Closing Bigger

FEBRUARY 10, 2025

Which drives results? They build and maintain structure, keep teams accountable, and drive short-term results. Leadership is about crafting and communicating a vision that inspires and aligns the team with the companys long-term objectives. They meet quotas, but they dont innovate or push boundaries. Which drives results?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Veloxy

JUNE 21, 2021

Handling Cold Call Objections. The key to the best cold calling scripts is a proper structure. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. Handling Objections. Objections as You Qualify the Lead. Did you uncover and address objections?

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Hubspot

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. Three Reasons Reps Don’t Make Quota.

Quota 99

Quota Objectives and Key Results Pipeline Cold Call 99

Veloxy

NOVEMBER 30, 2023

With enablement, sales teams stay updated on: Market trends Competitor information Product updates Key Customer Insights This knowledge helps them adapt quickly to changes. Set Clear Objectives and Goals Be clear about what you want to achieve with your sales efforts. Making them more agile and responsive in the field.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. Set and Track Sales Objectives Setting goals is essential for your company to consistently achieve growth targets in sales. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Iannarino

FEBRUARY 28, 2024

Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment. What are your current sales-team development initiatives, and how will they improve your results?

B2B 218

B2B Objectives and Key Results Pipeline Sales 218

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. And the best part?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. The best thing you can do is handle objections early and often in your sales cycle. The best thing you can do is handle objections early and often in your sales cycle. Bonus Tips for Any Objection. Passing up the Chain.

B2B 102

B2B Objectives and Key Results E-commerce Sales 102

Sales Hacker

FEBRUARY 3, 2025

Set core goals and bet on S-Curves Owners 2025 plan revolves around two key elements: Core Initiatives: A set of seven essential strategies that, if executed well, will drive the planned revenue growth (for Owner in 2025, 2x revenue growth). Quota buffers should range from 5% to 35%, depending on the companys growth stage and risk tolerance.

GTM 67

GTM Objectives and Key Results Quota Real Estate 67

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Thats the difference between a sales team just getting by and one crushing quotas. Theyre on the front lines; their input can refine your sales objectives while keeping them engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Then, you will receive a summary of the results by the end of the session. What it looks like: Two sales reps argue over lead ownership, harming productivity and slowing progress on key accounts.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Veloxy

JUNE 4, 2024

Lack of productivity can result in lost sales, poor customer relations, and inability to complete everyday tasks. However, you don’t see the results you’re expecting. Another key to getting buy-in is to empower end-users to host a lunch and learn. How many people exceeded quota before and after Salesforce?

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Veloxy

DECEMBER 28, 2023

Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions. Another effective prospecting strategy is cold calling, which, when done correctly, can yield excellent results.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

OCTOBER 11, 2023

91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. And as managers coached their people, they reviewed performance against these criteria, making sure people were doing their best on all elements, and coaching them in areas where they weren’t meeting performance objectives.

Objectives and Key Results 144

Objectives and Key Results Pipeline Finance Quota 144

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. Having understood the importance of the most important sales metrics, we can now focus on the key ones that your sales team should track.

Product 130

Product Quota Objectives and Key Results CRM 130

Openview

MAY 30, 2018

In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. The key, of course, is to find the middle ground — the point at which every employee who makes up your sales organization feels fully motivated to deliver results that fuel smart growth.

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. Objections are Opportunities. Objections are Opportunities. Handling Objections.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Sales Hacker

OCTOBER 8, 2020

Trust is the key to making sales in today’s world. Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Align objectives between the buyer and the seller, and this distrust and reluctance evaporates. Align objectives.

Trust 123

Trust Objectives and Key Results Sell Quota 123

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Sales Hacker

JANUARY 14, 2022

Clearly, there’s a problem with both seller performance and quota attainment. Driven by the survey results, let’s dig into the importance of building an ideal rep profile (IRP) and why setting clear performance expectations is critical to seller success and hitting quota every quarter. Is an expert at handling objections.

Objectives and Key Results 123

Objectives and Key Results Sell Quota Construction 123

Veloxy

MARCH 15, 2023

It is a comprehensive approach that helps organizations increase their revenue growth by aligning their sales, marketing, and customer success efforts with their business objectives. This results in higher customer satisfaction, increased customer loyalty, and improved customer retention. Here are the three key advantages: 1.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We hit our quotas by making sure we have the right number of orders. As a result, we focus on the buyer.

