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

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. Some of the more advanced thinkers will focus on value creation or Business Focused Selling (which is another of my hot buttons. Some look at chasing higher value deals.

Pipeline 116

Pipeline Objectives and Key Results Objection handling Construction 116

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 88

Quota Objectives and Key Results Sales Objection handling 88

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

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

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 Pitch Technique 71

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

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

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 104

Cold Call Objection handling Technique Pipeline 104

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

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 109

Objection handling Territory Quota Technique 109

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 130

Quota Sales Healthcare Territory 130

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

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 119

Gaming Objectives and Key Results Sales Up-sell 119

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 104

Sales Gaming Objection handling Quota 104

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 100

Technique Angle Profit margin Sales 100

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

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

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

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

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 97

Negotiate Territory CRM Objection handling 97

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

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

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 Technique Drivers/motivators 59

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

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 76

Commission Sales Cross-sell Consult 76

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 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

Successful sales reps should know as much as they possibly can about the product or service she sells. Reps may know the product like the back of their hand, but without prospects to sell to, it’s of little use. . All of these options are fair game for quota-carrying ISRs to begin their prospecting. Objection Prevention.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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 67

Objection handling Sales Quota Up-sell 67

Gong.io

JANUARY 25, 2019

The best candidates will maintain their composure and even start using objection handling techniques. Selling is about knowing your audience, and a solid candidate will have done their homework. Your whole team uses the same sales process, so what sets you apart to consistently hit the quota you said you hit? Close rates.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Your sales process should always focus on how the customer wants to buy, and not how you want to sell. Handling objections. By dismissing the objection, you’re not listening. They try to understand the objection.

Presentation 98

Presentation Prospecting Closing Objection handling 98

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. With the rise of social selling (i.e., How do you know if the person has what it takes?

Quota 52

Quota Objection handling Sales Follow-up 52

SalesLoft

JUNE 6, 2018

But, in today’s modern selling environment, constant learning is a must. 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. These meetings are often very laid-back with my manager.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52