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

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Whether your chosen methodology is consultative, Challenger, Sandler, or something else, it’s all about finding a framework that resonates with your sales team and enhances their natural selling style.

Objection handling 52

Objection handling Pitch Sales Technique 52

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. 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 92

Sell Objection handling Assembly Line Territory 92

Partners in Excellence

OCTOBER 29, 2020

A project management oriented methodology, in addition to being aligned with how our customers work, is agnostic to the different ways we may want to create value, whether Challenger, Consultative, Solution, Customer Focused. We can easily incorporate the best principles/tools of any of these into our project management tools.

Sales 106

Sales Objection handling Represent Negotiate 106

SalesLoft

JANUARY 8, 2019

The typical value prop or elevator pitch is “We provide sales training and consulting that focuses on prospecting, meeting execution, negotiation, objection handling, and closing.” A closing thought on usage. A Real World Example. Let’s use my sales training as an example.

Healthcare 52

Healthcare Objection handling Construction Manufacturing 52

Salesforce

NOVEMBER 20, 2023

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. Close with contact confirmation and a call to action.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

APRIL 26, 2018

Some salespeople fail at building meaningful relationships or at closing deals simply because they do not grasp the fundamentals of how businesses operate and make decisions. Instead of stereotypical sales practitioners, businesses need accomplished advisors and consultants who: understand where their clients are coming from.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

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. The Real Reason Sales People Struggle to Close Opportunities. 4 Dirty Negotiating Tricks (and How to Counter Them).

Elevator Speech 77

Elevator Speech Cold Call Inside sales Objection handling 77

PandaDoc

APRIL 3, 2023

To make sure your sales playbook is truly useful to your sales team, you need to take a close look at your buyer personas and update them with information that is as detailed as possible. Your sales process is the entire sequence of repeatable steps your sales reps take to move a lead through your sales funnel and close a deal.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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. Human sellers drive B2B sales.

B2B 65

B2B Process Objection handling Negotiate 65

Hubspot

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. Driving to Close. Focus: Sales meetings, objection handling, and closing. The sessions covers the entire sales process, from building rapport and setting initial expectations to giving demos and negotiating.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Cassie Young. Be curious.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

OCTOBER 31, 2017

A sales process refers to the series of steps — each consisting of several activities and involving one or more sales methodologies — that are aimed at finding and connecting with customers; getting them to make a purchase; and creating a template for achieving sales objectives and replicating a desired level of performance. Prospecting.

Process 82

Process Objectives and Key Results Repeat business Referrals 82