Outreach

APRIL 9, 2019

The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C).

B2B 65

B2B Process Objection handling Negotiate 65

Partners in Excellence

APRIL 22, 2019

Additionally, techniques and tactics don’t help us with the whole customer engagement process. It’s to focus on the basic principles underlying customer buying processes and how we successfully engage them in moving through their buying process.

Technique 117

Technique Objection handling Sales Quota 117

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%. Enablement must go beyond onboarding.

Quota 113

Quota Cross-sell Objection handling Up-sell 113

Salesforce

NOVEMBER 15, 2024

These numbers drive the sales capacity planning process, where teams work backward from revenue goals to ensure sufficient manpower for achieving future targets. When an SDR team lacks a clear and repeatable process for career advancement, predicting growth and budgeting for resources becomes challenging. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 91

Objection handling Technique Construction Finance 91

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. As a longtime recruiting leader, I’ve worked with countless hiring managers looking to fill sales roles , and I’ve had a firsthand look at their interview process. Say you’re looking for an Account Executive to carry a $1 million annual quota.

Quota 104

Quota Objectives and Key Results Sales Objection handling 104

APACSMA

FEBRUARY 8, 2021

Many sales development reps are moving into quota-carrying roles such as account executive & account management but skills needed for SDRs don’t perfectly match with AE or AM, it is important to identify those gaps and deliver training to close those gaps. All Rights Reserved by Asia Pacific Sales & Marketing Academy.

Objection handling 98

Objection handling Sales Quota Pitch 98

Gong.io

MAY 31, 2021

Team processes. Objection handling. Having easily accessible sales materials not only saves sales reps time but also ensures a consistent (proven) process. Questions (and answers) that tend to land here include executive outreach process, implementation process, point of contact with different teams, and so on.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. Have a strong, predictable process. 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. .

Quota 101

Quota Objectives and Key Results Sales Prospecting 101

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. Below, we’ll cover exactly what a sales process map is and how you and your sales team can work together to create one. The same applies to sales.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Partners in Excellence

JULY 14, 2022

How do they achieve their quotas, max out their comp plan, if they don’t do the whole job? How do we count the number of objections they get, so we can comp them on objection handling? As a salesperson on this plan, I would provoke as many objections as I could. Isn’t that part of the job?

Commission 101

Commission Objection handling Pipeline Quota 101

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. For the 60% that do have a well-defined sales process in place, the benefits are clear. Pretty easy stuff here—figure out who to involve in the process. Getting Started.

Sales 111

Sales Gaming Objection handling Quota 111

Salesforce

FEBRUARY 3, 2025

Back to top ) 70 key sales terms explained ABC (always be closing) A sales philosophy centered on persistently closing deals at every stage of the process, popularized by Alec Baldwin’s character in the 1992 film “Glengarry Glen Ross.” I agree to the Privacy Statement and to the handling of my personal information.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. When the strident discipline of project management meets the hyperactive process of selling, good things happen. But that doesn’t mean reps on the front lines can’t run their sales process like a project manager would. Make the sales process more predictable and pliable.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. For modern sales teams, the MEDDIC sales process is the embodiment of the old saying, “An ounce of prevention is worth a pound of cure.”

Process 62

Process Objectives and Key Results Quota Sales 62

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. Download Now.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Adaptive Business Services

JULY 27, 2022

While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. A closed sale is the natural culmination to a sales process that is done correctly. Tin Men kind of stuff. Throw away the close. .

Objection handling 71

Objection handling Quota Pitch Technique 71

Sales Hacker

NOVEMBER 26, 2019

Master the mental game and you can adapt to any sales environment, process, or buyer. Learn the difference between value and impact, the 2 types of impact that drive buying decisions, and a simple process for creating a journey that actually works. Josh Braun knows a thing or two about handling objections.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

SaaStr

JANUARY 21, 2020

I talked to so many people and say, “Do you ask your salespeople to go through role-plays during your interview process?” 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.

Quota 132

Quota Sales Healthcare Territory 132

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. It helps through all of your selling process, from qualification, through discovery, proposal, and closing. Many people have found it very helpful in objection handling, particularly the price objection.

Objection handling 92

Objection handling Technique Sales Up-sell 92

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. Yeah, you know what I first read my early objection was, but sales is not linear, right?

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to reinforce the sales process than by looking at how the sales person is leveraging the sales process to develop and execute a winning deal strategy?

Objection handling 103

Objection handling Territory Quota Technique 103

Gong.io

JULY 6, 2018

In fact, the top 5-10% of them have an incredibly organized and repeatable sales call process. It’s the only time in the sales process when you can talk more than you listen: Cold calls are about g rabbing your listener’s attention. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Do it early in the cycle.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

AUGUST 6, 2019

Provide a sales process overview. Cover the main stages of the sales process and conversion rate benchmarks (i.e., Include common objections that arise during your sales process. And let new hires respond to those objections before supplying them with ready-made scripts. can be a tough and undocumented process.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. During the sales process, you'll need to give sales presentations, conduct product demos, and persuasively speak to several decision-makers. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.

Technique 101

Technique Angle Profit margin Sales 101

SBI

APRIL 19, 2018

While doing this, it’s important to be clear about two things: training objectives and the quotas they’ll have to hit once they’re trained. So, once you’ve set clear training and quota targets, follow up with outstanding training. Throughout every stage of the onboarding process, there is demand for iteration.

Quota 55

Quota Objection handling Sales Price 55

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. It gives you insight into your sales processes and allows you to evaluate their effectiveness. You can adjust and make necessary improvements to their sales process.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Gong.io

NOVEMBER 12, 2021

Buying process: Walk me through how you purchased [incumbent]. Sales reps who live at 120%+ of quota have a talk-to-listen ratio of 46:54. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Listen more = win more. . #8

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

JULY 11, 2022

In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models. This eliminates what can often be a slower process with outside sales. Achieving sales quotas and targets. Setting sales quotas. What is inside sales? .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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

Highspot

OCTOBER 11, 2023

Sales Process Optimization Implement efficient sales processes that streamline workflows, reduce bottlenecks, and improve customer experience. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Sales Hacker

JULY 26, 2023

This means getting actionable insights that can help guide sales strategy and decision-making processes. 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.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Is Your Sales Process Slow or Fast? Why Your Focus on Quota is Killing Revenue Growth. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Hubspot

APRIL 2, 2018

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. Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. I wanted to confirm you got my last email.”.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

PandaDoc

NOVEMBER 12, 2020

For the most part, the sales process comes down to two things: numbers and time. You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Yes — by investing in the right processes, activities, and skills. What was that process like? Using MEDIC in the sales process.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Gong.io

JANUARY 25, 2019

To tee it up well, let the candidate know that your hiring process includes talking to former bosses. It will become obvious if they have poor relationships with former bosses (usually a red flag), and many will self-qualify themselves out of the hiring process after the interview. What’s your process? No BS allowed.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

Openview

JUNE 21, 2018

Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.

Objection handling 67

Objection handling Sales Quota Up-sell 67