The 5% Institute

JANUARY 17, 2024

Key Components of Effective Salesperson Training Identifying Essential Skills Successful salesmanship goes beyond just closing deals. This article explores the crucial elements of an effective sales training program, its impact on performance, and the evolving trends that shape the future of sales education.

Objectives and Key Results 52

Objectives and Key Results Technique B2C Construction 52

SaaStr

FEBRUARY 8, 2022

What makes a sales organization grow? What is your average deal size pitched vs. closed? Create a compensation strategy that defines what compensation will be, what bonuses you’ll provide, and how you will incentivize your team for thinking and acting in alignment with your sales variety mindset.

Objectives and Key Results 94

Objectives and Key Results Pitch GTM Cold Call 94

Salesforce

NOVEMBER 7, 2023

What you’ll learn: What is a sales kickoff (SKO)? What should be included in a sales kickoff? Get the workbook What is a sales kickoff (SKO)? What should be included in a sales kickoff? It’s true: I once fell asleep during a sales kickoff. How do you plan a sales kickoff agenda? Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Salesmate

JULY 16, 2021

Salesmanship isn’t learned just from sitting in front of a computer screen for endless hours on end. What makes a salesperson successful are their skills of confidence, listening, multi-tasking, and thinking outside of the box. Majority of misconceptions arise from word of mouth and rumors on social media platforms.

Cold Call 98

Cold Call Sales Drivers/motivators Up-sell 98

A Sales Guy

MARCH 10, 2013

With sections like Mental Attitude, Work Habits, and Salesmanship, Selling Fearlessly gets right to the foundation of being a great sales person. Written by a life-long salesman, Robert Terson takes readers along his 40 year selling history in an effort to bestow upon the reader, what he’s learned over those years. .

Sell 110

Sell Transportation Quota Technique 110

Partners in Excellence

JANUARY 26, 2017

No amount of slick salesmanship can save a deal at the last moment, if we’ve made errors in the strategies we’ve executed and the work we have done with the customer. Helping them think about what they are doing, what the customer is trying to achieve, developing and executing stronger strategies earlier on.

Strategize 57

Strategize Price Service Process 57

PandaDoc

DECEMBER 19, 2022

You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. An ideal customer profile (ICP) describes what the most fitting potential buyers should look like. Sales prospecting acts as the first stage in the sales process. B2B sales prospecting in a nutshell.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

MARCH 22, 2014

It’s helping them decide and define what they want to do and why. It’s helping them define all the issues around achieving those outcomes, what their requirements are, what the risks are, how they will justify the investment to senior management. But what’s this mean to the rest of us.

Education 89

Education Up-sell Prospecting Drivers/motivators 89

SalesLoft

JULY 16, 2018

What motivates the individual is a big key driver. Take what your best rep does and scale it out to everyone else. Show your teams what great salesmanship looks like – highlight the people doing great stuff, and make sure what they’ve done is shared. Travel is meant to inspire. – Brian, MSP Austin.

Drivers/motivators 52

Drivers/motivators Cross-sell Sales Promote 52

VanillaSoft

JUNE 2, 2021

What happens when a prospect submits a request to your website and you not only fail to reach out to her within the hour but an entire year? What is the point of having a lead collector if you’re not even going to use it? Let’s take a closer view at how to improve lead follow-up and close more deals. Submission to Contact Time.

Follow-up 79

Follow-up Contact CRM Pitch 79

Partners in Excellence

FEBRUARY 5, 2015

The “Profession Of Selling:” Usually when we talk about a “profession,” what we are referring to is a certification process. But you can’t drag me off my soapbox on the subject of professionalism in sales. That process often requires a minimum level of formal training/education, some level of practical.

Education 94

Education Cross-sell Sales Manufacturing 94

Sales Hacker

FEBRUARY 27, 2020

You need to determine what’s holding back your reps and coach them to improve their numbers. What sort of career path could they have based on their strengths? As a sales manager, your job is to drive growth. The best way to do that is to develop the right behaviors in your sales reps. In other words, you can’t just be a sales manager.

