Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. This makes B2B sales training more important than ever.

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. The sales cycle has seven stages, from customer research to close.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

JUNE 8, 2023

Address objections with solutions: Offer negotiation strategies for price-related objections: If clients raise concerns about the price, provide them with negotiation strategies that can potentially bridge the gap between their expectations and the seller’s asking price.

Real Estate 52

Real Estate Objection handling Transportation Finance 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

Gong.io

JULY 11, 2022

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. The recent pandemic, however, has shown that even larger deals can close remotely (and buyers actually prefer it!).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Cerebral Selling

JANUARY 18, 2021

“How do you justify forcing small businesses to close while letting big-box stores stay open?”. Objections present opportunity for confrontation. As I discuss in Chapter 7 of my book , this non-confrontational way of introducing a response to an objection begins with acknowledging and empathizing with the objection.

Objection handling 178

Objection handling Negotiate Strategize Presentation 178

Gong.io

JUNE 25, 2021

The data prove it will be worth that extra click: Deals are 127% more likely to close when the video is used during any point in the sales process: 127% higher? Again, the data prove it out: Win rates are 94% higher for deals where sales pros sell with video on (the stats aren’t even close): . Do you want to close deals quickly?

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Closing Bigger

JANUARY 7, 2020

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution: If you commodify your clients they will commodify you Don’t aim to fit the sales culture, aim to be indispensable If it’s predictable, duplicable and repetitive it will be automated People skills eat sales hacking skills for breakfast Stop (..)

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Presentation Skills. Objection Handling Skills. Negotiations. They close more business. Presentation Skills. Objection Handling Skills. Negotiations. They close more business. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Practical advice: Organize regular pitch practice sessions where reps can present to their peers or supervisors acting as potential customers. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Presentation. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Asking between 11-14 well-thought-out questions on a dedicated discovery call correlates with the highest close rates, according to our data.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Salesforce

NOVEMBER 20, 2023

The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. Ideally, a rep closes a sales call with a verbal agreement from the prospect to make a purchase. Then create a slide deck or presentation specifically addressing those needs.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

AUGUST 6, 2019

From technical setup to call observation and activity shadowing, new reps get an up-close look at the end goal of their training period. The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Practice negotiating and common object handling.

Negotiate 88

Negotiate Territory CRM Objection handling 88

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. The Gatekeeper. A lot of our customers used to or still use Competitor X.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Partners in Excellence

NOVEMBER 27, 2018

At the risk of repeating myself, these programs have been upgraded in how they are being presented. 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

I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. In today’s selling methodologies, we tend to focus on sales specific skills and capabilities, we talk about prospecting skills, qualifying, objection handling, negotiation, closing and other skills.

Sales 106

Sales Objection handling Represent Negotiate 106

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. Understanding your full sales cycle is important because it will determine how much time you have to close a sale and whether or not the customer has enough information on which to make an informed decision. Presentation.

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Partners in Excellence

MAY 18, 2016

We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process. We spend billions training people in those skills.

Customers 51

Customers Objection handling Negotiate Technique 51

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. It works in some situations (like negotiations), but it doesn’t work on cold calls. It’s an outstanding cold call closing tactic.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. How to follow up even further: Let’s say you got an objection related to data privacy.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. Make close allies with marketing and customer success. Watch your sales teams close rates improve when they have on-demand materials to support their conversations.

Sales 100

Sales Gaming Objection handling Quota 100

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. 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.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

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? Here is what the data told us: Deals that close use 9.1-minute minute sales deck presentations, on average, during the introductory sales meeting. Of course, you do. Losing deals had 11.4-minute

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Engage Selling

MARCH 24, 2018

Stuck deals aren’t just ones that haven’t closed yet. Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. They’re the ones that have … Read More »

Closing 48

Closing Objection handling Presentation Negotiate 48

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

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 ). There are quotes about persistence and ABC (Always Be Closing). Tip #3: Use closed questions. Closed : These questions are intended to be rapid fire. Terms and definitions.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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? Here is what the data told us: Deals that close use 9.1-minute minute sales deck presentations, on average, during the introductory sales meeting. Of course, you do. Losing deals had 11.4-minute

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

MAY 31, 2021

Close more deals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Sales presentations. Sales presentations. Increase revenue. Contracting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Sell Objection handling Customers 81

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Sales Hacker

APRIL 16, 2018

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. Perhaps even some of the better ones help them close deals and achieve their target. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

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

Hubspot

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. The right story, presented in the right way, can change the course of a sale. Driving to Close. Focus: Sales meetings, objection handling, and closing. Sales Presentation Training. Your SalesMBA™ Workshops.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

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. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133