best Action.

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Objectives and Key Results Objection handling Sales Relationship building 69