Gong.io

OCTOBER 19, 2021

The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. Every day, week, or month a new rep doesn’t hit their quota, your team loses revenue. Here they come… Quota attainment: At the end of the day, is there anything sales leaders care about more? .

Quota 164

Quota Sales Strategize Cross-sell 164

Gong.io

MARCH 12, 2018

But we also uncovered a slew of interesting objection handling techniques. But it also showed us six things they do to handle objections during those demos. note that top reps don’t necessarily talk slower, they maintain their pace more or less): The Fewer Words, the Better When Handling Sales Objections.

Objection handling 102

Objection handling Quota Sales Technique 102

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 113

Quota Cross-sell Objection handling Up-sell 113

Partners in Excellence

APRIL 22, 2019

” “Using this tool/technique will increase your results by [insert whatever preposterous multiplier you want]… ” … and the claims go on and on. Additionally, techniques and tactics don’t help us with the whole customer engagement process.

Technique 118

Technique Objection handling Sales Quota 118

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 92

Objection handling Technique Construction Finance 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 105

Quota Objectives and Key Results Sales Objection handling 105

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

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 102

Commission Objection handling Pipeline Quota 102

Salesforce

NOVEMBER 15, 2024

Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Objection handling assessment 3. Attain quota faster and speed up sales ops Learn how Sales Performance Management helps you connect customer data to sales planning and execution. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

MAY 31, 2021

Objection handling. Your buyers will appreciate you… and so will your quota. And while the words you use are critical, how you communicate those words can be the difference between just missing your quota and blowing it out of the water. You are reading this now, so “just missing your quota” is really not an option.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. How to leverage the IRP to create a team of quota crushers. For example, a seller needs to have solid product knowledge, as well as a great understanding of competitors.

Objectives and Key Results 122

Objectives and Key Results Objection handling GTM Quota 122

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

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

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

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. It’s about focusing on the needs of the client rather than your own to make quota. . Tin Men kind of stuff. Throw away the close. .

Objection handling 71

Objection handling Quota Pitch Technique 71

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

SaaStr

JANUARY 21, 2020

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. Hey, Jesse did 200% to quota. Man, I want to nail quota.

Quota 133

Quota Sales Healthcare Territory 133

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. They have their guard up.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. Accountability and drive can help sellers achieve quota even in the midst of setbacks. Just like a project, sales consists of tasks and activities. These activities commonly include: Prospecting. Lead generation. Lead qualification. Product and customer research.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Sales Hacker

OCTOBER 22, 2018

Laying out the ground rules for activity levels and explaining their quota targets in detail will help your teams prepare a game plan on how they want to hit these goals. According to research conducted by the Aberdeen Group, “Playbook users report 15% more sales reps achieving annual quota, compared to non-adopters.”.

Sales 111

Sales Gaming Objection handling Quota 111

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 develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 105

Objection handling Territory Quota Technique 105

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. It helps in prospecting–reaching those customers who don’t respond.

Objection handling 93

Objection handling Technique Sales Up-sell 93

Gong.io

JULY 6, 2018

Less-than-stellar salespeople talk far too much about product features and technical details : The top reps (those above 120% of quota) discuss those topics 39% less often. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. If your prospect’s objections feel like a terrifying pop-up in a haunted house, take heed.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Salesforce

FEBRUARY 3, 2025

Objection handling The process of addressing potential customers’ concerns or hesitations during sales. Using objection handling , sales reps can navigate objections by listening actively, empathizing with the prospect’s needs, providing data and social proof, and reframing the objection with a solution.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Gong.io

NOVEMBER 12, 2021

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. Objections are a natural, very normal part of sales. . Call it whatever you want — it’s essential. .

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. And keep repeating this until your reps are going above and beyond quota attainment.

Quota 55

Quota Objection handling Sales Price 55

Hubspot

AUGUST 6, 2019

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. Even experienced reps need to know how your company approaches the negotiation phase. What are your parameters for discounts and sales?

Negotiate 101

Negotiate Territory CRM Objection handling 101

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 130

Gaming Objectives and Key Results Sales Up-sell 130

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

Gong.io

JULY 11, 2022

Achieving sales quotas and targets. Setting sales quotas. Inside sales quotas . Each rep will be responsible for their own target or quota , though what they’re actually required to achieve will, obviously, depend on their role. AE quotas are more closely tied to revenue. . Outbound cold calling or emailing.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. 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! Smart Calling Blog, by Art Sobczak.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

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

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage. Knowing which action to take is critical at a time when 72% of sellers expect to miss their quota, according to the 2023 State of Sales report. The problem?

Pipeline 52

Pipeline Quota Objection handling CRM 52

Highspot

OCTOBER 11, 2023

Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

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

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. A few examples for Metrics: As the VP of Sales, I understand it’s top of mind for you and your reps to hit and exceed quota. It will help shed more light on the matter, helping you find a solution quicker.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

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. If product engineering failed at that level, the products we buy would constantly fail.

Education 59

Education Quota Objection handling Sales 59