Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objection handling, tailoring pitches, and delivering compelling messages.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. And are there better strategies for selling to larger buyers?

Quota 164

Quota Sales Strategize Cross-sell 164

Partners in Excellence

APRIL 22, 2019

In complex B2B buying and selling, there is no one right way, there is no single answer. Buying and selling in complex B2B situations requires critical thinking, problem solving, and the ability to figure things out–which is why, inevitably, tactic and techniques consistently fail. An Alternative To High Pressure Selling!

Technique 119

Technique Objection handling Sales Quota 119

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 96

Objection handling Technique Construction Finance 96

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It’s based on an outdated way of thinking that selling is an art – perfected only by a select few.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 110

Quota Cross-sell Objection handling Up-sell 110

Partners in Excellence

JULY 14, 2022

I’m noticing something similar in selling. But selling is different from a dining experience–even the a la carte choices I normally make. But selling is different from a dining experience–even the a la carte choices I normally make. While in dining, I can skip courses, in selling, we can’t skip anything.

Commission 102

Commission Objection handling Pipeline Quota 102

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

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. With the rise of social selling , everyone is vying for a spot among the thought leaders. Which is more important: meeting quota or customer happiness?

Quota 96

Quota Objectives and Key Results Sales Objection handling 96

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. 10 Sales Skills for Objection Handling: Pause.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

NOVEMBER 15, 2024

Channel Sales: Channel Sales involves selling products or services through third-party partners or intermediaries rather than directly to end customers. 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. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. 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. Tin Men kind of stuff. They weren’t salespeople.

Objection handling 71

Objection handling Quota Technique Pitch 71

Sales Hacker

FEBRUARY 18, 2025

Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR. 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.

GTM 89

GTM Quota Drivers/motivators Sales 89

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. When the strident discipline of project management meets the hyperactive process of selling, good things happen. Because rejection is all too common in selling , you’ll never find a successful practitioner who lacks the grit to endure a barrage of setbacks. . Lead qualification.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

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. Best-selling author, Hal Elrod, once said: . Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 111

Objection handling Territory Quota Technique 111

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. I wouldn’t say it doesn’t matter at all.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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. The great thing is this piece of advice can apply broadly, helping you in virtually every aspect of selling. ” We need to study all aspects of selling. We need to constantly be learning.

Objection handling 94

Objection handling Technique Sales Up-sell 94

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.

Objectives and Key Results 98

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

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. A 2018 study by CSO Insight revealed that organizations with effective sales enablement technologies achieved two-digit improvements in quota attainment rate. The B2B Sales Process: A Brief Introduction. Human sellers drive B2B sales.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. There are no shortcuts in selling.

Gaming 126

Gaming Objectives and Key Results Sales Up-sell 126

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. Key Ingredients. Ideal customer profile.

Sales 110

Sales Gaming Quota Objection handling 110

SaaStr

JANUARY 21, 2020

I used to think that I could go into healthcare and pull a med device rep who was selling million dollar towers on a six-month sales cycle. 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.

Quota 131

Quota Sales Healthcare Territory 131

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

Gong.io

JULY 6, 2018

If you sell remotely via web conference (rather than face to face), flip on your webcam. 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.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

OCTOBER 9, 2019

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. of reps meet quota. Prepare for objection handling.

Technique 101

Technique Angle Profit margin Sales 101

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Gong.io

JULY 18, 2022

That’s where Solution Selling comes in. In this article, we’ll explain what Solution Selling is, what sets it apart, and how to tell if it’s right for your team. We’ll also cover the steps of the Solution Selling methodology so you can adopt it in your organization. What is Solution Selling? Then they’d offer a solution.

Sell 62

Sell Up-sell Prospecting Price 62

Hubspot

AUGUST 15, 2013

The Science and Art of Selling, by Alen Majer. Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. The Essence Of Selling. Some awesome recent posts: Social Selling Home Base Should Be Your Blog. Smart Selling Tools, by Nancy Nardin. Geoffrey James.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Hubspot

AUGUST 6, 2019

What will your rep be selling? 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. Product Training. Product or service training. What are your parameters for discounts and sales?

Negotiate 101

Negotiate Territory CRM Objection handling 101

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

APRIL 2, 2018

Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. But don’t handle them over email.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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

Highspot

OCTOBER 11, 2023

Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. With channel sales, you rely on third parties to sell your product or service.

Commission 77

Commission Sales Cross-sell Consult 77

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage. Knowing which action to take is critical at a time when 72% of sellers expect to miss their quota, according to the 2023 State of Sales report. The problem?

Pipeline 52

Pipeline Quota Objection handling CRM 52

Openview

JUNE 21, 2018

Pros: Flexibility is about making room for individual judgement and selling style. With loose reins on the sales process, it’s much harder (if not impossible) for sales leaders to properly forecast or even set accurate quota targets. Flexibility: The Pros & Cons In the Sales Process.

Objection handling 73

Objection handling Sales Quota Up-sell 73