The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. This will help them tailor their approach and messaging to resonate with your prospects and customers.

B2B 52

B2B Objection handling Negotiate Technique 52

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

JUNE 27, 2023

In the world of business, sales play a crucial role in driving growth and profitability. A well-executed sales motion can make all the difference in achieving sales targets and establishing a strong market presence. The Importance of an Effective Sales Motion An effective sales motion is vital for business success.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52

Lead Fuze

JUNE 30, 2023

Successful salespeople recognize that it’s not just about sealing the deal; they must comprehend their prospective customers, make use of suitable instruments and strategies, and continually refine their selling process. We’ll discuss the importance of persistence and thorough research in achieving your sales goals.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

The 5% Institute

MARCH 28, 2022

Are you looking for a proven sales playbook to use for consistent, repeatable sales? In this article, we’ll detail the 10 step sales playbook that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. The Benefits Of Using A Sales Playbook.

Technique 144

Technique Sales Clients Consult 144

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Our guide provides critical strategies and sales readiness tools to ensure your sellers have the core knowledge and skills to thrive.

Objection handling 59

Objection handling Sales Technique CRM 59

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Need help with Sales Velocity?

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Objectives and Key Results Pipeline Pharmaceutical CRM 130

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. But here’s the good news: there are proven strategies and techniques that can turn the tide to your favor. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

The 5% Institute

AUGUST 14, 2023

Are you ready to take your sales career to the next level? A well-structured and effective 30 60 90 day sales plan can be your ticket to achieving remarkable results and standing out in a competitive market. Introduction Embarking on a new role in sales requires careful planning and a strategic approach.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

The 5% Institute

MAY 16, 2023

Sales is the lifeblood of any business, driving revenue and growth. However, achieving consistent sales success can be challenging, even for experienced professionals. That’s where sales coaches come in. What is a Sales Coach? What is a Sales Coach?

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

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

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Cold Call 122

Cold Call Objection handling Technique Sales 122

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? In the competitive world of sales , acing an interview is crucial to securing your dream job. Preparing for the Interview To excel in a sales interview, preparation is key.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook? Learn more What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

The 5% Institute

JUNE 15, 2023

One crucial role in achieving these goals is that of a Sales SDR (Sales Development Representative). A Sales SDR plays a vital role in generating leads, nurturing prospects, and supporting the sales team in driving revenue. What is a Sales SDR? What is a Sales SDR?

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. In this article, we’ll explore: The upfront requirements to be a successful Sales Professional.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

The 5% Institute

APRIL 14, 2021

Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Executives topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Partners in Excellence

MARCH 10, 2021

Recently, I wrote, Rethinking Sales Enablement. Yet very little of what we teach or coach our sales people to do focuses on how we help our customers to succeed. Presentation techniques, objection handling, closing, prospecting technique are not helpful to our customers. I want to build on this theme.

Objection handling 74

Objection handling Cross-sell Technique Sales 74

Partners in Excellence

JUNE 3, 2020

Each has their own approach, models, techniques. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. All of these focus on how we succeed as sales people or leaders. Each emphasizes certain things.

Objection handling 129

Objection handling Negotiate Consult Quota 129

The 5% Institute

JANUARY 15, 2021

Sales training for Small Business Owners is crucial for your small business success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Small Business Owners topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. And you at least have to be able to answer the top 20 objections incredibly well.

Product 95

Product Objection handling Sales Up-sell 95

Gong.io

NOVEMBER 22, 2021

Objections. Objections. Objections. Cold call objections are par for the course for outbound sales reps. Once you’ve validated the objection, it’s time to label it. . Instead, make your prospect feel heard but put a label on their emotions. Note: This is an advanced selling technique.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

SalesLoft

JANUARY 16, 2024

In a recent episode, Sarah talked with Kristin Swindle , Salesloft’s Manager of Enterprise Sales Engineering, about how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective. Sending a recap email with action items is a best practice in sales that has become an expectation.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Partners in Excellence

JULY 8, 2020

.” Selling is a construct that means something to sales people, but means nothing to customers. We talk about our selling process, we talk about techniques and things like prospecting, qualifying, objection handling, closing. Likewise, I wouldn’t talk about things like objection handling and closing.

B2B 91

B2B Sell Objection handling Technique 91

The 5% Institute

JUNE 7, 2023

In today’s digital age, where online transactions and virtual interactions are becoming increasingly common, the value of in-person sales cannot be overstated. In this article, we will explore the benefits of in-person sales, strategies for success, the role of technology, challenges, and solutions in the field. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

Sales Hacker

NOVEMBER 1, 2019

The problem in sales is that we tend to be “givers.” Use this template for a response to a prospect request: I am happy to do that. Brainstorm what your client has asked of you during the sales process, whether that’s discounts, proposals, trails, etc. Keep track as you go through the sales process.

Negotiate 86

Negotiate Objection handling Pipeline Cold Call 86

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

MAY 25, 2021

New home sales consultant training is crucial for not only New Home Sales Consultants, but also for seasoned Sales Professionals who want to refresh their sales process , and even learn new skills and ideas. In this article, we’ll explore: The upfront requirements to be a successful New Home Sales Consultant.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

Gong.io

NOVEMBER 5, 2019

Sales objections are inevitable. Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection.

Process 54

Process Objection handling Technique Strategize 54

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Technique 97

Technique Angle Profit margin Sales 97

Heinz Marketing

APRIL 22, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. 7 Winning Steps for Effective Objection Handling by Marcus Chan The key to effective objection handling is using a question-based framework that puts the prospect at ease.

Growth 55

Growth B2B Objectives and Key Results Objection handling 55

Outreach

JULY 29, 2020

Two of our talented data scientists, Yong Liu and Andrew Brooks, recently showcased how Outreach helps sales reps leverage machine learning for their own continuous learning. This work expands on Yong’s session last year about classifying intent with sales emails. Understanding Prospect Sentiment within Email Responses.

Objectives and Key Results 69

Objectives and Key Results Objection handling Sales Relationship building 69