Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

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. With the rise of social selling , everyone is vying for a spot among the thought leaders. Which is more important: meeting quota or customer happiness?

Quota 101

Quota Objectives and Key Results Sales Objection handling 101

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 31, 2021

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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: .

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Coach them, train them, and provide them with the tools to be successful Be agile with your sales strategy, don’t wait for your yearly SKO to change things up What Is Sales Performance? It’s a common issue in sales.

Closing 92

Closing Objectives and Key Results Quota Sales 92

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 132

Quota Sales Healthcare Territory 132

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. WHEN : December 9–13, 2019. COST : Nada.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. 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. If you screw up, own up.

Objection handling 71

Objection handling Quota Technique Pitch 71

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.

Sales 111

Sales Gaming Objection handling Quota 111

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? 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. Set up a system to collect and implement feedback. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

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. I have come up with the definitive piece of sales advice. The great thing is this piece of advice can apply broadly, helping you in virtually every aspect of selling. ” Feel let down?

Objection handling 94

Objection handling Technique Sales Up-sell 94

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. A 2018 study by CSO Insight revealed that organizations with effective sales enablement technologies achieved two-digit improvements in quota attainment rate. The B2B Sales Process: A Brief Introduction. Human sellers drive B2B sales.

B2B 65

B2B Process Objection handling Negotiate 65

Partners in Excellence

SEPTEMBER 14, 2016

It was a thoughtful article, I ended up being unconvinced, but it helped reminded me how badly we misunderstand coaching. Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. Consequently, how badly we coach. Too much bad coaching is focused on the numbers.

Objection handling 109

Objection handling Territory Quota Technique 109

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. I wouldn’t say it doesn’t matter at all.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

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

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. For example, use “we” language when you want to warm your buyer up on a cold call. If you sell remotely via web conference (rather than face to face), flip on your webcam.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Getting comfortable breaking up with prospects. Overcoming common objections.

Technique 101

Technique Angle Profit margin Sales 101

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. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. If your prospect approaches any of these topics via email, drop what you’re doing and pick up the phone.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Achieving sales quotas and targets.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. With channel sales, you rely on third parties to sell your product or service.

Commission 77

Commission Sales Cross-sell Consult 77

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) 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

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 Technique Drivers/motivators 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

Gong.io

JANUARY 25, 2019

These interview questions will help you size up a candidate’s sales potential. Sign-up to learn 7 ways to ramp new sellers lightning fast : Magic Bullet Sales Interview Questions. To tee it up well, let the candidate know that your hiring process includes talking to former bosses. They’ll show up ready to impress and inspire.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

Openview

JUNE 21, 2018

But if you give your team too much flexibility, you end up with inconsistent results. If a potential customer thinks you’re making it up on the fly, they lose confidence in you. Pros: Flexibility is about making room for individual judgement and selling style. And that creates a bad experience for the buyer and seller.

Objection handling 67

Objection handling Sales Quota Up-sell 67

PandaDoc

NOVEMBER 12, 2020

You spend days, weeks, and months racing away against that clock to ensure that you hit quota. Once your prospecting and qualifying strategies are firing on all cylinders, you want to make sure that you’re setting clear expectations for your buyer throughout the sales process — all the way up to close. Handling objections.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

Successful sales reps should know as much as they possibly can about the product or service she sells. Reps may know the product like the back of their hand, but without prospects to sell to, it’s of little use. . All of these options are fair game for quota-carrying ISRs to begin their prospecting. Communication Up.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Lead Fuze

NOVEMBER 30, 2021

Salespeople are not just judged on their quota. 6 Ups Account Executive Interview Questions to Find the Best Talent. If you’re looking for someone to fill the Account Executive position with a $1 million annual quota, it costs upwards of $4,000 every day that role goes unfilled. Just to give you an idea.

Quota 52

Quota Objection handling Sales Follow-up 52

SalesLoft

JUNE 6, 2018

But, in today’s modern selling environment, constant learning is a must. They hype the team up for a great year and align expectations on a team-wide scale. While it’s fairly granular, it’s a fun way to role-play and focus on certain aspects of your demo, like objection handling or discovery skills.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

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. The term “ map ” here is used as a generalization since it could be a flowchart or an infographic — the choice is always up to a team. The same applies to sales.

Process 52

Process Objectives and Key Results Objection handling CRM 52

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. What is the minimum set of skills and knowledge their sellers need to have to begin selling your products and solutions successfully?

Sales 52

Sales Objection handling Quota Legal 52

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. You actually have to slow stuff down to speed it up, so why not just start there? The game has changed but we haven’t caught up.

Growth 106

Growth Cross-sell Contract X-functional 106

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

Technique 52

Technique B2B Cross-sell B2C 52

Sales Hacker

MAY 31, 2018

It’s a lot better to sell to qualified prospects than to try your luck on a complete stranger. The key takeaway: selling success is directly proportional to the efficiency of your sales development team. . For one thing, SDRs do not need to close deals and are often exempt from traditional sales quotas.

SQL 62

SQL Appointment Pipeline Lead generation 62