Sales Hacker

MAY 19, 2022

Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. Read more: How I Reduced My Sales Team’s Objection Rate by 254%. Rather, it’s a science.

Quota 112

Quota Cross-sell Objection handling Up-sell 112

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. It advances the conversation toward a booked meeting. Sales Training #4: Objection Handling. Running sales training on objection handling techniques should be next. No pipeline, no glory. That’s what top sellers do.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. 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).

Quota 103

Quota Objectives and Key Results Sales Objection handling 103

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Our ideal pipelines are determined by our quotas, win rates, deal size and sales cycles. Some look at chasing higher value deals. Some look at chasing higher value deals.

Pipeline 116

Pipeline Objectives and Key Results Objection handling Construction 116

Sales Hacker

JANUARY 11, 2018

Yet the best salespeople are able to operate as adept project managers who successfully guide everyone on the team to complete tasks well within expectations, and high-performing sellers who consistently meet revenue targets — share a surprising number of things in common. Demos, objection handling, closing. Lead qualification.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Your buyers will appreciate you… and so will your quota. Close more deals.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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. These should be the knowledge, skills, and behaviors each role needs to have to meet their goals. How to leverage the IRP to create a team of quota crushers.

Objectives and Key Results 121

Objectives and Key Results Objection handling GTM Quota 121

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

Closing 92

Closing Objectives and Key Results Quota Sales 92

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

CloserIQ

OCTOBER 30, 2018

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. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways.

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. When I’m working with salespeople who aren’t achieving their quotas, they are often looking for a “cheat code” to getting better at their job. . Have a strong, predictable process.

Quota 101

Quota Objectives and Key Results Sales Prospecting 101

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Decide who amongst you owns the playbook building timeline, ensuring that deliverables are, well… delivered.

Sales 111

Sales Gaming Objection handling Quota 111

Partners in Excellence

FEBRUARY 28, 2022

Everyday we are deluged with tips, techniques, hacks, and tricks to improve our ability to prospect, sell, win, achieve quotas. Many people have found it very helpful in objection handling, particularly the price objection. I’ve shared it with hundreds of people in workshops, conversations, and meetings.

Objection handling 93

Objection handling Technique Sales Up-sell 93

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Weekly and monthly leader boards, music, YouTube videos, quotas.

Quota 133

Quota Sales Healthcare Territory 133

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Booking meetings on behalf of other sales agents.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

NOVEMBER 26, 2019

If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. But those bad deals are a sunk cost that will leave you scrambling to meet quota.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. Practice negotiating and common object handling. Calculate ramp rate based on the average number of months it takes a new salesperson to hit 100% (or close to) of quota. Orientation. What are your parameters for discounts and sales?

Negotiate 101

Negotiate Territory CRM Objection handling 101

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Be ready with responses to your prospect’s objections. Presentation.

Sales 112

Sales Cross-sell Pipeline Negotiate 112

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Hubspot

OCTOBER 9, 2019

A separate study from CSO Insights reveals a correlation between quota attainment and coaching. of reps meet quota. Prepare for objection handling. During your sales calls, you will get objections and questions about your product or service. When coaching skills exceed expectations, 94.8%

Technique 101

Technique Angle Profit margin Sales 101

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? AI note-takers are just that.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. Building and Leading a High-Performing Sales Team Only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

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

Hubspot

JUNE 5, 2019

For example, if you want to work with staffing firms, you might write an ebook on how to place consultants, or host a virtual networking event for staffing firms to meet job candidates. Recruitment quota attainment. They typically establish a strategy, help their partners implement it, and work toward a sales quota. is $94,358.

Commission 77

Commission Sales Cross-sell Consult 77

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. Not only that, but role-playing also helps trainees to better understand their customers’ needs and how to best meet them.

Education 59

Education Quota Objection handling Sales 59

SalesLoft

JUNE 6, 2018

John focuses on the importance of regular development meetings and the role they play in creating a high-performing sales team. Now that you got the flywheel started, it’s important to keep that momentum going and this is where a cadence of weekly sales meetings will help your team. Thanks for watching.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Inside sales reps do not have the benefit of meeting prospects face-to-face, making it a challenge to quickly connect with busy and often hostile strangers over the phone. Has your champion cancelled the last three meetings? Time Management.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

JANUARY 25, 2019

If your candidate is up to par, they’ll take control and show you that they can run a meeting. The best of the best will relish this question, setting a purpose or agenda for the meeting, asking questions, and scheduling the next step at the end. Everyone will say quota, obviously. Can’t control a conversation. Close rates.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

SalesLoft

DECEMBER 12, 2021

Wouldn’t it be great if there was a way to automatically know which emails result in booked meetings with prospects? All of these quota-crushing results (and more!) Identify the most common objections so you can share the best objection-handling techniques for your team. Feeling motivated?

Objection handling 52

Objection handling Pipeline Quota B2B 52

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

SBI

JANUARY 28, 2020

Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. These managers often feel like they are carrying the company and not getting the support or recognition required to meet their goals. Objection handling. That’s right.

Sales 52

Sales Objection handling Quota Legal 52

SalesLoft

NOVEMBER 1, 2016

Sales Development Reps (SDRs) need to become creative sales dialing machines in order to hit their monthly quota, and any high-performing sales team needs a modern sales dialer, custom built around the sales development process for maximum effectiveness and efficiency , to do this. Objection Handling. Why is that?

Objection handling 52

Objection handling Cold Call CRM Pitch 52

Sales Hacker

MAY 31, 2018

For one thing, SDRs do not need to close deals and are often exempt from traditional sales quotas. Instead of quotas, SDRs aim to beat a different set of activity and performance metrics. An organization’s sales development strategy greatly impacts its chances of meeting revenue targets and achieving growth. Objection handling.

SQL 62

SQL Appointment Pipeline Lead generation 62

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 54

Cold Call Objection handling Pitch Sales 54