The 5% Institute

JANUARY 2, 2020

Just like there are laws that govern everything around us; from nature and science, to business and the workplace – there are also laws of selling and in sales that must be carefully adhered to. The laws of selling dictate fundamental rules that need to be followed, if a person wishes to be consistently successful in the world of sales.

Sell 75

Sell Real Estate Sales Trust 75

Sales Hacker

JANUARY 4, 2019

Summary: One of the earliest steps in my professional journey — a stint as an SAT and ACT preparation instructor for college-bound students — has unexpectedly prepared me for training sales talent. Here’s what standardized test prep has in common with coaching sales professionals in high-pressure settings.

Represent 74

Represent Sales Education Start-ups 74

CloserIQ

MARCH 20, 2019

We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. 6 Tips for Improving Your Sales Team’s Customer Service Skills. One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills. Featured Article. Managing Teams.

Negotiate 56

Negotiate Pitch Presentation Clients 56

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. I did get this email from Greg Keleman from Keleman & Company. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help.

Quota 121

Quota Sales Construction Up-sell 121

Hubspot

MARCH 13, 2014

It turns out there''s a good reason for that, which is that nearly three-quarters of people who work in sales simply cannot execute, according to Kurlan & Associates, a sales training consulting firm. But the numbers make sense when you consider that most people who go into sales have no formal training about how to sell.

Objectives and Key Results 74

Objectives and Key Results Sales Up-sell Manufacturing 74

Sales Hacker

MAY 3, 2019

I recently met with the VP of Sales of a large, publicly traded company who told me that nobody gets fired for missing quota in their company. As sales leaders, we have the awesome opportunity to drive the revenue that fuels the organizations we are part of. In the world of sales, pipeline is life. What are You Driving?

Pipeline 100

Pipeline Objectives and Key Results Closing Quota 100

Understanding the Sales Force

MAY 8, 2024

Regular readers know that most of my life experiences pass through a sales filter, meaning that there is always an analogy to sales and while sales onboarding has many similarities to RCIA, there are many differences as well. At some point later in their careers, three quarters of the respondents voluntarily took a job in sales.

Outside Sales 68

Outside Sales Quota Up-sell Drivers/motivators 68

Sales Hacker

FEBRUARY 1, 2021

Subscribe to the Sales Hacker Podcast. Lessons learned from nine months in enterprise sales [10:18]. Sam Jacobs: This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. What’s your sales organization’s biggest challenge right now?

E-commerce 70

E-commerce Follow-up Quota Up-sell 70

Sales Hacker

MAY 10, 2018

The most important sales conversation that your reps are having with your prospects is the first one. The Problem with Winging It on That Discovery Call. So why do so many reps try and “wing it” in the first conversation? And why are sales leaders not training their reps to execute a first conversation?

Conversion 58

Conversion Prospecting Follow-up Appointment 58

Hubspot

OCTOBER 4, 2017

Sales job interview questions. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive.

Drivers/motivators 101

Drivers/motivators Quota Teamwork Sales 101

SaaStr

JULY 1, 2021

Get tickets here. TRANSCRIPT. Moderator : YCombinator, PlanGrid, Amplitude, and Gusto are crushing it. Dropbox just hit one billion dollars in annual revenue. Stripe is valued at almost nine billion dollars. What’s the secret to SaaS success at YCombinator? I can think of two things. It became a part of our interview questions.

Drivers/motivators 107

Drivers/motivators Construction Engineering Price 107

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Prospecting Sales Tips & Techniques. This is an essential part of sales. It’s PACKED with useful sales tips that will help you book more meetings: 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

ConversionXL

JUNE 2, 2020

The problem is, any feature that’s meaningful and popular gets copied. You can toot your horn for a few months, but they’ll catch up. As soon as Snapchat Stories caught on, Facebook copied it. Even if you have some really innovative stuff, you might have a two-year runway. The differentiation has to come from places other than features. The result?

A/B testing 162

A/B testing X-functional Price Gaming 162