The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Not All Sales Team Building Games Are Equal. Our five prescribed sales team building games will help you achieve both.

Gaming 134

Gaming Objection handling Pitch Sales 134

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 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

The 5% Institute

MARCH 28, 2022

Are you looking for a proven sales playbook to use for consistent, repeatable sales? In this article, we’ll detail the 10 step sales playbook that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. The Benefits Of Using A Sales Playbook.

Technique 144

Technique Sales Clients Consult 144

The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales training activities are fun, there’s a better return on your time spent. 5 x Effective Sales Training Activities to Boost Your Sales Skills.

Objection handling 98

Objection handling Sales Appointment Clients 98

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. This will help them tailor their approach and messaging to resonate with your prospects and customers.

B2B 52

B2B Objection handling Negotiate Technique 52

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes. We spend millions on tech stacks, but still struggle with CRM compliance.

Objection handling 109

Objection handling Quota Entertainment Up-sell 109

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

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Prospecting is hard. The Top 7 Prospecting Objections.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

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

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Our guide provides critical strategies and sales readiness tools to ensure your sellers have the core knowledge and skills to thrive.

Objection handling 59

Objection handling Sales Technique CRM 59

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Cold Call 122

Cold Call Objection handling Technique Sales 122

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

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Not All Fun Sales Training Games Are Equal. Our five prescribed fun sales training games will help you achieve both.

Gaming 98

Gaming Objection handling Pitch Sales 98

Salesforce

NOVEMBER 20, 2023

Prospects qualified? 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. What you’ll learn: What is a sales call? How do you prepare for a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

AUGUST 14, 2023

Are you ready to take your sales career to the next level? A well-structured and effective 30 60 90 day sales plan can be your ticket to achieving remarkable results and standing out in a competitive market. Introduction Embarking on a new role in sales requires careful planning and a strategic approach.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

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.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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. Need help with Sales Velocity?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

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

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. And you at least have to be able to answer the top 20 objections incredibly well.

Product 96

Product Objection handling Sales Up-sell 96

The 5% Institute

JULY 4, 2019

Looking for sales meeting ideas can be quite daunting at times; because you want your sales meetings do be valuable and insightful, rather just another meeting your sales staff need to attend. Below is a list of eight sales meeting ideas that are worth doing to help you with this task. Prospecting ideas.

Meeting 98

Meeting Objection handling Finance Lead generation 98

Sales Hacker

FEBRUARY 2, 2021

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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

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

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. Hack 3: Never never never venture outside your ICP.

Pipeline 82

Pipeline Objectives and Key Results Objection handling Construction 82

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Some sales reps grumble while others tackle it wisely. It’s all about how you persuade your potential prospects. Prospect: [States the features].

Price 124

Price Profit margin Objection handling Follow-up 124

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? What Is A B2B Sales Process?

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

JULY 22, 2020

These sales training ideas are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales training ideas are fun, there’s a better return on your time spent. In this article, we’ll explore five effective sales training ideas that you should do with your sales team.

Objection handling 52

Objection handling Appointment Sales Clients 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. 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

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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

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.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

The 5% Institute

JUNE 7, 2023

In today’s digital age, where online transactions and virtual interactions are becoming increasingly common, the value of in-person sales cannot be overstated. In this article, we will explore the benefits of in-person sales, strategies for success, the role of technology, challenges, and solutions in the field. Introduction A.

Represent 52

Represent Technique Sales Objection handling 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?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Partners in Excellence

MARCH 10, 2021

Recently, I wrote, Rethinking Sales Enablement. Yet very little of what we teach or coach our sales people to do focuses on how we help our customers to succeed. Presentation techniques, objection handling, closing, prospecting technique are not helpful to our customers. I want to build on this theme.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

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

Closing Bigger

JANUARY 7, 2020

Today’s podcast is about “The Right Brained Sales Revolution.” In an era of increased automation and advancements in AI (Artificial Intelligence)/Machine learning, sales as a career is rapidly changing. Today’s podcast is about “The Right Brained Sales Revolution.”

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52