RAIN Group

JUNE 2, 2021

In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

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Objections Quota Sales Meeting 140

The Pipeline

AUGUST 29, 2016

If you read this blog regularly (and why wouldn’t you), you know that I put a lot of emphasis on understanding and selling to a prospect’s Objectives, a much better area of focus than pains or needs. One of the positive elements of Objectives is that they are generally long term, and they continuously evolve. Well maybe.

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Objections Vendor Discount Quota 192

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Anticipating objections is key to sales success. Step 2: Memorize this objection handling framework.

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Objections Hiring Face-to-face Buyer Persona 80

John Barrows

OCTOBER 1, 2021

This replay of Episode 136 explains Armand Farrokh’s winning formula that allows him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. The post Podcast 218: How SDRs Can Hit 225% Of Quota With Armand Farrokh (Replay) appeared first on JB Sales. Subscribe on Spotify.

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Quota Social Media LinkedIn Media 103

Gong.io

DECEMBER 30, 2022

A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. We’ll also look at examples of sales objectives that you can set for your sales team. What is a sales objective? How to set sales objectives. Measurable.

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Objections Examples Ideal Customer Profile Sales Management 62

Janek Performance Group

JULY 19, 2023

Fortunately, there are several ways that marketing teams can support salespeople and help them to achieve the company’s sales objectives. Marketing Should Have a Lead Quota Sales success is a function of the number of opportunities generated and the closing ratio. Yet, many marketing departments do not have a lead quota.

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Quota Ideal Customer Profile Marketing Collateral 62

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.

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Objections Ideal Customer Profile Churn Quota 62

Hubspot Sales

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

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Quota How To Lead Rank Lead Scoring 127

The Spiff Blog

FEBRUARY 9, 2023

There’s no one-size-fits-all approach to setting quotas. But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. Today we’re going to take a deeper look at the impact quota setting has on your business. In fact, with only 24.3% Let’s get into it!

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Quota Revenue Lead Rank Territories 70

Anthony Cole Training

DECEMBER 14, 2023

Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

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Quota Groups Objections Sales Goal 194

Steven Rosen

APRIL 14, 2024

However, where performance is measurable and crucial in sales, reducing the subjectivity in hiring decisions through objective assessments can prevent costly hiring mistakes. It provides an objective view of candidate potential that can mean the difference in crushing your quota.

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Hiring Forecasting Exercises Retention 156

Gong.io

AUGUST 16, 2021

This (simple) cold calling technique gets ahead of one of the main objections you get in any cold call, in the right order. The reason for my call is …” Here are the objections it overcomes before they even come up: Who is this? The post Cold Call Stats: 8 Data-Backed Techniques To Blow Up Quota appeared first on Gong.

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Cold Calling Call-back Quota Data 118

Pipeliner

MAY 21, 2018

What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. The post Save Your Sales Quota!

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Quota Sales Qualified Lead ACT Referrals 87

Braveheart Sales

JUNE 29, 2021

And we know that is not true because quota attainment is low. of salespeople exceeded their quota last year. If salespeople were driven by commissions, wouldn’t quota attainment be better? Wouldn’t all or at least most salespeople meet or exceed their quota? According to HubSpot, only 24.3% So, it must be something else.

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Quota Compensation Salary Motivation 52

Braveheart Sales

JUNE 29, 2021

And we know that is not true because quota attainment is low. of salespeople exceeded their quota last year. If salespeople were driven by commissions, wouldn’t quota attainment be better? Wouldn’t all or at least most salespeople meet or exceed their quota? Source: Objective Management Group.

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Quota Compensation Salary Motivation 52

Sales Hacker

JULY 26, 2021

A typical sales process consists of five to seven steps: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep.

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Quota How To Outbound Cold Calling 121

MTD Sales Training

APRIL 6, 2016

Many salespeople face a dilemma when they experience an objection from a customer or prospect. Lots of buyers have objections fitted into their wiring systems, so they are programmed not to go overboard with their enthusiasm for your product. One way to ascertain if the objection is genuine is to ask a hypothetical question.

Objections 120

Objections How To Face-to-face Proposal 120

InsideSales.com

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

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Quota Strategy Lead Rank Lead Scoring 81

Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas. In fact, less than 7% of the participants said they would eliminate quotas. In fact, less than 7% of the participants said they would eliminate quotas.

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Quota Hiring Compensation Motivation 83

The Pipeline

JUNE 22, 2021

And while the premise may work in discussions of love and other subjective endeavors, value is more objective than subjective. Given the objective nature of business, value is not in the eyes of the beholder, it is measured by outcomes. This is opposite to what you see in business, where things can very much be judged objectively.

