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

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. Your sales team can be amazing at discovery, presenting, and objection handling. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

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. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. These challenges can influence the sales team’s ability to meet quotas.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., 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. And it happens a lot.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. When you make a call, here’s a key sales technique: State your full name and company name upfront. The key is to shut up after you’ve offered a label. Quick Links 1. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

PandaDoc

APRIL 25, 2023

Sales objectives In this example of a sales plan, the sales objectives could be to simultaneously increase sales by 25% and to acquire 10 new customers in the first year of operation. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. Sales managers must train up new reps on products, talking points and value propositions, objection handling, sales operations, and much more, and do it as quickly as possible so they can begin hitting quota and contributing to the company’s bottom line.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. Say you’re looking for an Account Executive to carry a $1 million annual quota.

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . The key: Reframing your sales questions to elicit the responses you want. Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. The key is talking about VALUE. Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., 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. And it happens a lot.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? Today’s sales enablement tools can help measure just about anything, from lead-to-customer conversion rate, sales funnel leakage, average deal size and what percentage of your sales team is hitting their quota. The key to working with reluctant team member is to implement changes gradually.

Objectives and Key Results 98

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

Gong.io

DECEMBER 22, 2021

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)? . Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. Historically, sales coaching focused on training and hitting quota.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

AUGUST 19, 2019

If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota. When I’m working with salespeople who aren’t achieving their quotas, they are often looking for a “cheat code” to getting better at their job. . How to handle a specific objection?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Gong.io

JUNE 8, 2022

They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Identify pain : What are their primary business objectives? But that alone doesn’t get anyone to quota. . They focus on objection handling , active listening, presenting skills, storytelling, and more. (As

Process 62

Process Objectives and Key Results Quota Sales 62

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. Even with all of those in place, your journey to quota can hit snags. Reliable CRM data is the highest stream – think of it as the source for all results that flow throughout the pipeline. 1] Marc Wayshak Research 2019.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

NOVEMBER 26, 2019

The Modern Sales Mindset and How It Impacts Results. 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. Defusing Objections. Ever get tongue-tied when prospects raise objections?

Gaming 104

Gaming Objectives and Key Results Sales Up-sell 104

The 5% Institute

NOVEMBER 12, 2019

“What’s more important – not making quota, or selling something to someone they don’t need?”. How To Manage A Sales Team #2 – Be Clear On The Desired Results. Tip number three on how to manage a sales team, is ensuring that you have the right motivation factors in place to create consistent and positive results. Memorisation.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 52

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. They don’t meet their quota, or their ROI isn’t satisfying. What were your key growth challenges in 2019? Key message.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

PandaDoc

APRIL 24, 2023

Content that supports and assists your sales team with closing more deals can include: Product walkthrough videos: In-house demos of key product features. Datasheets: For use cases and specific product results. Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

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. They don’t meet their quota, or their ROI isn’t satisfying. What were your key growth challenges in 2019? Key message.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Trial, error, and forgiveness are key to building a performing sales org. It was a game-changer in my career.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

JANUARY 18, 2024

The number of steps in the sales process may change depending on the type of industry you’re in, what product you’re selling, and who your prospect is, but typically include four key stages: research, prospecting, sales call and close, and relationship-building/upsells. Be careful not to go into full defense mode when you hear objections.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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. This leads to churn and there are all sorts of problems that come as a result. Sam Jacobs : Yes makes sense, so monthly, quarterly, or annual quotas?

Territory 40

Territory Cross-sell Up-sell Objection handling 40

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. All of these options are fair game for quota-carrying ISRs to begin their prospecting. The key for reps is to make sure you are spending your time wisely. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Hubspot

JANUARY 22, 2018

The ultimate goal is improving bottom-line results. 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: Sales meetings, objection handling, and closing. Length: One day. Intended audience: B2B sales teams. Price: $997.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Outreach

FEBRUARY 11, 2022

Promote peer-to-peer problem-solving and objection handling , and encourage reps to pass the baton to a colleague if they feel they’re not the right fit for closing a specific deal. Employee engagement is the level of personal commitment someone has to their organization's goals and objectives. extra PTO, a new iPad, etc.).

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

Hubspot

OCTOBER 11, 2017

The key is keeping it in check -- if you let “competitive” turn into “cutthroat,” your reps might begin withholding useful suggestions and information from each other, trash talking each other, or trying to steal opportunities. As long as they document their results and share them widely, it’s okay if they don’t succeed.

Objectives and Key Results 86

Objectives and Key Results Quota Sales Trust 86