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. How can you perhaps help them get there with your product or service? Qualification. 10 x Sales Questions To Ask Customers. Time frame.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Then, you will receive a summary of the results by the end of the session. What it looks like: Two sales reps argue over lead ownership, harming productivity and slowing progress on key accounts.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

APRIL 20, 2025

Key Takeaways Microlearning delivers targeted knowledge in bite-sized, engaging formats. Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. Review the gaps in sales calls, win/loss data, and campaign results.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

The 5% Institute

AUGUST 9, 2021

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Present their products or services. Objection handling, and then again – ask for the sale. Handling objections. Sales; although lucrative, can also be very competitive. Building rapport.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

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. Handling Objections.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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.” But here’s the problem, sales people have to spend most of their time communicating to and engaging people outside of sales (unless we sell sales tools and services).

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

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. How can you perhaps help them get there with your product or service? Qualification. 10 x Questions To Ask A Potential Client.

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98

The 5% Institute

APRIL 14, 2021

Using a sales process has several key benefits. So many Executives meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. These include: It gives consistency and clarity to your sales team. Creates certainty for both you and your potential clients.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Build relationships: Be available to your prospect and any decision-makers.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

MARCH 3, 2020

In this article, you’ll learn what a complex sales process is, as well as all the key ingredients you need to include to ensure your complex sales process works wonders for you time and time again. This means many Sales Professionals wing it with their sales, which gives them inconsistent results. And what steps should it include?

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

In this article, you’ll learn what a B2B sales process, as well as all the key ingredients you need to include to ensure your B2B sales process works wonders for you time and time again. This means many Sales Professionals wing it with their sales, which gives them inconsistent results. But what exactly is a B2B sales process?

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

JANUARY 15, 2021

Using a sales process has several key benefits. So many Small Business Owners meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. These include: It gives consistency and clarity to your sales team. It allows you to control the sales conversation.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

The 5% Institute

MAY 25, 2021

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Present their products or services. Objection handling, and then again – ask for the sale. Handling objections. Selling new homes; although lucrative, can also be very competitive.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

Salesforce

FEBRUARY 3, 2025

70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms? Account A business, customer, lead, or prospect a company engages with to sell products or services to. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

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.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 2, 2020

SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”. Some key insights: According to Venture Scanner, in the past 16 months, Sales Engagement vendors have raised more than $250 million in venture investment, with $62 million of that in 2020 alone.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

The 5% Institute

MAY 6, 2020

Handle objections. Only by using a consistent system, can you get consistent results. A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.

Closing 98

Closing Objectives and Key Results Technique Consult 98

Veloxy

MAY 24, 2023

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. Understanding Sales Velocity To harness the power of sales velocity, it’s crucial to grasp its fundamental concept and its key components. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

The 5% Institute

FEBRUARY 6, 2020

Using a sales process has several key benefits. So many Sales Professionals meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. These include: It gives consistency and clarity to your sales team. Creates certainty for both you and your potential clients.

Objectives and Key Results 98

Objectives and Key Results Sales Clients Objection handling 98

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

CloserIQ

OCTOBER 30, 2018

A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services. 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. Actionable takeaways.

Objectives and Key Results 98

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

SalesLoft

MARCH 31, 2022

Penny Orme: For the first time we’ve created a joint marketing and sales go-to-market plan that is part of our new OKR (objective and key results) process. We also re-wrote our entire sales playbook around our three top ICPs and changed how we enable the team, sales plays, how to market to them, and objection handle.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

The 5% Institute

JULY 21, 2020

Using a sales process has several key benefits. So many Entrepreneurs meet with people who have no business buying their products or services or aren’t qualified decision makers to make a buying decision. These include: It gives consistency and clarity to your sales team. Creates certainty for both you and your potential clients.

Objectives and Key Results 94

Objectives and Key Results Sales Clients Objection handling 94

The 5% Institute

MAY 13, 2020

The feel felt found method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. The feel felt found method is a step by step system that that you can inwardly refer to, when handling sales objections. So, what exactly is it? How Does It Work?

Objectives and Key Results 75

Objectives and Key Results Technique Objection handling Clients 75

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Next, figure out their problems and challenges so you can provide messaging that shows how your product or service can address these pain points. This includes templates, scripts, presentations, and objection-handling guides.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

OCTOBER 5, 2018

But when software-as-a-service (SaaS) became popular, companies needed to move more quickly – constantly innovating and developing and releasing software with quicker turnarounds. Get buy-in from key stakeholders such as sales leadership and sales managers. Taking a Page from Agile Software Development. Video Coaching Assessment ?

Objectives and Key Results 92

Objectives and Key Results Objection handling Sales Negotiate 92

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Preventing Objections. Objections are usually created by the salesperson, not the buyer. What are their objectives? SPIN Selling Book Summary.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

NOVEMBER 26, 2019

The Modern Sales Mindset and How It Impacts Results. The key to successful prospecting is consistency in the fundamentals. Defusing Objections. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. Josh Braun – Founder, Sales DNA. Who doesn’t?

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

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

Sales Hacker

JANUARY 22, 2020

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. Too many sales managers have trouble identifying the key questions to ask. How do you handle objections? So what’s the problem? But all is not lost.

Quota 102

Quota Objectives and Key Results Sales Objection handling 102

The 5% Institute

NOVEMBER 20, 2019

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Present their products or services. Objection handling, and then again – ask for the sale. Handling objections. Consulting; although lucrative, can also be very competitive. Money talk.

Consult 75

Consult Objectives and Key Results Lead generation Sales 75

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

PandaDoc

APRIL 3, 2023

The result? In fast-paced, dynamic markets, such as tech or enterprise software industries, traditional approaches to sales and marketing are quickly becoming obsolete , so the ability to reflect on your processes and improve them regularly is key for success. What are the key elements we need to include?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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. Your product or service. Design-driven.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

OCTOBER 16, 2020

And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. Before you start your prospecting blitzes, try a few of these to shift into the state of believing in your product or service: Write down 3 reasons you joined the company (i.e.,

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59