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ROI Objections Vendor Quota 272

Jeffrey Gitomer

SEPTEMBER 29, 2011

Is Your Quota Set Too High? Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Overcoming Objections. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | September 29, 2011 | Leave a Comment. Big mistake. Leave a comment below.

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Quota Training Hiring Social Media 234

The Pipeline

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. It’s like those idiots who say, “value is subjective,” it’s not, it can be very objective, measurable and addressable. This may also explain why nearly half of B2B sellers fail to deliver quota. (And How Do You Feel?

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Discount Quota Sports Objections 361

Gong.io

MARCH 12, 2018

Successful sales reps are handling sales objections in six different ways. 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. When Handling Sales Objections, Pause. Five of them are intuitive. Let me explain.

Objections 102

Objections Call-back Face-to-face Quota 102

Steven Rosen

JANUARY 16, 2023

Your success is directly related to achieving or exceeding company revenue objectives. You need to determine how to lead your team to achieve your objectives. You are likely to face the following internal obstacles to growing your business and achieving your objectives: 1. Being timid will not help you achieve your objectives.

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Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Pointclear

MARCH 16, 2011

Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. 75% didn’t know the quotas! 75% are creating programs and spending money without basing their objectives on quota. Do you have your own quotas?

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Quota Marketing Sales Qualified Lead ROI 212

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Objectives and Key Results (OKRs). Useful Reading.

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Top of Funnel Quota Proposal Lead Rank 352

The Pipeline

DECEMBER 14, 2021

Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. If you took meticulous notes when you were doing discovery, you should be aware of their objectives were. By Tibor Shanto.

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Objections Face-to-face Quota Pipeline 188

Miller Heiman Group

MAY 12, 2020

The purpose of this committee is to make decisions about your short-term sales compensation strategies and quota relief programs and review sellers’ performance. One objective in this phase is to ensure that relief efforts have a defined timeline and clear performance expectations.

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Compensation Quota Incentives Incentive 75

The Pipeline

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. To be clear, they have (or should have) clear objectives. Separate from any purchase decision, what are their objectives? Long term business objectives, let’s set aside the “means” discussion and focus on the desired “end.” By Tibor Shanto.

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Objections Forecasting Quota Buyer 351

The Pipeline

JANUARY 11, 2022

Not only more, but more diverse way to plan and execute to exceed quota. Objectives? I talk a lot about focusing on prospects’ Objectives. What are your objectives? What many sales plans are missing are clear objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how?

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Territories Objections Quota Proposal 201

The Pipeline

MAY 11, 2021

If you started selling objectives and outcomes rather than your product, you may find a more willing partner. He would demonstrate how easy it was to exceed quota if you only did “these things.” In this case it’s easy to understand the fib, people left on a high note, ready to attack their quota. Sellers Are Just Fitting In.

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Quota Lead Rank Forecasting ROI 341

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.

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Objections Closing Decision Maker Lead Rank 69

Understanding the Sales Force

NOVEMBER 13, 2018

That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 Salespeople consistently meet or exceed quota or expectations.

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Hiring Quota Objections Influencer 306

Hubspot Sales

MAY 14, 2019

The Top Quota-Killing Mistakes. Instead, be upfront and tell them your objectives. If you take a look at the salespeople who meet their quota, they often have a mix of smaller deals that helped them meet their goal. Those that exceed quota during a quarter often had large deals that closed during that time period.

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Quota Forecasting Buyer Persona Networking 88

The Pipeline

JUNE 18, 2020

The quarter-end is coming, and there are only two left behind it, “we need to get our ass in gear if we’re gonna hit quota.” For a rep, one deal away from quota or being fired, it is real and palpable. The easiest way to do that is to focus on accelerating an objective and the outcomes they bring. Urgency Is Relative.

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Discount Quota Face-to-face Margin 297

A Sales Guy

FEBRUARY 20, 2014

What is the true secret to killing quota? The most valuable part of success and crushing quota is in the monitoring. Ideas, strategies, regulations, goals, objectives are all fine and dandy, but in the end they are useless without the monitoring for success. It’s all too easy to say your gonna make quota.

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Quota Hiring Sales Forecasts Forecasting 121

Pointclear

JUNE 20, 2013

Are you like many sales reps, faced with the dilemma of drowning in a quota that feels unobtainable? Perceived Business Risks Quickly Become Sales Objections. It’s easier than you think to warm up the prospect again. Via Score More Sales. Throw Me The Anchor, I Am Drowning! Via Solution Selling.

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Quota PointClear B2B Face-to-face 213