Partners in Excellence

SEPTEMBER 14, 2016

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? Deal reviews, call reviews, prospecting reviews, account/territory reviews, and many others.

Objection handling 109

Objection handling Territory Quota Technique 109

Sales Hacker

NOVEMBER 25, 2019

Geographic reach : Which geographic regions your competitor is targeting. Objection handling) : These are specific claims your competitor makes about your company’s products and/or services, and then the corresponding counter against those claims. Competitive sales tactics.

Objection handling 88

Objection handling GTM Cross-sell Sales 88

Gong.io

JUNE 11, 2021

Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. For new/updated territories : Sales territories will be added (and will be taken away … and updated/changed) over time. . #2: Mechanisms to boost sales effectiveness.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

JANUARY 22, 2020

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). Competition over accounts and commissions doesn’t do the company any good, and territory divisions don’t always entirely prevent friction.

Quota 101

Quota Objectives and Key Results Sales Objection handling 101

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Rethinking Sales Territories. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter! Some awesome recent posts: Feel, Felt, Found Technique.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

PandaDoc

APRIL 25, 2023

This can include training on product features and benefits, sales techniques, objection handling, and customer relationship management. Strategic sales plan examples include territory sales plans — in this example you divide your market into geographical regions.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. But don’t handle them over email.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. As I think back to when I came out of school and went into the workforce, I remember thinking I got to be this associate territory rep. I was in med device for 36 months before I get a territory and then it’s like in the middle of nowhere. We give them an onboarding buddy.

Quota 132

Quota Sales Healthcare Territory 132

The 5% Institute

AUGUST 14, 2023

Mapping Your Sales Territory Getting a clear picture of your sales territory is essential. Refine your pitch, work on objection handling , and practice active listening. Navigating Objections with Confidence Objections are a natural part of sales. Identify potential leads, prospects, and key accounts.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

The 5% Institute

MARCH 12, 2024

Overcoming Common Challenges in Basic Sales Navigating Obstacles to Achieve Sales Success Handling Objections: Equip your sales team with effective objection-handling techniques. Crafting compelling content and running targeted ad campaigns can significantly enhance your basic sales efforts.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

Gong.io

APRIL 23, 2021

“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” ( Wikipedia ). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote?

Gaming 62

Gaming Objection handling Territory Sales 62

Engage Selling

JULY 27, 2019

In every sales territory and in every organization, there’s a hidden danger: one that has the potential to be lethal if left unchecked. It emerges only when “the unexpected” occurs. That’s usually something big and potentially destabilizing. It could take … Read More »

Territory 54

Territory Objection handling Sales Presentation 54

Salesforce

JANUARY 3, 2024

Keep testing your messaging, questions, and objection-handling techniques. For example, you might place a new hire in a specific territory because of the influence and connections they have there. When teams aren’t afraid to fail and seek to learn from experiences, they can become more agile. Do they work? Why or why not?

Sales 64

Sales Retail Objection handling Cross-sell 64

InsightSquared

JANUARY 16, 2019

If field-based, then each salesperson might be responsible for different geographic territories. Also, provide them with an objection handling guide so they have all the information they need. Who owns which accounts? If you’re an inside sales team then you probably have named accounts. Teach About Your Culture.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Engage Selling

APRIL 6, 2019

No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are. If I met you at a conference and I told you that all of your … Read More »

Territory 48

Territory Sell Objection handling Customers 48

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Territory 48

Territory Sales Prospecting Objection handling 48

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. Increased Motivation: Sales can be a demanding and sometimes discouraging profession. Here are some effective sales coaching techniques: 1.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

SBI

FEBRUARY 10, 2020

Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Salesforce

MAY 30, 2023

Veronica Moscuzza, regional sales manager, LinkedIn Dear Veronica: I think about sales training much like I think about choosing a good doctor. These certifications can cover soft skills like empathy building, or more tactical skills like objection handling. Have a question? Ask it here.

Education 52

Education Objection handling Cold Call Up-sell 52

SBI

NOVEMBER 28, 2017

Allego improves the onboarding process by creating searchable channels of content, including product knowledge, best practices, customer stories, top questions for objection handling, and sales presentations from top performers across the organization.

Sell 38

Sell Pitch Objectives and Key Results Objection handling 38

SBI

NOVEMBER 28, 2017

Allego improves the onboarding process by creating searchable channels of content, including product knowledge, best practices, customer stories, top questions for objection handling, and sales presentations from top performers across the organization.

Sell 34

Sell Pitch Objectives and Key Results Objection handling 34

PandaDoc

NOVEMBER 15, 2021

Maintain your on-target earnings (OTE) at or above the average for the role, industry, and region. Attend an objection handling workshop.” Although money isn’t the only reason salespeople leave, paying a lower-than-market wage will likely hurt your retention. Make sure you have a clear promotion path in place.

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

OCTOBER 7, 2021

As Compass’s Regional President of North Central, Rachael is responsible for driving revenue growth, M&A integrations, operations, marketing, and customer success across Illinois, Wisconsin, Indiana, and Minnesota. Learn and absorb all the best practices, the pitches, the objection handling, etc., Taylor Jones.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

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

Salesforce

NOVEMBER 15, 2024

Objection handling assessment 3. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Complete onboarding 2. Successfully deliver who, what, why, how 3. Sit in on 25 demos 1. Cold call assessment 2. Sales Stack 101 Level 2 15/mo 1. 25% A & B account bookings 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

DECEMBER 3, 2024

Learn how to break through 5 common sales objections Get our free Objection Handling Template for time-tested scripts, examples, and a team exercise to handle any objection. Get the template

Sell 52

Sell Technique Contract Territory 52

Salesforce

OCTOBER 16, 2024

They can identify areas for improvement, such as developing better talk-listen ratios (how much a seller spoke versus the prospect) or objection handling, which can help enhance the seller’s performance. Back to top ) Get the latest articles in your inbox.

Conversion 59

Conversion Customers Territory CRM 59

Hubspot

OCTOBER 11, 2017

Keep your on-target earnings (OTE) in line with (or better than) typical pay for the role, industry, and region. Attend a workshop on objection handling.”. Although money isn’t the sole reason reps leave, paying below-market rate will harm your retention. Finally, feeling stuck is a huge factor in sales turnover.

Objectives and Key Results 101

Objectives and Key Results Quota Sales Trust 101

Salesforce

FEBRUARY 17, 2025

Additionally, accommodating international customers by supporting local currencies and region-specific payment methods can expand your market reach. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59