Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Approved price” is the winning phrase.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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

Laying out the ground rules for activity levels and explaining their quota targets in detail will help your teams prepare a game plan on how they want to hit these goals. According to research conducted by the Aberdeen Group, “Playbook users report 15% more sales reps achieving annual quota, compared to non-adopters.”.

Sales 110

Sales Gaming Quota Objection handling 110

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Building a Sales Process.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Outreach

APRIL 9, 2019

A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process.

B2B 65

B2B Process Objection handling Negotiate 65

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. Objection handling. We’d already agreed on X price. Tell me about your goals.”.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. Many people have found it very helpful in objection handling, particularly the price objection. It helps in prospecting–reaching those customers who don’t respond.

Objection handling 94

Objection handling Technique Sales Up-sell 94

Hubspot

OCTOBER 9, 2019

When choosing a sales training program, consider things like length of program, focus, location, and price. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. of reps meet quota. Prepare for objection handling. Implement roleplay.

Technique 101

Technique Angle Profit margin Sales 101

SBI

APRIL 19, 2018

While doing this, it’s important to be clear about two things: training objectives and the quotas they’ll have to hit once they’re trained. So, once you’ve set clear training and quota targets, follow up with outstanding training. And keep repeating this until your reps are going above and beyond quota attainment.

Quota 55

Quota Objection handling Sales Price 55

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. . Have a strong, predictable process.

Quota 95

Quota Objectives and Key Results Sales Prospecting 95

Sales Hacker

NOVEMBER 26, 2019

Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support. 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?

Gaming 126

Gaming Objectives and Key Results Sales Up-sell 126

Salesforce

FEBRUARY 3, 2025

The data points can include demographics, engagement history, content consumption, and other buying signals (requesting a demo, asking about pricing, or attending an event). Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Why Your Focus on Quota is Killing Revenue Growth. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter! Smart Calling Blog, by Art Sobczak.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Gong.io

JULY 11, 2022

Achieving sales quotas and targets. For example, a CSM might identify that a buyer would be able to increase revenue by implementing a certain process using their platform, however, that’s only available on a higher pricing tier. Setting sales quotas. Inside sales quotas . AE quotas are more closely tied to revenue. .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Approved price” is the winning phrase.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale. Closed-Won: =].

Sales 111

Sales Cross-sell Pipeline Negotiate 111

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. What is their expectation of pricing? Asking about budget and timeline helps you understand what sort of expectation your prospect has about the price and how quickly they need a solution. And they go hand in hand.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Hubspot

JUNE 5, 2019

If your average selling price (ASP) is low, and your partners resell your product relatively infrequently, investing so much into training them isn’t wise. Recruitment quota attainment. They typically establish a strategy, help their partners implement it, and work toward a sales quota. Wondering what success looks like?

Commission 77

Commission Sales Cross-sell Consult 77

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

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long. The role of Sales Manager has always been one of the hardest jobs in sales.

Objectives and Key Results 56

Objectives and Key Results Sales CRM Objection handling 56

Salesforce

OCTOBER 16, 2024

After extracting information like pricing or competitor mentions from a sales team’s voice (written) or video sources (video calls), conversation intelligence supplies insights like meeting summaries or trend identification. Input custom keywords for your objectives and measure how your team is tracking.

Conversion 59

Conversion Customers Territory CRM 59

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

PandaDoc

APRIL 25, 2023

The plan also includes a timeline for product development and launch , pricing strategies, promotional campaigns, and sales targets for the first year. This plan includes specific tactics for each channel, including promotional campaigns and pricing strategies that are tailored to the target customer segments.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Gong.io

JULY 18, 2022

If you offer low-price-point products with very concrete use cases and a short sales cycle, it might not make sense to invest that amount of time into each prospect. If you’re looking to buy new desks for your office, you might compare features and price on your own or ask a rep a few questions before making a decision. Too expensive?”)

Sell 62

Sell Up-sell Prospecting Follow-up 62

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.). The buyer can make a purchase within your price range.

Process 62

Process Objectives and Key Results Quota Sales 62

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. It could be an exclusive feature, service, or pricing. Navigating through objections can often be the difference between losing and closing a deal.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Salesforce

FEBRUARY 19, 2024

Product information A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. It can also help when handling objections from prospects. Goals might include sales quotas , conversion rates, or customer satisfaction scores.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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 Prospecting Start-ups 52

Highspot

DECEMBER 5, 2024

Lets explore different examples of training and development in sales: Training Product training: Sales reps should know your product or service inside and out, from its features, benefits, pricing, and use cases. Sales organizations that rely on technology to support sales training are 50% more likely to improve quota attainment.

Objectives and Key Results 52

Objectives and Key Results Growth Negotiate Objection handling 52

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. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. A seat at the table.

Territory 42

Territory Cross-sell Up-sell Objection handling 42

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. But it’s canceled out by everyone who misses quota. Establish value before you talk price. Take, pricing , for example. Objection Handling Sales Tips.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Hubspot

JANUARY 22, 2018

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. Price: Can you anticipate the return of the training will be at least 5X its price? Price: $395-$595 per attendee (depending on the workshop). Price: Contact Hoffeld Group.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Sales Hacker

OCTOBER 7, 2021

Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. I managed a team of senior sales people and carried an individual quota. What is one a-ha moment you’ve had in your sales career? Laura Zinger.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

MARCH 12, 2019

Pricing doesn’t really matter at this stage. Pricing is around commitment. Pricing and demand gen matter a ton to get LTV:CAC work. Now I can put some prices on this. Now I’m in a position to put marketing on a revenue quota. Marketing on a revenue quota, yeah. And our comp plan does as well.

Growth 103

Growth Cross-sell Contract X-functional 103

Salesforce

JANUARY 18, 2024

To round out your research, use a generative AI tool to learn about your competition’s marketing, pricing, service, and sales tactics. Check out our objection-handling-tips for more guidance.) She learns some of them are targeting homes at a much lower price point, so removes them from her prospecting list.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59