Objectives and Key Results 161

Objectives and Key Results Quota Represent Education 161

Cerebral Selling

MARCH 18, 2024

It’s also an issue that can become further exacerbated when leaders find their teams tracking behind their goals, especially during high-pressure quota periods. But it can also be a key trait of those who fail to motivate and inspire their teams. And the approach is simple.

Objectives and Key Results 180

Objectives and Key Results Legal Negotiate Trust 180

Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . Setting these kinds of sales objectives can be hard, especially when you do it for the first time.

Objectives and Key Results 62

Objectives and Key Results Quota Cold Call Profit margin 62

Hubspot

AUGUST 31, 2020

In sales organizations, reps can easily get wrapped up in their own quota and workflow. According to McKinsey , 91% of companies with effective performance management processes directly link employee goals to business objectives — in other words, the goals employees are measured against should be tied directly to the business.

Objectives and Key Results 100

Objectives and Key Results Sales Quota Launch 100

Partners in Excellence

AUGUST 1, 2022

As leaders, a key element of our job is to maximize the performance of each person on our team. Often, it’s very simple, some sort of compensation based on revenue, or possibly quota attainment. We have things that are important beyond just revenue/quota. But sometimes, that’s not sufficient for achieving our goals.

Quota 133

Quota CRM Promote Growth 133

Partners in Excellence

AUGUST 10, 2022

My social feeds are filled with advice and tips proclaiming, “If you just do this, you will blow away your quotas and max your comp plan!” There is a key problem with, “say these words, use this technique, do this one thing.” Why Do We Call Them Objections? Let’s dive into it.

Objectives and Key Results 106

Objectives and Key Results Quota Technique Gaming 106

A Sales Guy

JUNE 25, 2015

Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle. When emotion comes through the door, wisdom goes out the window.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Openview

OCTOBER 5, 2018

While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process. Identify key measurements. When it comes time to track ramping quotas, sales leaders have an abundance of data at their fingertips. Objective: Self-sourced opportunities.

Objectives and Key Results 104

Objectives and Key Results Quota Pipeline Sales 104

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Before you invest in sales enablement, you need to establish a key set of performance indicators to measure your progress. Success case stories from sellers linking enablement, performance and sales results.

Objectives and Key Results 65

Objectives and Key Results Quota Sales Contact 65

Cerebral Selling

MAY 4, 2020

Key stakeholders were engaged when needed. Could these results have been caused by poor execution or lack of persistence on the part of the rep in some cases? My results were instantaneous!” On the flip side, many of the opportunities that progressed in due course did so briskly. That made sense. How to Stay on Track.

Sell 130

Sell Objectives and Key Results E-commerce Pipeline 130

Partners in Excellence

NOVEMBER 29, 2022

Every function, every job in an organization is somehow connected with their organization’s strategies, goals, and objectives. The top executives and boards establish these goals and objectives. Related Posts: Should Sales People Be On Quota? Yes, even HR and Legal. It’s a must read for all sellers.

Customers 115

Customers Objectives and Key Results Manufacturing Legal 115

Partners in Excellence

JULY 28, 2014

We have pipeline metrics, quotas. Everyone has performance goals and objectives (or they should have). In some sense, I know the key issues that will make them heroes to their management. Even in organizations with less formal performance management processes, people have goals and objectives. No related posts.

Objectives and Key Results 106

Objectives and Key Results Customers Manufacturing Quota 106

Hubspot

JANUARY 7, 2019

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. Maybe they're a new rep who's close to hitting their quota but is just shy each month. Struggles to overcome objections. Consistently meets or exceeds their quota.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

Veloxy

SEPTEMBER 30, 2021

This is the golden key to cold calling! Yet… 82% of buyers have reported that they accepted a meeting with a cold-calling salesperson as a result of their initial call. Anticipate Objections By anticipating what your prospect might object to, you can be prepared with a legitimate answer for each.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Miller Heiman Group

AUGUST 29, 2019

There’s no question that an effective sales enablement function leads to improved performance and quota attainment. Before you invest in sales enablement, you need to establish a key set of performance indicators to measure your progress. Success case stories from sellers linking enablement, performance and sales results.

Objectives and Key Results 60

Objectives and Key Results Quota Sales Contact 60