Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 80

GTM Growth Sell X-functional 80

Outreach

APRIL 9, 2019

The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. To beat challenges and remain profitable, companies in this market hire B2B sales professionals who are trained to find, qualify, and engage corporate buyers. B2B Outbound Sales Process.

B2B 65

B2B Process Objection handling Negotiate 65

Partners in Excellence

MAY 17, 2021

When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves. The mindset of the customer is oriented around their businesses, goals, objectives. They are focused on how they work together to get things done to achieve their shared company goals.

Objectives and Key Results 132

Objectives and Key Results Technique Manufacturing Objection handling 132

Heinz Marketing

NOVEMBER 12, 2018

Have you listened to our live show, Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about his latest book, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No and a lot more!

Pipeline 73

Pipeline Cold Call Sales Prospecting 73

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. Building B2B Relationships B2B sales is all about building relationships and trust with your prospects and customers.

B2B 52

B2B Objection handling Negotiate Technique 52

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. Building a High Performing Sales Culture – Training, Onboarding, Ramp, Comp Plans, Spiffs, Incentives, Pipeline Reviews.

Cold Call 85

Cold Call Customers Objection handling Education 85

Sales Hacker

NOVEMBER 26, 2019

2019: LinkedIn’s #1 B2B Sales Expert to Follow. Tuesday, December 10: Filling the Pipeline. 8 Tips: Keeping Your Pipeline Full. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Ever get tongue-tied when prospects raise objections?

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Score More Sales

SEPTEMBER 26, 2014

Objection Handling. Expand Your Pipeline. In a recent panel at LeadsCon with moderator Dan McDade and co-panelists Chad Burmeister and I proved there are 6 pillars to the “perfect pitch” Attention Grabber. The Shocking Value Statement. Listen Up & Learn. Motivate to Act. Increase Opportunities. Close More Deals.

Sell 90

Sell Objection handling Pitch Sales 90

Sales Hacker

OCTOBER 2, 2020

But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. 2020 will be remembered as a watershed moment when B2B buying and selling changed forever. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Gong.io

SEPTEMBER 22, 2021

When you know the exact number of sales meetings that are booked, it’s easier to forecast the number of future opportunities in your pipeline. Follow-up is essential to converting them into real pipeline opportunities. . Watch these metrics to see whether your plan for improving your win rate works: Affected pipeline.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. MEDDIC has traditionally been applied to Enterprise selling motions and acts to qualify complex B2B sales opportunities. A sales pipeline is a visual representation of a company’s sale process. Sales Velocity.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Cience

DECEMBER 16, 2019

Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. For example, our SDR makes a call to talk about a prospect’s sales pipeline. Your prospect has just lost touch with you.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Gong.io

JUNE 19, 2018

Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. Objection handling. Well, don’t.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

PandaDoc

JUNE 11, 2024

What is B2B sales, and what strategies can you use to maximize your success? Whether you’re a B2B-native startup or an established direct-to-consumer company pivoting to B2B sales, this guide will walk you through everything you need to know about B2B. What is B2B sales? Why is B2B sales important?

B2B 52

B2B Process B2C Objectives and Key Results 52

Cience

DECEMBER 16, 2019

Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. For example, our SDR makes a call to talk about a prospect’s sales pipeline. Your prospect has just lost touch with you.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

MAY 31, 2018

That’s why the fastest growing B2B brands on the planet also run the largest and most sophisticated sales development teams in their class. Sales development teams identify the best prospects to connect with and assess which of these can be considered promising enough to vet into the official pipeline as Sales-Qualified Leads (SQLs). .

SQL 64

SQL Appointment Pipeline Lead generation 64

SalesLoft

DECEMBER 12, 2021

Here’s how Email Sentiment takes the guesswork out of effective emails to help sellers get more yeses and fill their pipelines with winning deals. Email Sentiment offers: Our proprietary Sentiment trained technology that’s fluent in B2B sales lingo from using millions of B2B email replies to identify buying intent .

