Gong.io

AUGUST 22, 2018

Asking between 11-14 well-thought-out questions on a dedicated discovery call correlates with the highest close rates, according to our data. They spread their questions evenly throughout the call, leaving plenty of “breathing room” between each major question. To start, show your team the data behind asking great questions.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

JUNE 25, 2021

Silence, followed by phone hanging up sound. I was hoping you’d call! Opening a cold call with “Did I catch you at a bad time?” The success rate for cold calls that opened with this line? Open up your next cold call with the following question: . Annoyed prospect.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal.

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

The 5% Institute

MARCH 28, 2022

Learning, implementing and following a sales process is one of the most important things you can learn in sales. Some of the benefits of using the 10 step sales playbook outlined in this guide include: It creates a system; allowing you to close sales like a road map. Certainty – for both you and your potential clients.

Technique 144

Technique Sales Clients Consult 144

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Gong.io

MAY 27, 2018

So what sales call steps should you follow? Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. We’ve formatted everything into 7 concise steps for you to follow. Sales Call Step 1: Prepare like a Strategist. Let’s get started.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

So what sales call steps should you follow? Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. We’ve formatted everything into 7 concise steps for you to follow. Sales Call Step 1: Prepare like a Strategist. Let’s get started.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

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? We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Follow these seven steps to develop your sales training program: 1. Practical advice: Pair up less experienced sales reps with seasoned veterans for a period of shadow learning.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

MAY 12, 2019

Because the Gong Labs research team used AI to analyze more than 5 million sales calls and pinpoint the words and phrases that close deals. Let’s move from a cold call through to a closed deal. That’s true whether you meet them in person or on a cold call. Sales Tactic 4: Say Why You’re Calling.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Highspot

JULY 6, 2023

Incorporate these topics into your classroom and in-context sales training and onboarding program to equip sellers to engage with prospects and close deals more efficiently. Sales Process and Strategy Mastering that sales cycle, from interest to closing, is essential for sellers to remain productive.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

NOVEMBER 20, 2023

How do you prepare for a sales call? How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. For the rest of you, listen up. Lots of time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s man and machine, working in harmony to close more deals and smash quotas out of the park.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

AUGUST 28, 2019

Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Here are some simple ways to ramp up SDRs to see those results as soon as possible. Objection handling.

Objectives and Key Results 68

Objectives and Key Results Cold Call Objection handling Inside sales 68

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . Everyone is following tedious prospecting process A…. Practice Cold Calling .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Gong.io

JULY 6, 2018

Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. Cold calling , for example, is a major outlier. Now switch !

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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? We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

DECEMBER 7, 2017

Just because you raised funding, you launched a product, or your CEO told you ‘it’s time to scale,’ doesn’t mean you’re ready to scale up your outbound sales team. Here are a few things you need to make sure you’ve checked the boxes on before you scale up the team. Outbound: reaching out to people cold via Linkedin. The metrics.

Objectives and Key Results 99

Objectives and Key Results CRM Sales Objection handling 99

Gong.io

JULY 6, 2018

Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. Cold calling , for example, is a major outlier. Now switch !

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Gong.io

SEPTEMBER 10, 2021

It defrauded many shareholders, leading to the arrest and incarceration of several executives and the closing of the firm in 1996 ( Wikipedia ). We recently uncovered the the ORIGINAL cold call script used as a the training guide for all sales reps at Stratton Oakmont. As soon as your buyer picks up the phone, start talking.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. Measure the number of calls your reps make per hour, week, and month. Calls longer than one minute. on cold calls.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Try and find the time on their calendar to listen in on calls ? Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery. It’s tough.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. Looking for a rich list of sales techniques and tips you can use to close more deals? They’re split into sections from discovery call tips , to product demos , to objection handling , and more. After all, you can’t close any deals if you don’t have a pipeline to work with.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Try and find the time on their calendar to listen in on calls ? Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery. It’s tough.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

NOVEMBER 9, 2022

By outlining the steps your reps need to take to move each deal from first contact to close, you set them on the path to success. The good news is that almost every sales team follows a similar set of steps. The stages of your sales cycle will largely follow the steps of your sales funnel. Everything is laid out before them. .

Pitch 62

Pitch Cold Call Sales Referrals 62

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

AUGUST 19, 2019

If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota. Level up your discovery skills: asking questions and listening. There is no “great line” for closing more deals or handling objections perfectly. . What’s the trick?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Outreach

MARCH 25, 2019

Visualizations of sales pipeline helps sales teams streamline their sales cycles and close higher-value deals faster. It is wise to closely align your sales cycle with your target customers’ buyer journey. Develop and enforce effective follow-up sequences. Continuously refine your cold call and email campaigns.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. In a practical sense, your sales process serves as a model by which any member of your sales team can replicate success in finding prospects, solving customer problems, closing deals, performing upsells, and bolstering client loyalty. . Objection Handling. Prospecting.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

JUNE 2, 2020

In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. In this case, we’d be neglecting a more fundamental and basic question, “Are we calling on the right people?” The definition of a snag is a tree, tree limb or bush that has fallen into a river.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. You actually have to slow stuff down to speed it up, so why not just start there? The game has changed but we haven’t caught up.

Growth 83

Growth Cross-sell Contract X-functional 83