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. The best managers understand that the right follow-up ensures coaching actually sticks.

Quota 110

Quota Cross-sell Objection handling Up-sell 110

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. Best Practices for AI Adoption in Sales Ops: Start with a clear use case.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Partners in Excellence

APRIL 22, 2019

How do we start to understand how to be more successful, time after time, customer after customer, situation after situation, month after month? ” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on.

Technique 118

Technique Objection handling Sales Quota 118

APACSMA

FEBRUARY 8, 2021

Start training with an assessment It is not always true that the reps who completed their training are ready for the field. Deliver training in light of millennials By 2025, millennials will make up to 75% of the global workforce , so your sales training must accommodate the learning needs of a changing workforce.

Objection handling 98

Objection handling Sales Quota Pitch 98

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed! Objection handling assessment 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

MAY 31, 2021

Objection handling. Round up your corporate-approved, top-notch sales decks. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. A pipeline review turns into a “Well, yeah, but the data isn’t up to date here” type objection.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

FEBRUARY 18, 2025

So I always like to tee it up a little bit for the listeners. If you’re going to hire ideally more than one AE to start, so you can kind of see how they work and kind of learn from their efforts, what are you going to tell them when they start? You know, a bunch of Q& A and sort of objection handling.

GTM 91

GTM Quota Drivers/motivators Sales 91

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. Level up your discovery skills: asking questions and listening. There is no “great line” for closing more deals or handling objections perfectly. .

Quota 97

Quota Objectives and Key Results Sales Prospecting 97

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. Sure, these organizations probably have onboarding to get new sellers up to speed. It all starts with defining excellence. Busting the 80/20 myth starts with the IRP.

Objectives and Key Results 118

Objectives and Key Results Objection handling GTM Quota 118

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic.

Quota 132

Quota Sales Healthcare Territory 132

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? In addition to observation and feedback, you can start with data. 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.

Objectives and Key Results 98

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

Sales Hacker

OCTOBER 22, 2018

In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. Getting Started. Start with the usual suspects—whether this be your VP Sales, Product Marketing or Sales Enablement—you want them in the room with you.

Sales 110

Sales Gaming Quota Objection handling 110

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Sales Call Tip #3: Start Your Sales Call Right. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call. Stay away from them. Because it does.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? WHEN : December 9–13, 2019. COST : Nada.

Gaming 127

Gaming Objectives and Key Results Sales Up-sell 127

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Before They Start. Sign up new hires for call reviews -- and lots of ‘em. It takes time. Pre-week training.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Salesforce

FEBRUARY 3, 2025

Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. Sign up now Thanks, you’re subscribed! Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Getting comfortable breaking up with prospects. Overcoming common objections. A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Practice public speaking.

Technique 101

Technique Angle Profit margin Sales 101

SBI

APRIL 19, 2018

So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar? Set clear objectives. 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. New hires are usually keen to please.

Quota 55

Quota Objection handling Sales Price 55

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) AI is starting to take this work off our hands — all while giving far better outputs.

Objectives and Key Results 93

Objectives and Key Results Pitch Cold Call Sales 93

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

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

FEBRUARY 2, 2021

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. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Gong.io

JANUARY 25, 2019

These interview questions will help you size up a candidate’s sales potential. Sign-up to learn 7 ways to ramp new sellers lightning fast : Magic Bullet Sales Interview Questions. Let’s start with the toughest category of all: interview questions that aren’t for the faint of heart. They’ll show up ready to impress and inspire.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

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. Get started What is pipeline coverage and why does it matter? The saying has been passed down from seller to seller over the years. By now, it’s set in stone.

Pipeline 52

Pipeline Quota Objection handling CRM 52

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. However, universities fail to keep up with the times, leaving businesses to pick up the slack.

Education 59

Education Quota Sales Objection handling 59

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Closing more deals start with paying very close attention to your prospecting and qualifying strategies. Some reps argue with their prospects or pressure them into backing down— but this isn’t proper objection handling.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Hubspot

JUNE 5, 2019

Suppose a rep decides to cut her partner out of the deal because she doesn’t want to give up the commission. Revenue needs: It takes a lot of time and energy to get a partner channel system up and running. For instance, if you offer catering services, you might partner with a company that provides event clean-up.

Commission 77

Commission Sales Cross-sell Consult 77

SalesLoft

JUNE 6, 2018

We’ll start with the cornerstone of sales training events which is your sales kick-off (SKO). They hype the team up for a great year and align expectations on a team-wide scale. They hype the team up for a great year and align expectations on a team-wide scale. These meetings are often very laid-back with my manager.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. At the start of the relationship, reps should evaluate roles and ensure they have decision-makers on board. Active listening enables reps to pose thoughtful follow-up questions and guide the conversation. Communication Up.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. The term “ map ” here is used as a generalization since it could be a flowchart or an infographic — the choice is always up to a team.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. 6 Ups Account Executive Interview Questions to Find the Best Talent. 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. Just to give you an idea.

Quota 52

Quota Sales Objection handling Follow-up 52

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. Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

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. An Up-To-Date CRM – No Longer a Pipe Dream.

Objectives and Key Results 56

Objectives and Key Results Sales CRM Objection handling 56

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Consider areas like these as a starting point. Objection handling. Are they able to achieve their team and personal goals?

Sales 52

Sales Objection handling Quota Legal 52