Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . Millions of calls. Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? At Gong.io, we have the largest database of recorded sales calls in the world. Cold Calling Tip 1: Buy Time. Cold Calling Tip 2: Educate.

Cold Call 48

Cold Call Pitch Education Objection handling 48

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. There seems to be a ‘ cold calling is dead’ trend floating around these days. But fear of cold calling is going to hold you back.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Meetings booked.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . Millions of calls. Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. Role play: Let your sales team practice sales calls with real-life training exercises. Objection handling exercises: A common tactic for sales teams to employ is objection handling.

Objection handling 52

Objection handling Objectives and Key Results Cold Call Sales 52

Gong.io

AUGUST 22, 2018

They spread their questions evenly throughout the call, leaving plenty of “breathing room” between each major question. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. Your sales team can be amazing at discovery, presenting, and objection handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JANUARY 4, 2024

The strategy ensures reps are well-prepared to meet and exceed sales targets. The goal of a blended and financially supported approach is to transform sales professionals into exceptional performers, equipped and ready to meet evolving customer needs and achieve measurable business outcomes.

Objection handling 52

Objection handling Pitch Sales Technique 52

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. We’ve all shared a link to our calendar in a cold email. Silence, followed by phone hanging up sound. I was hoping you’d call! drops your chances of booking a meeting by 40%.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

Technique 52

Technique B2B Cross-sell B2C 52

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. 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. And nothing breeds consistency like a detailed, repeatable sales cycle. .

Pitch 62

Pitch Cold Call Sales Referrals 62

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. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? What are their pain points?

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. 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.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

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

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. That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. Simply put, there’s no cold call opening line that works better.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

SalesLoft

APRIL 6, 2020

You’re probably familiar with the concept of a Power Hour—a focused hour of calling in which everyone on the sales floor calls only your best prospects with a common theme or talk track. Traditionally, SDRs use power hours to focus on setting meetings. Who booked the most meetings? Gamify SalesLoft With Content Contests.

A/B testing 95

A/B testing Objection handling Cold Call Trust 95

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

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Sales Call Tip #2: Structure Your Sales Call.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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. Speed up your sales Wait, what is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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

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!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? What are their pain points?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 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 67

Objectives and Key Results Cold Call Objection handling Inside sales 67

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

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Sales Call Tip #2: Structure Your Sales Call.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

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. Sellers are calling 90% of them, however, they aren’t converting enough calls to meetings. Upstream vs Downstream thinking. What are you missing? Linkedin.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Gong.io

MAY 27, 2018

If you don’t have the right plan going into a sales call, it’s going to be much harder to get to the next stage in a sales cycle. 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.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

If you don’t have the right plan going into a sales call, it’s going to be much harder to get to the next stage in a sales cycle. 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.

Closing 48

Closing Objectives and Key Results Objection handling Price 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

Outreach

MARCH 25, 2019

Adopting the right sales cycle (and its component phases) is critical because doing so provides sellers with an effective process or model to follow. Develop and enforce effective follow-up sequences. Continuously refine your cold call and email campaigns. Always follow-up. to reflect those stages.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 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. Sales has its ups and downs and is filled with a tremendous amount of pressure. Get comfortable with rejection.

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

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