Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. Sellers will also better understand customer needs and apply technology like CRM to streamline processes when fully equipped. Strong leaders inspire their teams, set clear objectives, and strategize effectively.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

OCTOBER 10, 2023

It’s important to note that, while they’re often used synonymously, a sales cycle is slightly different than a sales process. Think of the sales cycle as the “what” — or the steps — of a sale, whereas the sales process is the “how” of a sale – the way salespeople carry out those steps to move prospects to the next stage.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

JUNE 25, 2021

Steve, a CRO friend, did an A|B test and shared the results with me in this email: . 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: . line resulted in a 6.6x

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Highspot

DECEMBER 19, 2023

Its benefits contribute to more aligned sales processes and reps that excel in their roles: 1. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 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. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., This means getting actionable insights that can help guide sales strategy and decision-making processes. ChatGPT is a generative AI tool that uses natural language processing to understand and respond to your queries.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

MAY 12, 2019

They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. 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.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. How do you prepare for a sales call? Use this as a reference during the sales call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., This means getting actionable insights that can help guide sales strategy and decision-making processes. ChatGPT is a generative AI tool that uses natural language processing to understand and respond to your queries.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

AUGUST 28, 2019

When you feed them the right amount of training with the right amount of technology, that machine pumps out killer results. Here are some simple ways to ramp up SDRs to see those results as soon as possible. Make it scalable by putting every new SDR through the same process, regardless of where they are in their career.

Objectives and Key Results 68

Objectives and Key Results Cold Call Objection handling Inside sales 68

Sales Hacker

SEPTEMBER 20, 2019

Prospecting is often cited as the most difficult step in any sales process. . Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Hubspot

OCTOBER 14, 2020

I know keep saying it, but these exercises are for your reps' professional development — and that process is incremental. Make sure these calls are relevant to the rep's responsibilities and in keeping with their experience. Run-of-the-Mill Cold Call. Here are some of the most common ones they can be applied to.

Cold Call 85

Cold Call Objectives and Key Results Objection handling Construction 85

Sales Hacker

OCTOBER 16, 2020

They tend to feature dump and forget the purpose of a cold call. As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. The next question you may have is, how do you start building rapport when you only have 30 seconds to make an impression on a cold-call?

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

PandaDoc

DECEMBER 7, 2017

Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on. So once you nail your process and ensure that it’s ROI positive, you can grow a long way. A repeatable process. How do you know if your repeatable process is working? Make sure your process is optimized.

Objectives and Key Results 99

Objectives and Key Results CRM Sales Objection handling 99

Gong.io

MAY 27, 2018

They’ve rehearsed their sales call process, and never show up just to “wing it.”. Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. The top 5-10% of performers use a more organized, repeatable sales process than their peers.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

They’ve rehearsed their sales call process , and never show up just to “wing it.”. Again, we know this from studying roughly 2 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. The top 5-10% of performers use a more organized, repeatable sales process than their peers.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). PS: Feeling super pumped about improving your sales processes? That’s why we created a key-metrics-only sales report template in Excel. Not getting great results?

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. 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

FEBRUARY 9, 2019

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. There seems to be a ‘ cold calling is dead’ trend floating around these days.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. 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

Sales Hacker

OCTOBER 31, 2017

With all of the advancements in sales and buyer side technology, now is the time to modernize your sales process or risk becoming irrelevant. The top professionals at hyper-growth companies are busy hacking their sales process. What is a Sales Process? In addition to being: 1) Customer-centric, your sales process must also be.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

AUGUST 19, 2019

Have a strong, predictable process. There is no “great line” for closing more deals or handling objections perfectly. . Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. They ask to silently audit ten of their cold calls or three of their demos.

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Mindest : Be a Student, not just of the product, but of the process. Become the Beyonce of B2B sales.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Even with all of those in place, your journey to quota can hit snags.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Highspot

JULY 18, 2023

Below are a few key points on the importance of an effective sales training program: It improves rep retention: In order for sales reps to succeed, they need to be equipped with the proper tools, resources, and materials. It reduces onboarding time: According to HubSpot , the onboarding process for a new rep takes an average of 3.2

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52