Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Partners in Excellence

NOVEMBER 27, 2018

Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 92

Sell Objection handling Assembly Line Territory 92

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. Increased Motivation: Sales can be a demanding and sometimes discouraging profession. Here are some effective sales coaching techniques: 1.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Sales Hacker

AUGUST 25, 2021

After a year, we even made separate sequences by region and region-specific delivery schedules. While SDRs can create templates (objection handling, re-engagement, referral, etc), they must be approved by SDR leadership and RevShoppe before being uploaded into Outreach and turned on for the entire team to use.

Strategize 100

Strategize Referrals Territory Objection handling 100

Gong.io

JUNE 11, 2021

Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. For new/updated territories : Sales territories will be added (and will be taken away … and updated/changed) over time. . #2: Mechanisms to boost sales effectiveness.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Hubspot

AUGUST 6, 2019

Practice negotiating and common object handling. Create vertical-, role- or territory-specific trainings. And train your reps on specific verticals or territories they’ll be targeting (i.e., Even experienced reps need to know how your company approaches the negotiation phase.

Negotiate 86

Negotiate Territory CRM Objection handling 86

Salesforce

MAY 30, 2023

Veronica Moscuzza, regional sales manager, LinkedIn Dear Veronica: I think about sales training much like I think about choosing a good doctor. These certifications can cover soft skills like empathy building, or more tactical skills like objection handling. Have a question? Ask it here.

Education 52

Education Objection handling Cold Call Up-sell 52

Gong.io

APRIL 23, 2021

“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” ( Wikipedia ). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote?

Gaming 62

Gaming Objection handling Territory Sales 62

Sales Hacker

NOVEMBER 25, 2019

Geographic reach : Which geographic regions your competitor is targeting. Objection handling) : These are specific claims your competitor makes about your company’s products and/or services, and then the corresponding counter against those claims. Competitive sales tactics.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

Engage Selling

JULY 27, 2019

In every sales territory and in every organization, there’s a hidden danger: one that has the potential to be lethal if left unchecked. It emerges only when “the unexpected” occurs. That’s usually something big and potentially destabilizing. It could take … Read More »

Territory 54

Territory Objection handling Sales Presentation 54

Engage Selling

APRIL 6, 2019

No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are. If I met you at a conference and I told you that all of your … Read More »

Territory 48

Territory Sell Objection handling Customers 48

Sales Hacker

JANUARY 22, 2020

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own). Competition over accounts and commissions doesn’t do the company any good, and territory divisions don’t always entirely prevent friction.

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Partners in Excellence

SEPTEMBER 14, 2016

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? Deal reviews, call reviews, prospecting reviews, account/territory reviews, and many others.

Objection handling 90

Objection handling Territory Quota Technique 90

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Territory 48

Territory Sales Prospecting Objection handling 48

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.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

InsightSquared

JANUARY 16, 2019

If field-based, then each salesperson might be responsible for different geographic territories. Also, provide them with an objection handling guide so they have all the information they need. Who owns which accounts? If you’re an inside sales team then you probably have named accounts. Teach About Your Culture.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. 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 95

Prospecting X-functional Contract Cross-sell 95

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Rethinking Sales Territories. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter! Some awesome recent posts: Feel, Felt, Found Technique.

Elevator Speech 77

Elevator Speech Cold Call Inside sales Objection handling 77

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. As I think back to when I came out of school and went into the workforce, I remember thinking I got to be this associate territory rep. I was in med device for 36 months before I get a territory and then it’s like in the middle of nowhere. We give them an onboarding buddy.

Quota 103

Quota Sales Healthcare Territory 103

PandaDoc

NOVEMBER 15, 2021

Maintain your on-target earnings (OTE) at or above the average for the role, industry, and region. Attend an objection handling workshop.” Although money isn’t the only reason salespeople leave, paying a lower-than-market wage will likely hurt your retention. Make sure you have a clear promotion path in place.

Sales 52

Sales Quota Trust Promote 52

SBI

NOVEMBER 28, 2017

Allego improves the onboarding process by creating searchable channels of content, including product knowledge, best practices, customer stories, top questions for objection handling, and sales presentations from top performers across the organization.

Sell 38

Sell Objectives and Key Results Pitch Technology 38

SBI

NOVEMBER 28, 2017

Allego improves the onboarding process by creating searchable channels of content, including product knowledge, best practices, customer stories, top questions for objection handling, and sales presentations from top performers across the organization.

Sell 34

Sell Objectives and Key Results Pitch Technology 34

Sales Hacker

OCTOBER 7, 2021

As Compass’s Regional President of North Central, Rachael is responsible for driving revenue growth, M&A integrations, operations, marketing, and customer success across Illinois, Wisconsin, Indiana, and Minnesota. Learn and absorb all the best practices, the pitches, the objection handling, etc., Taylor Jones.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

OCTOBER 11, 2017

Keep your on-target earnings (OTE) in line with (or better than) typical pay for the role, industry, and region. Attend a workshop on objection handling.”. Although money isn’t the sole reason reps leave, paying below-market rate will harm your retention. Finally, feeling stuck is a huge factor in sales turnover.

Objectives and Key Results 85

Objectives and Key Results Quota Sales Trust 85