Objection handling 52

Objection handling Pipeline Quota Technique 52

Sales Hacker

APRIL 26, 2018

In today’s sophisticated B2B markets, businesses don’t really need salespeople in the traditional sense. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. Selling is pretty straightforward: You won’t go very far if you don’t know your customer. .

Drivers/motivators 74

Drivers/motivators Non-Profits B2B Consult 74

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. How to follow up even further: Let’s say you got an objection related to data privacy. No more missed opportunities, and your pipeline health is in its prime. AI note-takers are just that.

Objectives and Key Results 97

Objectives and Key Results Pitch Cold Call Sales 97

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

NOVEMBER 2, 2022

B2B sales is a rapidly evolving discipline. Say you handle that sales objection as recommended and you close the deal. If your objection handling didn’t go as planned, the AI integrates this feedback into its algorithm to provide a more accurate recommendation next time. Pipeline stage conversion rates.

Sales 62

Sales Objection handling Follow-up Prospecting 62

InsightSquared

JANUARY 16, 2019

Without good SDRs, you have no pipeline, no opportunities, no deals, no revenue, no growth. The quicker that investment pays off and they start contributing fully to the pipeline and revenue, the better for rep and company both. Also, provide them with an objection handling guide so they have all the information they need.

X-functional 70

X-functional Objection handling Pipeline Growth 70

InsightSquared

JULY 21, 2020

Active listening not only helps reps build rapport with prospects, but makes their sales cycles more efficient and improves visibility throughout the pipeline. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling. Objection Handling.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

JUNE 12, 2018

Proper objection-handling. But David has over 20 years operating experience in b2b tech sales, beginning all the way back in 1997. This way your pipeline has a lot of opportunities that are going nowhere. Understanding proper buyer motivation. Using modern psychology to more effectively engage your prospects.

Cold Call 58

Cold Call Objection handling Sales Quota 58

Highspot

JULY 6, 2023

With increased access to knowledge and the changing role of technology in sales, the role of the B2B salesperson has become more complicated and requires sales professionals to work with more information than ever before.” Public speaking: Speaking to individuals and groups is part of everyday sales roles.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Gong.io

APRIL 27, 2018

Again, we know this from studying roughly 2 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. Objection handling. What’s that?

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. Objection handling. What’s that?

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JULY 18, 2022

In fact, 65% of B2B buyers cited a strong knowledge of the solution area as a top reason for choosing a winning vendor over other options. PS: Struggling to overcome objections? This Objection Handling Masterclass will help you learn how the pros turn objections into sales opportunities. Image Source ).

Sell 62

Sell Up-sell Prospecting Follow-up 62

Lead Fuze

JANUARY 1, 2022

If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. MEDDIC has traditionally been applied to enterprise selling and is meant for complex B2B sales opportunities. How many deals are in your sales pipeline? Closed-Won:=].

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

JUNE 19, 2018

Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. Objection handling. Well, don’t.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

AUGUST 1, 2022

But it’s ideal for B2B businesses, especially ones that solve complex problems with (often) custom solutions. However, if you’re struggling with overcoming objections, then get our free Objection Handling Masterclass , where you’ll learn how top reps turn objections into commissions. Managed IT services.

Sell 62

Sell Up-sell Prospecting Follow-up 62

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. How to follow up even further: Let’s say you got an objection related to data privacy. No more missed opportunities, and your pipeline health is in its prime. AI note-takers are just that.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Cience

FEBRUARY 5, 2019

Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams. Here are some examples: per appointment, per extra number of meetings, quality of appointments, progression further into the pipeline, etc. Your call opening needs to be very clear, closing on objection-handling, etc.

Appointment 50

Appointment Inside sales Quota Clients 50

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Zoom in on the deals that make up your pipeline.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Heinz Marketing

OCTOBER 15, 2018

Late in 2015 we started producing a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ll be right back on Sales Pipeline Radio.

Pipeline 65

Pipeline Sales Strategize B2B 65

Outreach

MARCH 25, 2019

Welcome to the definitive guide to sales pipeline management! This guide provides a high-level overview of all things pipeline-related, including: Why is a sales pipeline important? What are the sales pipeline stages? Sales pipeline definition. What are the sales pipeline stages? .

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65