SalesHood

JULY 11, 2025

61% of B2B buyers prefer to make purchases digitally Source: Gartner Today’s buyers want to engage on their own terms. With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objection handling—without waiting for a manager to review their call. But many sales motions haven’t.

Quota 52

Quota Objection handling Price Trust 52

Salesforce

FEBRUARY 3, 2025

For example, a B2B software as a service (SaaS) company is trying to sell its software solution, and the key decision-maker on the account is a huge Kansas City Chiefs fan based on their public LinkedIn and Twitter profiles. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Sales Hacker

JULY 1, 2025

With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Tend to approach outbound.

GTM 78

GTM Growth Sell X-functional 78

The 5% Institute

JUNE 15, 2023

Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy. By demonstrating genuine interest and understanding, you create a foundation for effective objection handling. Anticipate potential objections and provide relevant information and solutions proactively.

Objection handling 52

Objection handling E-commerce Real Estate Transportation 52

criteria for success

AUGUST 1, 2019

Have you ever met that ideal prospect who agreed with everything you pitched and immediately bought whatever you were trying to sell? So in order to close more deals, sales reps need to have a thorough understanding of the [ ] The post The Objection Handling Process: What Sales Reps Need to Know! Yeah, me neither.

Objection handling 40

Objection handling Process Pitch Sales 40

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

Partners in Excellence

MAY 17, 2021

The mindset of the customer is oriented around their businesses, goals, objectives. Concepts like prospecting, qualifying, pitching, objection handling, closing are objectionable to the customer. Our focus is on our objectives and achieving our goals, so we drive things based on month/quarter/year end goals.

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Objectives and Key Results Technique Manufacturing Objection handling 130

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

Score More Sales

SEPTEMBER 26, 2014

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. Objection Handling. Look for a follow-up article on those six pillars of the perfect pitch. The Shocking Value Statement. Listen Up & Learn.

Sell 90

Sell Objection handling Pitch Sales 90

Sales Hacker

NOVEMBER 7, 2017

You’ll need to know this, or find it out quickly, because it’s an important aspect of smashing the status quo and overcoming the objection — and that’s the crux of how you make a B2B sale. They for sure HAVE a way to handle a problem today. Tailor Your Sales Pitch. Objection Handling.

Objection handling 108

Objection handling Sales Cold Call Niche 108

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align. Well, don’t.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

AUGUST 15, 2013

First Million”: Am I Doing Something Wrong If Our Big B2B Deals Are Taking 6+ Months To Close? Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. A B2B Sales Strategy to Help You Ask for More Money. How to Pitch Better: The Rhyming Pitch.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Martech

JULY 19, 2023

She’s done everything from cold calling to cutting-edge B2B marketing. I got to really know outbound marketing: Objection handling, what do we say to a customer? Being an employee is as much of a sales pitch as selling your product to a customer. Interview edited for length and clarity.) It was credit cards and.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. Throw away the objection handling and conquering techniques. Ditch the pitch and become an educator instead. Well, they’re not exactly invisible. They’re there. Tin Men kind of stuff. Throw away the adversarial behaviors.

Objection handling 71

Objection handling Quota Technique Pitch 71

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. Write a sales pitch and try to turn it into a question. Don’t use too many modifiers and adverbials in a row. Buyer Persona.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Highspot

NOVEMBER 9, 2023

Presentation and Pitch Multimedia Content: Sales reps can use multimedia content, such as videos and interactive presentations, to create compelling and memorable sales pitches. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ?

Objectives and Key Results 95

Objectives and Key Results Pitch Cold Call Sales 95

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. Write a sales pitch and try to turn it into a question. Linear: contains only a sales pitch. And so on and so forth.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 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. I’ve been getting a lot of questions about building your business acumen skills.

Drivers/motivators 71

Drivers/motivators Non-Profits B2B Consult 71

Gong.io

SEPTEMBER 22, 2021

The top-producing B2B sales professionals only speak for about 43% of the time, while their buyer speaks for the other 57%. Objection handling. How well do your reps respond when buyers raise objections? During sales calls, reps should shorten their pitch to leave more time to work through next steps without rushing.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps. Provide guidance on adapting the sales pitch to meet the specific needs of different customer types.

Pitch 52

Pitch Objection handling Sales Technique 52

Hubspot

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. SPIN Objection-Handling Techniques. Features and benefits are the most common ways to pitch a product to the buyer. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN Selling Book Summary. SPIN Selling Questions.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SalesLoft

DECEMBER 11, 2019

So says Forrester in their B2B predictions for 2020. . Sales reps know all too well: the B2B sales cycle is a grind. Repetitive tasks, endless prospecting, objection handling, RFPs, armies of stakeholders to convince. Prospects are inundated with pitches, especially the higher they get in leadership roles.

Objection handling 52

Objection handling B2B Pitch Education 52

The 5% Institute

DECEMBER 17, 2019

B2B Consulting. Objection handling. As per our article in Entrepreneur , Premature Presentation is the act of presenting and pitching too early, before finding out everything you need to know to be successful at high ticket closing. There are two ways in which Sales Professionals present and pitch.

Closing 75

Closing Non-Profits Cross-sell Presentation 75

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.” Sellers can benefit from public speaking sessions to build confidence and clarity in speech as they pitch to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Hubspot

MAY 10, 2022

Sales Text Message for Objection Handling. It gives you an opportunity to meet them in person and deliver a pitch in an environment where pitches are expected. Because most B2B software users don’t expect to interact over text, be sure to know your audience, and to ask for permission first. Hi, [first name]!

Prospecting 69

Prospecting Conversion Legal Sales 69

InsightSquared

JULY 21, 2020

A thorough knowledge of the product enables inside sales reps (ISRs) to develop effective sales pitches that highlight the proper product features. It prepares reps for every question, objection, or speculative comment a prospect makes. Objection Prevention. Objection Handling. Demo Skills.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align. Well, don’t.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

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. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. You’ve just done an amazing demo, but your buyer is voicing objections.

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. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. You’ve just done an amazing demo, but your buyer is voicing objections.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

InsightSquared

JANUARY 16, 2019

At InsightSquared, we take a consultative approach so we teach our BDRs about identifying a pain versus product pitching. Also, provide them with an objection handling guide so they have all the information they need. BDRs can’t help target customers with their problems unless they know how your product solves them.

X-functional 70

X-functional Objection handling Pipeline Up-sell 70

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Lead Fuze

JULY 18, 2023

Last but not least, we’ll examine real-life case studies from successful B2B businesses that effectively use these techniques. Nailing Key Milestones for Smooth Sailing Towards Close You need a compelling sales pitch tailored specifically for your target audience. It’s like riding a roller coaster with no lines.

Technique 52

Technique Closing Sales Follow-up 52

Salesforce

FEBRUARY 19, 2024

For example, a B2B software company might have personas like Tech-Savvy Startup Owner or Cost-Conscious SME Manager. It would outline methods for identifying and engaging key decision-makers, tips for personalizing pitches, and strategies for nurturing these relationships.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Lead Fuze

JANUARY 1, 2022

This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Closing the sale. Closed-Won:=].

Commission 52

Commission Sales Cross-sell Pipeline 52