Growth 97

Growth Referrals Clients Appointment 97

The Sales Hunter

JULY 16, 2012

Sorry, in my book what the salesperson is doing is cheating on the new customer and all of their other customers. Sure, that’s good, but in the back of their mind, they’re wondering if they got the best price, and worse yet, they’re wondering what else they should have asked for. The customer got a lower price, yes.

Price 79

Price Closing Customers Sales 79

Salesmate

JULY 16, 2021

Salesmanship isn’t learned just from sitting in front of a computer screen for endless hours on end. What makes a salesperson successful are their skills of confidence, listening, multi-tasking, and thinking outside of the box. Majority of misconceptions arise from word of mouth and rumors on social media platforms.

Cold Call 52

Cold Call Drivers/motivators Up-sell Sell 52

Partners in Excellence

DECEMBER 2, 2012

And, while we don’t like to admit it, customers tend not to want to see sales people — largely due to bad salesmanship. But that’s not what great sales professionals do. Are you willing to be relegated to the last 30% or are you going to change what you do to earn the right to participate in the entire buying process?

Process 103

Process Education Sales Up-sell 103

Partners in Excellence

APRIL 11, 2013

We believe our sheer force of personality, our “salesmanship,” the ability to leverage other resources will overcome everything. What are the customer’s expectations in pricing? What has been their past patterns or history in doing deals? One of the themes that has come up is “Walking Away.”

Negotiate 90

Negotiate Price Pipeline Start-ups 90

SalesLoft

AUGUST 2, 2016

Lessons in closing deals, hard-balling negotiations, and practicing sincere salesmanship are all valuable tools for successful sales performance. But what about this age old adage: What you don’t measure, you can never improve.” But what about this age old adage: What you don’t measure, you can never improve.”

Appointment 52

Appointment Pipeline Sales Negotiate 52

SalesLoft

JULY 19, 2016

Now, taking a sales conversation — originally built on the old-school idea of quick banter and agile salesmanship — and turning it into a formula may sound like it’s ruining the magic. Based on what you told me, I believe this would be of value to you. Here are a few more sales conversation tips to live by: 1.

Conversion 52

Conversion Appointment Cold Call Quota 52

Partners in Excellence

MAY 22, 2017

The problem with all of these analyses is a fundamental misunderstanding of what sales people do! These studies, pundits, and researchers misunderstand what professional selling is. They recognize the customer struggles with “What’s this mean for me?” My reaction is: Who Gives A Damn??!!!! (I

B2B 49

B2B Up-sell Education Sell 49

A Sales Guy

AUGUST 16, 2013

——————– “I agree sales people’s performance is not what it should be. You can always find salespeople to sell more of what you make. What if what your product no longer appeals to customers? Is that poor salesmanship? So what gives with management?

Quota 121

Quota Sales Construction Up-sell 121

Partners in Excellence

MARCH 17, 2016

You’ve read my endless rants about bad prospecting, clueless call execution, and other examples of poor “salesmanship.” Fundamentally, we hire people to do something, we train them what to do, we provide them tools to “help” them perform, we measure them, and maybe every once in a while we coach them.

Pitch 54

Pitch Legal Finance Prospecting 54

Partners in Excellence

JANUARY 28, 2016

This is just bad salesmanship. Frankly, I thought these techniques had gone out with the old “foot in the door” trick. Apparently, it’s alive and kicking. The tips offered to move the customer forward were: Shorten the time the offer is available. Limit the quantity available. Announce a price increase.

Customers 57

Customers Manufacturing Healthcare Pitch 57

Closer's Coffee

JULY 2, 2019

Leadership, creativity, business acumen, emotional/social intelligence, and salesmanship are a few areas where you should be trying to develop your sales team. What does his or her career path look like based on identified strengths? Even if it means introducing a bit of friction into the equation. It starts with your team.

Growth 45

Growth Referrals Appointment Sales 45

Sales Hacker

APRIL 29, 2019

What You’ll Learn. Using the most comprehensive data on successful sales interactions, Showpad fuels AI to discover, replicate, and automate what works for top performers. Sam Jacobs : For those five people out there in the universe that don’t know what Wayfair is, tell us what the company does.

