The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

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

Gong.io

JULY 11, 2022

Achieving sales quotas and targets. Setting sales quotas. Inside sales quotas . Each rep will be responsible for their own target or quota , though what they’re actually required to achieve will, obviously, depend on their role. AE quotas are more closely tied to revenue. . Outbound cold calling or emailing.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Our ideal pipelines are determined by our quotas, win rates, deal size and sales cycles. Some look at chasing higher value deals. Some look at chasing higher value deals.

Pipeline 87

Pipeline Objectives and Key Results Objection handling Construction 87

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 77

Commission Objection handling Pipeline Quota 77

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. Sales Training #4: Objection Handling. Running sales training on objection handling techniques should be next. So what’s the first thing to cover in your objection handling training? No pipeline, no glory.

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

Eliminate Your Competition

SEPTEMBER 6, 2022

Some of this is the way that companies set their quotas. It is common practice that companies will set quota (i.e., the expectation of success) so that only 60-70% of the sales team achieves quota. If product engineering failed at that level, the products we buy would constantly fail.

Education 59

Education Quota Objection handling Sales 59

Highspot

JANUARY 9, 2024

Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell Negotiate 52

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

Highspot

JANUARY 4, 2024

In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Overcoming Objections Objection-Handling Techniques: Anticipate common objections and provide strategies for overcoming them. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

SalesLoft

DECEMBER 12, 2021

All of these quota-crushing results (and more!) Identify the most common objections so you can share the best objection-handling techniques for your team. What if you could equip your reps with email templates that cut through the noise and resulted in positive responses? . Feeling motivated?

Objection handling 52

Objection handling Pipeline Quota B2B 52

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 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

MARCH 26, 2024

These virtual assistants can generate natural language responses and recommendations, helping reps refine their sales pitches , overcome objections, and meet quotas more effectively. By acting as a virtual co-pilot, AI virtual assistants help sales representatives navigate complex customer calls with confidence and finesse.

Sales 52

Sales Technique Objection handling Pitch 52

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. 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. Which is more important: fulfilling sales quotas or ensuring customer satisfaction?

Quota 52

Quota Objection handling Sales Follow-up 52

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. Navigating through objections can often be the difference between losing and closing a deal. Let’s look at these challenges and explore ways to overcome them.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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

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 40

Objection handling Quota Sales Pitch 40

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

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

Sales Hacker

JULY 26, 2023

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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Highlighting Relevant Sales Achievements Begin by highlighting your most relevant sales achievements. What are some effective sales techniques to discuss in an interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52

Salesforce

FEBRUARY 19, 2024

These should be specific, measurable, and aligned with both individual sales role objectives and the company’s broader objectives. 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

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

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

JULY 26, 2023

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. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Hubspot

OCTOBER 9, 2019

A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Prepare for objection handling. During your sales calls, you will get objections and questions about your product or service. When coaching skills exceed expectations, 94.8%

Technique 97

Technique Angle Profit margin Sales 97

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.). What sets the MEDDIC sales methodology apart?

Process 62

Process Objectives and Key Results Quota Sales 62

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 100

Sales Gaming Objection handling Quota 100

SalesLoft

NOVEMBER 1, 2016

Sales Development Reps (SDRs) need to become creative sales dialing machines in order to hit their monthly quota, and any high-performing sales team needs a modern sales dialer, custom built around the sales development process for maximum effectiveness and efficiency , to do this. Objection Handling. Why is that?

Objection handling 52

Objection handling Cold Call CRM Pitch 52

SBI

JANUARY 28, 2020

Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Objection handling. Are they able to achieve their team and personal goals? Your managers are in a tough position. Where do their teams, and themselves, need ongoing training?

Sales 52

Sales Objection handling Quota Legal 52

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 98

Cold Call Objection handling Technique Finance 98

Hubspot

AUGUST 6, 2019

Practice negotiating and common object handling. Calculate ramp rate based on the average number of months it takes a new salesperson to hit 100% (or close to) of quota. Even experienced reps need to know how your company approaches the negotiation phase. What are your parameters for discounts and sales?

Negotiate 88

Negotiate Territory CRM Objection handling 88

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 54

Objectives and Key Results Sales CRM Objection handling 54

PandaDoc

APRIL 25, 2023

This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management. Identifying clear and achievable sales goals will help you to set sales quotas and guide your team with clear directions. Identify your goals What are your sales goals for the next year?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52