SalesLoft

DECEMBER 11, 2019

This is part one of a three-part series on what Forrester Predictions 2020 means for sales organizations in the coming year. So says Forrester in their B2B predictions for 2020. . Repetitive tasks, endless prospecting, objection handling, RFPs, armies of stakeholders to convince. And that’s only part of it.

Objection handling 52

Objection handling B2B Pitch Education 52

Partners in Excellence

NOVEMBER 27, 2018

Stated differently, I’d hate to be a SDR (the way we currently define the role) in the 2020’s. Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 109

Sell Objection handling Assembly Line Territory 109

Outreach

JULY 29, 2020

At Spark+AI Summit 2020 , they talked about how machine learning powers our sales engagement platform, as well as how they solve some of the typical challenges all data scientists face when building enterprise-grade applications. Budget objection is a classic example. The (Virtual) Road Show Continues.

Objectives and Key Results 69

Objectives and Key Results Objection handling Sales Relationship building 69

Gong.io

NOVEMBER 12, 2021

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. . When faced with an objection, less successful reps start talking at 188 WPM. That is normal, especially post-March 2020.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 31, 2021

Objection handling. Speaking of templates … grab Gong’s 8 best sales templates of all time (including our most-downloaded of 2020). It’s rare in sales to have a buyer NOT object to something you are offering — price, timing, competitor… whatever. Detailed and updated buyers personas. Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Meet Hannah Finn, Enterprise Implementation Manager at Gong since May of 2020.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Gong.io

NOVEMBER 12, 2021

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. . When faced with an objection, less successful reps start talking at 188 WPM. That is normal, especially post-March 2020.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

SBI

JUNE 2, 2020

Having created the widely recognized “Nancy Nardin’s SalesTech Landscape,” a graphic of the entire sales technology market, Nancy has been recognized as a top industry sales thought leader including being named by LinkedIn as a Top 15 Sales Influencer to follow on LinkedIn for 2019 and 2020. . Linkedin.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

SaaStr

JANUARY 21, 2020

Join us at SaaStr Annual 2020. Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Want to see more content like this? Justin Welsh | SVP Sales @ PatientPop.

Quota 132

Quota Sales Territory Healthcare 132

Sales Hacker

JULY 1, 2025

Austin Hughes: So way back when, so I joined RAMP back in 2020. I’m excited about how that’s gonna feed into how we better objection handle against certain things that competitors bring up.

GTM 76

GTM Growth Sell X-functional 76

PandaDoc

MARCH 20, 2020

Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). PandaDoc was (fortunately) already working on a FREE product as part of a previously planned 2020 lead generation strategy to help growing businesses worry less about how they can afford necessary software.

Sales 52

Sales Objection handling Prospecting Start-ups 52

Sales Hacker

OCTOBER 18, 2019

Sales Onboarding 2020. Here are three ways onboarding will continue to evolve in 2020, with suggestions for each. These playlists will include top recorded calls in areas like competitor mentions, pricing, and objection handling. Objection handling scenarios, including competitive mentions .

Objection handling 47

Objection handling Construction Sales Price 47

Sales Hacker

OCTOBER 7, 2021

Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. What is one a-ha moment you’ve had in your sales career? Margaret is a sales executive turned founder.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Gong.io

JUNE 25, 2021

2020 was the year of the video call (and a few “other” things). In 2020, Gong data said when a buyer’s webcam is turned on, win rates increase by 96% : Here’s are 3 scripts to use to get buyers to turn on their video too: Will you be using video for our call today? Sales Stats For Objection Handling.

Sell 93

Sell Cold Call Objectives and Key Results Negotiate 93

SaaStr

MARCH 12, 2019

Join us for SaaStr Annual 2020. It’s like the stuff that we typically associate with a car salesperson, closing ability, convincing, objection handling, negatively correlated. Here’s a quick overview of what to focus on during each stage: Want to see more content like this session? FULL TRANSCRIPT BELOW.

Growth 106

Growth Cross-sell Contract X-functional 106

Salesforce

JANUARY 18, 2024

Check out our objection-handling-tips for more guidance.) Background: Construction company HomesRUs launched in 2020, with a simple goal: to sell affordable homes in the Chicagoland area to young families. Barnes suggests combining your prepared responses with the “feel, felt, found” formula: “I understand how you feel.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59