Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. In fact, 80% of employees who receive meaningful feedback say they are fully engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Hubspot

JUNE 16, 2025

Show your process for handling tough objections. Sales interviews often assess how well you handle tough customer objections. Handling objections with a clear strategy proves you're prepared for real-world sales situations. “A Peditto explains.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

APRIL 1, 2025

Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling? Increase in average deal size: AI simulations that refine negotiation tactics and objection handling often result in larger contract values, improving revenue without adding headcount.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Salesforce

NOVEMBER 15, 2024

Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Objection handling assessment 3. Attain quota faster and speed up sales ops Learn how Sales Performance Management helps you connect customer data to sales planning and execution. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. Analyze sales conversations in real-time to improve coaching and objection handling.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

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?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Gravy

JULY 1, 2025

You can have the perfect pitch, flawless product knowledge, and ironclad objection handling skills, but if you walk into that appointment carrying the baggage from your last three rejections, you're dead in the water before you even ring the doorbell. Think about it. Your prospects don't know about your bad morning. Think about it.

Appointment 65

Appointment Objection handling Pitch Quota 65

Highspot

JULY 9, 2025

5 tips to improve your sales efficiency Here are some best practices you and other GTM leaders at your company can follow to steadily improve your sales efficiency ratio, help your reps consistently meet quotas and optimize their day-to-day work, and better contribute to tangible business growth.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Sales Gravy

JUNE 4, 2025

Here's a question that'll make your head spin: What do you do when your top performer is crushing quota but not hitting a required talk time KPI? That's the question posed by Josh Robich and Josh Nelson from Nashville. hours instead. Your top performers get frustrated because they're being penalized for efficiency. hours instead.

Appointment 85

Appointment Objection handling Pipeline Quota 85

Salesforce

FEBRUARY 3, 2025

Objection handling The process of addressing potential customers’ concerns or hesitations during sales. Using objection handling , sales reps can navigate objections by listening actively, empathizing with the prospect’s needs, providing data and social proof, and reframing the objection with a solution.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? . “Sales training, our people aren’t performing the way we expect,” came the response.

Real Estate 109

Real Estate GTM Objectives and Key Results Objection handling 109

Sales Hacker

FEBRUARY 18, 2025

You know, a bunch of Q& A and sort of objection handling. I had some sales experiments experience before going into consulting after my MBA, but not sort of AE quota carrying type work. They’re not necessarily a quota carrying AE, but they’re in the commercial team and they’re helping the commercial team.

GTM 99

GTM Quota Drivers/motivators Sales 99

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

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. Sales performance numbers continue to decline (for example % of sales people making quota). Each has their own approach, models, techniques. Each emphasizes certain things. Some might have broader approaches like solution, consultative or insight selling.

Objection handling 152

Objection handling Negotiate Consult Quota 152

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.

Quota 133

Quota Objection handling Entertainment Up-sell 133

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

Gong.io

MARCH 12, 2018

But we also uncovered a slew of interesting objection handling techniques. But it also showed us six things they do to handle objections during those demos. note that top reps don’t necessarily talk slower, they maintain their pace more or less): The Fewer Words, the Better When Handling Sales Objections.

Objection handling 102

Objection handling Quota Sales Technique 102

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. Read more: How I Reduced My Sales Team’s Objection Rate by 254%. Rather, it’s a science.

Quota 111

Quota Cross-sell Objection handling Up-sell 111

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 104

Quota Objectives and Key Results Sales Objection handling 104

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 88

Objection handling Technique Construction Finance 88

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 109

Technique Objection handling Sales Quota 109

APACSMA

FEBRUARY 8, 2021

Many sales development reps are moving into quota-carrying roles such as account executive & account management but skills needed for SDRs don’t perfectly match with AE or AM, it is important to identify those gaps and deliver training to close those gaps. All Rights Reserved by Asia Pacific Sales & Marketing Academy.

Objection handling 98

Objection handling Sales Quota Pitch 98

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 97

Commission Objection handling Pipeline Quota 97

Gong.io

MAY 31, 2021

Objection handling. Your buyers will appreciate you… and so will your quota. And while the words you use are critical, how you communicate those words can be the difference between just missing your quota and blowing it out of the water. You are reading this now, so “just missing your quota” is really not an option.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

JUNE 27, 2022

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. For example, a seller needs to have solid product knowledge, as well as a great understanding of competitors.

Objectives and Key Results 120

Objectives and Key Results Objection handling GTM Quota 120

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 102

Quota Objectives and Key Results Sales Prospecting 102

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

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

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. It’s about focusing on the needs of the client rather than your own to make quota. . Tin Men kind of stuff. Throw away the close. .

Objection handling 71

Objection handling Quota Technique Pitch 71

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

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 133

Quota Sales Territory Healthcare 133

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. They have their guard up.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Accountability and drive can help sellers achieve quota even in the midst of setbacks. Just like a project, sales consists of tasks and activities. These activities commonly include: Prospecting. Lead generation. Lead qualification. Product and customer research.

Cold Call 107

Cold Call Objection handling Technique Repeat business 107

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 111

Sales Gaming Quota Objection handling 111

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. 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. . Call it whatever you want — it’s essential. .

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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