Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). Yet year after year quota attainment plummets, our activities present fewer results, win rates plummet.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Highspot

NOVEMBER 9, 2023

This eliminates the need for sales teams to navigate multiple systems, reducing time wastage, streamlining their workflow, and improving the buying experience. Improved Sales Engagement The interactive and personalized nature of digital sales rooms makes sales presentations more engaging and relevant to potential customers.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Sales Hacker

NOVEMBER 26, 2019

Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. In this talk, he’ll break down the 5-step objection handling process that he’s tested and refined over his 20+ years of sales experience. Seal the Deal: Sales Presentations that Don’t Suck.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

The 5% Institute

JUNE 8, 2023

Offer alternatives and options: Show alternative properties that meet the client’s needs: If clients have objections to a specific property, provide them with alternative options that align with their preferences. In the next section, we will highlight the importance of follow-up in the objection-handling process.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

The 5% Institute

JUNE 7, 2023

Demonstrating products and services In-person sales enable sales representatives to physically demonstrate products or services, showcasing their features, functionality, and benefits. Presenting solutions effectively Presenting solutions in a persuasive and compelling manner is crucial to successful in-person sales.

Represent 52

Represent Technique Sales Objection handling 52

Highspot

OCTOBER 11, 2023

Relationship Building: Cultivate long-term relationships with customers by maintaining regular contact and providing exceptional post-sale support. Consultative Selling : Train your sales team to ask questions and actively listen to customer needs. Offer solutions that genuinely address those needs.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Drivers/motivators 59

Highspot

JANUARY 22, 2024

Takes into account the entire customer journey, from product development to post-sale support. Content Development and Distribution By collaborating closely with marketing teams, sales enablement professionals contribute to the creation of tailored content that aligns to the buyer’s journey.

Go To Market 52

Go To Market GTM Promote Technique 52