Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. 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.

Quota 93

Quota Cross-sell Objection handling Up-sell 93

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation. Some might have broader approaches like solution, consultative or insight selling.

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Objection handling Negotiate Consult Quota 132

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” I used to be a sales consultant, looking at teams from the outside in, and (plug alert!) writing books like “ Cracking the Sales Management Code.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage.

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Pipeline Quota Objection handling CRM 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

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a common idea that salespeople are only judged on their quota. By mastering your sales interview questions. 6 Sales Interview Questions to Find the Best Talent. So what’s the problem?

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Quota Objectives and Key Results Sales Objection handling 77

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

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Objection handling Cold Call Objectives and Key Results Sales 92

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. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

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Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

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Objectives and Key Results Pitch Cold Call Sales 76

Lead Fuze

NOVEMBER 30, 2021

10 Sales Interview Questions to Hire the Perfect Sales Team. If you think interviewing sales people is a simple job, I would like to introduce you to my professional connections who can tell you otherwise. Salespeople are not just judged on their quota. Need Help Automating Your Sales Prospecting Process?

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Quota Objection handling Sales Follow-up 52

Sales Hacker

FEBRUARY 2, 2021

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale.

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Sales Cross-sell Pipeline Negotiate 105

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.

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Closing Objectives and Key Results Technique Sales 52

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

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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. Building a Sales Process.

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Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

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Process Objectives and Key Results Quota Sales 62

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career!

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Gaming Objectives and Key Results Sales Up-sell 106

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

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

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.

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Sales Gaming Objection handling Quota 100

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?

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Technique Angle Profit margin Sales 97

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Gong.io

JULY 6, 2018

Google “sales call tips.”. 43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls.

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Cold Call Objection handling Pitch Sales 103

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Coaching skills for sales managers.

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Sales Objection handling Quota Legal 52

SalesLoft

JUNE 6, 2018

Sales teams typically have an annual kickoff at the beginning of the year. However, sales training is not a one-off activity. In this video, John Libretto, a Sales Executive at Salesloft, shares tips on how to maintain SKO-level engagement all year. But, in today’s modern selling environment, constant learning is a must.

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Objection handling Sales Quota Drivers/motivators 52

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. How to build a winning sales culture. The role of congruence in sales.

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Sales Quota Trust Promote 52

Openview

JUNE 21, 2018

As a sales leader, you have to make a choice each and every day. Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? Consistency: The Pros & Cons In the Sales Process.

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Objection handling Sales Quota Up-sell 67

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. This is where great sales managers come in.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Gong.io

JANUARY 25, 2019

Making a great hire comes down to the interview questions you ask your sales candidates. And so many sales leaders get them wrong. These interview questions are useless in qualifying a candidate’s sales potential. Lucky for you, we’ve sourced the top 35 sales interview questions from sales leaders who know what’s what.

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Quota Sales Drivers/motivators Objection handling 80

The 5% Institute

NOVEMBER 12, 2019

How to manage a sales team; this is probably a question you’d be asking if you’re new to a Sales Leadership role, or if you’ve inherited a sales team that has room for improvement. As someone who has been running business’s for well over a decade, I can share a few tips (and things to avoid) on how to manage a sales team.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 52

Engage Selling

DECEMBER 2, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it’s happening in a selling market that’s changing faster … Read More »

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Quota Sales Up-sell Sell 48

Gong.io

JULY 6, 2018

Google “sales call tips.”. 43 seconds, you’ll see that the Internet has no shortage of articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? These are the only sales call tips backed by data. Sales Call Tip #1: Schedule Your Sales Call for the Right Time.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Onboarding Checklist for Sales New Hires.

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Negotiate Territory CRM Objection handling 88

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. If your prospect approaches any of these topics via email, drop what you’re doing and pick up the phone.

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Prospecting X-functional Contract Cross-sell 96

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. How do you attain your sales goals?

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. . One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. So she followed-up in a minute, apologizing for the mistake. They don’t meet their quota, or their ROI isn’t satisfying. How do you attain your sales goals?

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

APRIL 26, 2018

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor. know how to probe aspects of the organization to identify pain points.

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Drivers/motivators Non-Profits B2B Strategize 54

Sales Hacker

APRIL 16, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . Subscribe to the Sales Hacker Podcast. 3) Kiva’s sales story [3:02]. 4) Going up the sales career ladder [9:00]. Sales Hacker Podcast—Sponsored by Node. We’re on iTunes.

Territory 41

Territory Cross-sell Up-sell Objection handling 41