The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

Highspot

JULY 6, 2023

Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Presenting: Sales training can help sellers hone their sales presentation and demo technique using role-playing, feedback, and professional tips and tricks.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Gong.io

MAY 31, 2021

Objection handling. Sales presentations. Sales presentations. Love ‘em or loathe ‘em, sales presentations are an essential tool for sales folks to highlight who they are, what they do, what customers they serve, and — most importantly — how you (future customer) will benefit from buying. Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

JULY 14, 2022

How do they achieve their quotas, max out their comp plan, if they don’t do the whole job? I’m imagining an a la carte version of comp plans, you get paid for these prospecting results, you get paid for keeping CRM updated, for discovery calls, for presenting a proposal, for giving us a forecast, for closing.

Commission 77

Commission Objection handling Pipeline Quota 77

Highspot

JANUARY 4, 2024

In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Practical advice: Organize regular pitch practice sessions where reps can present to their peers or supervisors acting as potential customers. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

Eliminate Your Competition

SEPTEMBER 6, 2022

Some of this is the way that companies set their quotas. It is common practice that companies will set quota (i.e., the expectation of success) so that only 60-70% of the sales team achieves quota. If product engineering failed at that level, the products we buy would constantly fail.

Education 59

Education Quota Objection handling Sales 59

Partners in Excellence

APRIL 22, 2019

But those presenting them seem to have discovered the secret to sustained sales success. ” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on.

Technique 91

Technique Objection handling Sales Quota 91

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 9 Sales Skills for Presentations: Show them their pain. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Highspot

JANUARY 3, 2024

These challenges can influence the sales team’s ability to meet quotas. However, only 17% of sellers expect their team to hit its full quota this year. Unique Offer Close The unique offer close is about presenting something special that only you can provide. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Salesforce

FEBRUARY 19, 2024

If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking. These should be specific, measurable, and aligned with both individual sales role objectives and the company’s broader objectives. Product demo plays Outline strategies for effective product demonstrations.

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. Presentations have a visual slide presentation. But it’s canceled out by everyone who misses quota. Never present for more than 9 minutes at a time. Quick Links 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

CloserIQ

OCTOBER 30, 2018

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. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways.

Objectives and Key Results 98

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

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 9 Sales Skills for Presentations: Show them their pain. Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

JULY 26, 2023

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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Be ready with responses to your prospect’s objections. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Does your product directly present a solution to a problem they’re having? You prepare slides, figures, and sell the prospect on the solutions your product presents their business. They get permission to present a solution.

Presentation 98

Presentation Prospecting Closing Objection handling 98

The 5% Institute

JUNE 8, 2023

Discuss specific quotas you have met or exceeded, significant deals you have closed, and any awards or recognition you have received for your sales performance. Discuss your experience in tailoring your message and presentation to suit the needs and preferences of different customers.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Hubspot

OCTOBER 9, 2019

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. During the sales process, you'll need to give sales presentations, conduct product demos, and persuasively speak to several decision-makers. of reps meet quota. Implement roleplay.

Technique 97

Technique Angle Profit margin Sales 97

SalesLoft

JUNE 6, 2018

While these meetings are often highly tactical, it’s a great opportunity for you to recognize key players, quotas, and any challenges the team is facing at the present time. While it’s fairly granular, it’s a fun way to role-play and focus on certain aspects of your demo, like objection handling or discovery skills.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call.

Negotiate 88

Negotiate Territory CRM Objection handling 88

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

JULY 26, 2023

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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

SBI

JUNE 2, 2020

Even with all of those in place, your journey to quota can hit snags. For a summary of different stats presented in the webinar, view this Infographic on the Secret to Winning in a Virtual Sales World. [1] To have a fast flowing revenue stream, you need to get many factors right. 1] Marc Wayshak Research 2019. Conclusion?.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Whether through a casual meeting, an email message, or via a formal presentation, project managers leverage the appropriate communication techniques and the principles of active listening to create, share, gather, and evolve important information about the project. . Lead generation.

Cold Call 97

Cold Call Objection handling Technique Finance 97

Gong.io

JULY 6, 2018

Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. If your prospect’s objections feel like a terrifying pop-up in a haunted house, take heed.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. You’ll want to stress test it for effectiveness, but you’ll also improve adoption if you get their buy-in early.

Sales 98

Sales Gaming Objection handling Quota 98

Gong.io

JUNE 8, 2022

But that alone doesn’t get anyone to quota. . They focus on objection handling , active listening, presenting skills, storytelling, and more. (As Hint: If the answer is often yes , but you’re having a tough time hitting quota, it’s time for a different answer.). What sets the MEDDIC sales methodology apart?

Process 62

Process Objectives and Key Results Quota Sales 62

The 5% Institute

NOVEMBER 12, 2019

What’s more important – not making quota, or selling something to someone they don’t need?”. These things may not all be present at your workplace – but that is completely fine. Objection handling. Presenting. Handling objections. What made you get involved in sales?”. Product knowledge. Motivation.

Objectives and Key Results 52

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

Sales Hacker

NOVEMBER 26, 2019

If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. But those bad deals are a sunk cost that will leave you scrambling to meet quota.

Gaming 104

Gaming Objectives and Key Results Sales Up-sell 104

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 90

Objection handling Territory Quota Technique 90

PandaDoc

NOVEMBER 15, 2021

Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. If representatives see bad sales performance go unchecked, quotas will begin to feel like suggestions rather than rigorous targets.

Sales 52

Sales Quota Trust Promote 52

Gong.io

JULY 6, 2018

Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. If your prospect’s objections feel like a terrifying pop-up in a haunted house, take heed.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

SalesLoft

OCTOBER 2, 2018

Perhaps you’ve heard about it in a presentation from a software vendor. CSO Insights found that when sales enablement efforts are aligned with how customers make decisions, quota attainment rates are “up to 14% greater than the average.”. Maybe you’ve already adopted a sales engagement platform. How do you use it effectively?

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Engage Selling

DECEMBER 2, 2017

Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. Do more: it’s an expectation imposed on sales reps constantly. And… it’s happening in a selling market that’s changing faster … Read More »

Quota 48

Quota Sales Up-sell Sell 48

PandaDoc

MARCH 20, 2020

How are my reps going to hit quota? Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). This tool, combined with some of our more recent customer stats , can be extremely useful BEFORE presenting pricing. Will I lose my job? How do we conserve our budget?

Sales 52

Sales Objection handling Start-ups Prospecting 52

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. Of all the above aspects of bad and good scripts, in the present article, we haven’t discussed Me- and You-messages yet. Apart from this, your should include into your cold call script: 5-10 canned responses, 5-10 objection handling answers, a voicemail script.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. Of all the above aspects of bad and good scripts, in the present article, we haven’t discussed Me- and You-messages yet. 5-10 objection handling answers, a voicemail script. Here are some examples: Q. Our clients usually face two problems. Buyer Persona.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52