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

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 Objection handling Sales 59

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. To start, show your team the data behind asking great questions. Your sales team can be amazing at discovery, presenting, and objection handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. 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

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. Additionally, set up field visits to actual sales meetings where reps can observe and engage with more experienced reps and customers in real time. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

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 96

Objectives and Key Results Objection handling GTM Quota 96

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 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Let’s get started. Let’s start with PROSPECTING! If they do, I’m willing to bet that your respect for them jumps up a notch. Quick Links 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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 Objection handling Sales Follow-up 52

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

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 81

Quota Objectives and Key Results Sales Follow-up 81

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 89

Technique Objection handling Sales Quota 89

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

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

APACSMA

FEBRUARY 8, 2021

Key parameters to be included in sales training programs Start training with an assessment It is not always true that the reps who completed their training are ready for the field. Get New Reps Ready with Pre-Boarding It is one of the most helpful ways to ease the sellers into the on-boarding process before their official start dates.

Objection handling 40

Objection handling Quota Sales Pitch 40

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 52

Objectives and Key Results Pitch Cold Call Sales 52

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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

The 5% Institute

JUNE 8, 2023

Start by researching the company’s products, services, target market, and competitors. This knowledge will enable you to align your answers with the company’s objectives and showcase your enthusiasm for the role. How important is the follow-up after a sales interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52

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 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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 99

Sales Gaming Objection handling Quota 99

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. Decision process : What’s the process, start to finish? But that alone doesn’t get anyone to quota. . There’s no room for being wishy-washy on this.

Process 62

Process Objectives and Key Results Quota Sales 62

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

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 103

Quota Sales Healthcare Territory 103

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 86

Negotiate Territory CRM Objection handling 86

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 96

Technique Angle Profit margin Sales 96

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 105

Gaming Objectives and Key Results Sales Up-sell 105

PandaDoc

APRIL 25, 2023

Start free trial New product This type of plan is specifically designed to introduce a new product into the market and achieve specific sales goals. This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management. Why did you start your business?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

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.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

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

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 105

Sales Cross-sell Pipeline Negotiate 105

PandaDoc

NOVEMBER 15, 2021

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. Sales culture is essentially the sum of your team’s attitudes, values, and behaviors; it can usually be summed up in ten or so terms.

Sales 52

Sales Quota Trust Promote 52

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 54

Objectives and Key Results Sales CRM Objection handling 54

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