Quota 45

Quota Sales B2B A/B testing 45

ClickFunnels

JULY 7, 2021

The more time you spend mastering your own salesmanship, the more that you’ll learn how to make these your own — the more you’ll turn sales into an artform. So you think to yourself, “What if there was a way to convert just as many people without talking to them on the phone?”. What demographic do you serve? What drives them?

Technique 312

Technique Conversion Sales Trust 312

Pointclear

AUGUST 23, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. And that’s kind of the painful part of what I see going on right now.”.

Prospecting 49

Prospecting Lead generation Cross-sell Conversion 49

Veloxy

MARCH 23, 2023

In this guide, you’ll learn: What is Win Loss Analysis? What is Win Loss Analysis? In a Win Loss Analysis, a company can ask questions such as: What factors influenced the customer’s decision to choose or not choose our company? What did the customer think of our competitors? Start using them today.

Process 244

Process Objectives and Key Results Sales Up-sell 244

Sales Hacker

MAY 5, 2020

We talk about his experience around race in America and about what it’s like in situations wherein others can imagine but don’t know and therefore struggle to empathize. What You’ll Learn. Who is Devante Lewis-Jackson and what is Revenue Collective of Color. The four phases of sales management.

Conversion 64

Conversion Cross-sell Retail Up-sell 64

SaaStr

AUGUST 24, 2023

Why Pitching is Fake and BS “Pitching is BS because it’s all about salesmanship.” Rick’s point, not Jason’s] What’s more important is understanding the founder’s understanding of their company. It happens but it should be embarrassing for a B2B CEO to need one unless it’s a quiet talent reorg. But the pass has expired.

Pitch 83

Pitch Growth B2B Start-ups 83

Highspot

DECEMBER 21, 2022

Lots of sales managers get hired because they’re expert salespeople, either because they know what to say to close deals or because they demonstrate value to customers. What are the benefits of sales management training? What should sales management training include? Why is there a knowledge gap for sales leaders?

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Hubspot

JUNE 27, 2019

You can see what existing product solutions are on the market, how they are performing, and what are the market gaps. You can see what existing product solutions are on the market, how they are performing, and what are the market gaps. The nefarious players use it to figure out what products to copy or counterfeit.

Retail 77

Retail Launch Legal Pitch 77

Jeff Shore

NOVEMBER 28, 2018

In sales, you get into solutions and the solutions may be great, but what people are buying is the future outcome. That’s what we’ll do today. You don’t have to throw any dirt, in fact, all you have to do is be there. BuyersMind #Sales Tweet This. 4:50] Displacing lazy competitors in the sales space. [6:30]

Clients 79

Clients Objectives and Key Results Start-ups Pitch 79

Sales Hacker

MARCH 2, 2020

So what are the best sales books for helping you reach peak performance? Exactly What to Say. It doesn’t matter what Gitomer book you read, you’ll learn better ways to sell. And for leveling up your sales skills, nothing beats a good sales book. This list is not endorsed or sponsored in any way. Strategy and Process. Simplified.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

APRIL 23, 2018

Outcomes vs. Process: What Do You Measure? As sales leaders, your job is to help members of your team get to their sales goals by prioritizing the path that will get them there. Part 3 of this sales coaching series focuses on getting the prioritization right with your sales team. There are a lot of possible ways to achieve a goal.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

Sales Hacker

JULY 3, 2018

What You’ll Learn. What tools the best VCs are using to help their portfolio companies grow. Both are perfectly valid ways to run a firm and to make money in this business but I think what fuels Ben and I and what gets us out of bed every day is like real relationship-driven partnerships with founders. Welcome, Brad!

Start-ups 42

Start-ups CRM B2B Sales 42

SaaStr

AUGUST 20, 2020

Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work? At what stage does culture and process really start to break? * What is the balance? Why is it so hard moving from 0-1 in sales?

Sales 81

Sales Price Quota Start-ups 81

ConversionXL

NOVEMBER 11, 2015

ABTasty has no full data export, so you’re limited to what the tools shows. Whether you’re a conversion optimization agency, consultant, or in-house at a startup or enterprise, investing in the right conversion optimization tool is a big decision. We also gave the option to view only Peep’s favorite tools as well. Simple and intuitive.

Conversion 124

Conversion A/B testing UX Consult 124