Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

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

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. minute sales deck presentations, on average, during the introductory sales meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. Sales presentations. Sales presentations. Round up your corporate-approved, top-notch sales decks.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

APRIL 22, 2019

But those presenting them seem to have discovered the secret to sustained sales success. In complex B2B buying and selling, there is no one right way, there is no single answer. An Alternative To High Pressure Selling! Principle Based Selling! How “Sales-speak” Limits Us.

Technique 89

Technique Objection handling Sales Quota 89

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. If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. minute sales deck presentations, on average, during the introductory sales meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

FEBRUARY 2, 2021

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. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Set up a system to collect and implement feedback. Actionable takeaways.

Objectives and Key Results 98

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

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Getting comfortable breaking up with prospects. Overcoming common objections.

Technique 96

Technique Angle Profit margin Sales 96

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? Your sales process should always focus on how the customer wants to buy, and not how you want to sell. And they go hand in hand.

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

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. Champion : Who will sell on your behalf inside the buyer’s organization? But that alone doesn’t get anyone to quota. . Good leaders believe in their reps.

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. WHEN : December 9–13, 2019. COST : Nada.

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

SalesLoft

JUNE 6, 2018

But, in today’s modern selling environment, constant learning is a must. They hype the team up for a great year and align expectations on a team-wide scale. 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 average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Negotiate 86

Negotiate Territory CRM Objection handling 86

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 101

Quota Sales Healthcare Territory 101

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.

Sales 99

Sales Gaming Objection handling Quota 99

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. 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. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. For example, use “we” language when you want to warm your buyer up on a cold call. If you sell remotely via web conference (rather than face to face), flip on your webcam.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

The 5% Institute

NOVEMBER 12, 2019

By hiring correctly up front, you’ll have steps in place to avoid the mistake of having to manage and train people who are not the right fit for your sales team or business. What’s more important – not making quota, or selling something to someone they don’t need?”. Sales process training, and consultative selling practices.

Objectives and Key Results 52

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

SBI

JUNE 2, 2020

Even with all of those in place, your journey to quota can hit snags. When the Green Bay Packers showed up for spring training after having lost the NFL Championship to the Philadelphia Eagles in 1961, their coach, Vince Lombardi did not say, “Gentlemen, we need to take our game to the next level.” Upstream Thinking at its Best.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

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. Sales culture is essentially the sum of your team’s attitudes, values, and behaviors; it can usually be summed up in ten or so terms.

Sales 52

Sales Quota Trust Promote 52

Partners in Excellence

SEPTEMBER 14, 2016

It was a thoughtful article, I ended up being unconvinced, but it helped reminded me how badly we misunderstand coaching. Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. Consequently, how badly we coach. Too much bad coaching is focused on the numbers.

Objection handling 89

Objection handling Territory Quota Technique 89

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. And… it’s happening in a selling market that’s changing faster … Read More » Do more: it’s an expectation imposed on sales reps constantly.

Quota 48

Quota Sales Up-sell Sell 48

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

PandaDoc

MARCH 20, 2020

While he appreciated the encouraging words, it didn’t stop Patrick from switching up PandaDoc’s regularly scheduled sales training into something different. Clarify that while everything is changing, it’s still our job to sell. How are my reps going to hit quota? Your calls don’t need to be about selling a product right away.

Sales 52

Sales Objection handling Start-ups Prospecting 52

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.”. Sales engagement delivers a higher quantity and quality of selling time.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. For example, use “we” language when you want to warm your buyer up on a cold call. If you sell remotely via web conference (rather than face to face), flip on your webcam.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. I’m calling because…. Never mind!

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. . One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. I’m calling because…. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Selling is pretty straightforward: You won’t go very far if you don’t know your customer. .

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Territory 41

Territory Cross-sell Up-sell Objection handling 41