Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

JULY 14, 2022

Prospecting seems to be the driving issue right now. I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh????

Commission 75

Commission Objection handling Pipeline Quota 75

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

Technique 52

Technique B2B Cross-sell Negotiate 52

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

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?

Objection handling 59

Objection handling Quota Negotiate Presentation 59

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. These delays are usually related to the prospect still needing to get buy-in either from stakeholders and/or decision makers. Objections are Opportunities. Handling Objections. The Art of Powerful Responses.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Highspot

JULY 6, 2023

The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Incorporate these topics into your classroom and in-context sales training and onboarding program to equip sellers to engage with prospects and close deals more efficiently.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Gong.io

AUGUST 22, 2018

To download both sales training materials , click the banner below (they’ll both be sent to your email): Sales Training #2: Cold Calling and Prospecting. Your sales team can be amazing at discovery, presenting, and objection handling. This is why generating pipeline and prospecting is your next sales training priority.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 86

Objection handling Technique Construction Finance 86

SalesLoft

DECEMBER 12, 2021

Wouldn’t it be great if there was a way to automatically know which emails result in booked meetings with prospects? All of these quota-crushing results (and more!) Therefore, basic open and response rates don’t tell us exactly what’s working in our prospecting strategies. . Unsubscribe.” Feeling motivated?

Objection handling 52

Objection handling Pipeline Quota B2B 52

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 77

Quota Objectives and Key Results Sales Objection handling 77

Highspot

JANUARY 3, 2024

Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. Initiating a preliminary agreement: Engage the prospect with statements and questions that lead to a tentative verbal commitment. What are the steps in the sales closing process?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. Need Help Automating Your Sales Prospecting Process? If you’re looking for someone to fill the Account Executive position with a $1 million annual quota, it costs upwards of $4,000 every day that role goes unfilled. So what’s the problem?

Quota 52

Quota Objection handling Sales Follow-up 52

Highspot

MARCH 26, 2024

AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance. These virtual assistants can generate natural language responses and recommendations, helping reps refine their sales pitches , overcome objections, and meet quotas more effectively.

Sales 52

Sales Technique Objection handling Pitch 52

Sales Hacker

JULY 26, 2023

Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. 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. And it happens a lot.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Your buyers will appreciate you… and so will your quota. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

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. It helps in prospecting–reaching those customers who don’t respond. Many people have found it very helpful in objection handling, particularly the price objection.

Objection handling 64

Objection handling Technique Sales Up-sell 64

Sales Hacker

JUNE 27, 2022

Much like an ICP documents the key qualities of a good-fit prospect, an IRP defines the top competencies a seller must have to be successful in the field. 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.

Objectives and Key Results 96

Objectives and Key Results Objection handling GTM Quota 96

Partners in Excellence

APRIL 22, 2019

” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on. Additionally, techniques and tactics don’t help us with the whole customer engagement process.

Technique 89

Technique Objection handling Sales Quota 89

Gong.io

FEBRUARY 9, 2019

Prospecting 2. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Prospecting Sales Tips & Techniques. Let’s start with PROSPECTING! You have to hunt them with outbound prospecting. Quick Links 1. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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 81

Quota Objectives and Key Results Sales Follow-up 81

Sales Hacker

JULY 26, 2023

Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. 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. And it happens a lot.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Hubspot

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Overcoming common objections. of reps meet quota. Improve prospecting skills.

Technique 96

Technique Angle Profit margin Sales 96

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

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 how you have built relationships with customers, handled objections , and guided prospects through the sales funnel.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesforce

FEBRUARY 19, 2024

It can also help when handling objections from prospects. Examples include: Prospecting plays Develop a comprehensive strategy for identifying and reaching out to potential new customers. 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

Gong.io

OCTOBER 9, 2018

The sooner your new hires ramp to quota, the more revenue you’ll have on your books. Recently, we teamed up with Sales Hacker to share 7 tips that are guaranteed to help you accelerate sales onboarding: 7 Ways to Ramp New Sellers to Full Quota Lightning Fast from Chris Orlob. What does good objective handling look like?

Quota 59

Quota A/B testing Sales Objection handling 59

Hubspot

AUGUST 6, 2019

Train reps on how your company handles prospecting. How does your company prospect? 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. Practice negotiating and common object handling.

Negotiate 86

Negotiate Territory CRM Objection handling 86

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. How to approach prospecting. Closing more deals start with paying very close attention to your prospecting and qualifying strategies. How well aligned are your prospects with your offerings? And they go hand in hand.

Presentation 98

Presentation Prospecting Closing Objection handling 98

SBI

JUNE 2, 2020

Even with all of those in place, your journey to quota can hit snags. Without meaningful data, your salespeople could be calling on prospects that are least likely to buy when they could be calling on prospects that are most likely to buy. To have a fast flowing revenue stream, you need to get many factors right.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

JANUARY 11, 2018

These activities commonly include: Prospecting. Demos, objection handling, closing. They are committed to meeting target metrics such as the required volume of prospecting activity they need to perform daily — even when their pipeline is already humming or when they have just closed a major deal. Lead generation.

Cold Call 98

Cold Call Objection handling Technique Finance 98

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