Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). Yet year after year quota attainment plummets, our activities present fewer results, win rates plummet.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Highspot

APRIL 1, 2025

Let’s look at the benefits of AI role-play in more detail: Faster Onboarding Think about how long it typically takes a new manager to get up to speed: there’s company culture, product knowledge, and leadership style to master. The ability to communicate compellingly keeps teams productive.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Gong.io

OCTOBER 19, 2021

The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. Every day, week, or month a new rep doesn’t hit their quota, your team loses revenue. Here they come… Quota attainment: At the end of the day, is there anything sales leaders care about more? .

Quota 164

Quota Sales Strategize Cross-sell 164

Highspot

JUNE 17, 2025

Notably, they: Lack time to effectively plan for and analyze their sales calls Worry about meeting quarterly sales targets and quotas Have too many time-consuming tasks that prevent them from completing the work that matters: building relationships with potential customers The good news? What is an AI sales assistant, and how does it work?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Hubspot

JUNE 16, 2025

Just look at Salesforce — they’re hiring 2,000 new salespeople just for their AI products, according to CEO Marc Benioff. A strong salesperson with great communication skills, resilience, and coachability can learn the product and industry quickly,” Wickett says. Show your process for handling tough objections.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Partners in Excellence

APRIL 22, 2019

Overlaying all of this are constant changes in our customers, markets, products, and the things critical to success in engaging customers. ” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on.

Technique 118

Technique Objection handling Sales Quota 118

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? I agree to the Privacy Statement and to the handling of my personal information. The role of an SDR is, in many ways, hustle culture personified. I can unsubscribe at any time.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

MAY 19, 2022

Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. Products change, new competitors enter the marketplace, buyers’ expectations grow, and so forth.

Quota 110

Quota Cross-sell Objection handling Up-sell 110

Partners in Excellence

JANUARY 13, 2019

If you are a financial professional every other financial professional understand you, as a result you can have very productive conversations. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota.

Objection handling 94

Objection handling Technique Construction Finance 94

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. Product demo flows. Product demo flows. Objection handling. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own).

Quota 97

Quota Objectives and Key Results Sales Objection handling 97

Sales Hacker

FEBRUARY 18, 2025

Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. But prior to that, you were an operating partner at Fractal Software, uh, where you helped launch dozens of vertical software companies, which is super cool and helps them kind of find product market fit.

GTM 91

GTM Quota Drivers/motivators Sales 91

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? How do we count the number of objections they get, so we can comp them on objection handling? As a salesperson on this plan, I would provoke as many objections as I could. Isn’t that part of the job?

Commission 102

Commission Objection handling Pipeline Quota 102

Salesforce

FEBRUARY 3, 2025

Account A business, customer, lead, or prospect a company engages with to sell products or services to. Adoption process The steps a potential buyer takes to evaluate, accept, implement, and integrate (or reject) a new product or service. N eed: Does the prospect have a problem your product or service can solve?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Sales Hacker

JUNE 27, 2022

For example, a seller needs to have solid product knowledge, as well as a great understanding of competitors. For example, if a rep has strong discovery and objection handling skills, they’re more likely to be successful than those who struggle in this area. How to leverage the IRP to create a team of quota crushers.

Objectives and Key Results 118

Objectives and Key Results Objection handling GTM Quota 118

Sales Hacker

OCTOBER 22, 2018

Start with the usual suspects—whether this be your VP Sales, Product Marketing or Sales Enablement—you want them in the room with you. 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. Products and pricing.

Sales 110

Sales Gaming Quota Objection handling 110

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. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Ready to amp up your sales training results? Actionable takeaways.

Objectives and Key Results 98

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

SaaStr

JANUARY 21, 2020

Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Weekly and monthly leader boards, music, YouTube videos, quotas. Hey, Jesse did 200% to quota. Man, I want to nail quota.

Quota 132

Quota Sales Healthcare Territory 132

Sales Hacker

JANUARY 11, 2018

Product and customer research. Demos, objection handling, closing. Sellers must be good listeners and excellent storytellers to be able to connect their product with the unique needs of each customer. Accountability and drive can help sellers achieve quota even in the midst of setbacks. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Repeat business 107

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. Unlike most outbound prospects, inbound leads are familiar with your company via an online search or marketing content and demonstrate a clear interest for your product or service. The B2B Sales Process: A Brief Introduction.

B2B 65

B2B Process Objection handling Negotiate 65

Adaptive Business Services

JULY 27, 2022

While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. You have to know your product inside and out. It’s about focusing on the needs of the client rather than your own to make quota. .

Objection handling 71

Objection handling Quota Technique Pitch 71

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. Yeah, you know what I first read my early objection was, but sales is not linear, right? Jeremey : Got it.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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 97

Quota Objectives and Key Results Sales Prospecting 97

criteria for success

MARCH 11, 2020

Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. If the buyer is analytical, they are likely to ask more questions or make “objections”, because they are dotting I’s and crossing T’s. The seller wants to make this month’s quota.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Hubspot

AUGUST 6, 2019

Product Training. Product or service training. Whether it’s pool supplies or software, it’s important to train them on how to administer, use, and see the value of your product or service. HubSpot’s sales new hires go through extensive product and Inbound Marketing training. What will your rep be selling?

Negotiate 101

Negotiate Territory CRM Objection handling 101

Hubspot

OCTOBER 9, 2019

During the sales process, you'll need to give sales presentations, conduct product demos, and persuasively speak to several decision-makers. A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Confident communication is critical for success.

Technique 101

Technique Angle Profit margin Sales 101

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

Gong.io

NOVEMBER 12, 2021

Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. Product conversations are, well, all about your product. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. They BUILT your product.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Handling objections. And why is it important?

Sales 111

Sales Cross-sell Pipeline Negotiate 111

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

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 127

Gaming Objectives and Key Results Sales Up-sell 127

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

APRIL 2, 2018

How's your experience with our product/service been so far?". 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. How's your experience with our product/service been so far?". We’ve all been there.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Highspot

OCTOBER 11, 2023

This involves identifying target markets, segmenting potential customers, and positioning products or services. It’s vital to invest in continuous training and development programs to equip your sales reps with the latest industry knowledge, product information, and sales techniques.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Drivers/motivators 59

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: Ten Ways to Increase a Sales Rep’s Productivity. Why Your Focus on Quota is Killing Revenue Growth. Who Couldn’t Use An Extra $10 Million In Sales? Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. With channel sales, you rely on third parties to sell your product or service.

Commission 77

Commission Sales Cross-sell Consult 77

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. 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.

Objectives and Key Results 93

Objectives and Key Results Pitch Cold Call Sales 93