SBI

FEBRUARY 21, 2020

This eBook covers 15 sales training topics that improve rep performance in high-impact areas such like b usiness acumen, objection-handling, up-Sell and cross-sell, leveraging referrals, and more. Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings.

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

Sales Hacker

NOVEMBER 1, 2019

They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. Often, sales reps jump to discounting to speed up negotiations. Always maintain the forward momentum. Just do it.

Negotiate 86

Negotiate Objection handling Pipeline Cold Call 86

The 5% Institute

MAY 25, 2021

Selling new homes; although lucrative, can also be very competitive. Pick a niche that you want to serve and sell to. A system for referrals. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

Highspot

JANUARY 3, 2024

You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale. Objection Close This technique involves directly addressing sales objections the client might have. It ensures consistency in your sales efforts. Schedule a Highspot demo today!

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. For the rest of you, listen up. Selling a product in the Enterprise space takes time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

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. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. What a disarming reply!

Contract 77

Contract Cross-sell Prospecting Follow-up 77

Highspot

APRIL 20, 2021

Objection handling. Lever, for example, builds Best-Practice Plays that provide all the messaging their reps need to ask clients for referrals. How do you loop an executive into a deal, and set them up to best support you? These types of plays make team selling less daunting to reps. Competitive info.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Are you asking for a referral? Make sure you mention the day and date as well as the method you’ll use to follow up. If so, with whom?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. It includes detailed information on the product — such as its features, benefits, and unique selling proposition. See also How to speed up your sales cycle in 2023 4.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

The 5% Institute

JULY 12, 2021

Pick a niche that you want to serve and sell to. A system for referrals. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you. These are: Having a business owner mindset ; versus an employee mindset.

Consult 52

Consult Closing Objectives and Key Results Sales 52

The 5% Institute

NOVEMBER 20, 2019

Pick a niche that you want to serve and sell to. A system for referrals. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you. These are: Having a business owner mindset ; versus an employee mindset.

Consult 98

Consult Objectives and Key Results Lead generation Sales 98

The 5% Institute

OCTOBER 5, 2020

Pick a niche that you want to serve and sell to. A system for referrals. Objection handling, and then again – ask for the sale. Inbound prospecting is the method of setting up lead generation systems, where the leads come to you. These are: Having a business owner mindset ; versus an employee mindset.

Objectives and Key Results 52

Objectives and Key Results Lead generation Sales Objection handling 52

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. Disruptive technologies offer smarter ways of selling services and ideas. While some experts view selling as an art of persuasion, all successful businesses approach it as a science composed of data, methods, metrics and processes. Objection Handling. Pitch/Presentation.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Gong.io

MAY 12, 2019

Generate referrals.”. That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. Put worries to rest as quickly as possible by following up on your full name, company name, and “How’ve you been?”, I have 70 sales reps who handle sales calls in 70 different ways.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

SaaStr

JANUARY 21, 2020

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. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 103

Quota Sales Healthcare Territory 103

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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. . Reps can also ask for referrals from existing customers, or even look to their investors’ portfolio for options.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Outreach

MARCH 25, 2019

Determining the right sales pipeline stages enable salespeople to sell more, faster. Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Hubspot

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. We’ve rounded up some of the most valuable training programs at a variety of price points, locations, themes, and delivery options. Focus: Prospecting, negotiating and closing, social selling, and sales management.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101