Partners in Excellence

NOVEMBER 27, 2018

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. What if we mixed different disciplines/functions/points of view in the same training programs.

Sell 93

Sell Objection handling Assembly Line Territory 93

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. 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 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

OCTOBER 7, 2021

Remember this when you are negotiating your pay. Develop relationships in product development, legal, finance, marketing… across your company (in addition to your customers’ companies in the appropriate groups). Set your boundaries and hold yourself and others accountable to them. Own your power. Arley Nevar.

Sales 130

Sales Start-ups Up-sell Cross-sell 130