Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

Objection handling 108

Objection handling Technique Sales Pitch 108

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Encourage sales reps to participate in live sales calls or meetings with their sales managers, followed by a debriefing session to discuss what worked and what could be improved.

Objection handling 52

Objection handling Pitch Sales Technique 52

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

Technique 52

Technique B2B Cross-sell Negotiate 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 painful to sift through and format lead lists for a call block. is probably the question you have right now.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Salesforce

OCTOBER 10, 2023

Think of it like the structure of a deal — the building blocks, like lead qualification and sales calls, that need to be stacked in a specific order so it’s possible to drive deals to close. The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. This isn’t just a quick pitch, however. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. How do you prepare for a sales call? Market research done? Prospects qualified?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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: . Note: This is for the first (cold!)

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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 painful to sift through and format lead lists for a call block. is probably the question you have right now.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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

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. PREPARE for your sales call like your job depends on it. Sales Call Tip #3: Start Your Sales Call Right. Stay away from them.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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. Luckily, there are a few things you can do today to start improving how you go about the rigorous, rejection-filled prospecting days. For the rest of you, listen up. Believe in your product.

Prospecting 104

Prospecting Cold Call Referrals Objectives and Key Results 104

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

Salesforce

MAY 30, 2023

It’s crucial to stay up to date on skills and education (via sales certifications, typically). Get started What are sales certifications? Sales certifications show competency in core skills or functions like cold calling or sales management. I recommend starting with “The Psychology of Selling” by Brian Tracy.

Education 52

Education Objection handling Cold Call Up-sell 52

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. PREPARE for your sales call like your job depends on it. Sales Call Tip #3: Start Your Sales Call Right. Stay away from them.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

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

Gong.io

MAY 27, 2018

Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. Let’s get started. Sales Call Step 1: Prepare like a Strategist. They’ve rehearsed their sales call process, and never show up just to “wing it.”. Start with the conclusion.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. Let’s get started. Sales Call Step 1: Prepare like a Strategist. They’ve rehearsed their sales call process , and never show up just to “wing it.”. Start with the conclusion.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

SEPTEMBER 10, 2021

We recently uncovered the the ORIGINAL cold call script used as a the training guide for all sales reps at Stratton Oakmont. And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. It has do’s and don’ts and pitch scripts.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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

Starting Meetings 3. Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Let’s get started. Let’s start with PROSPECTING! 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. on cold calls.

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 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

NOVEMBER 9, 2022

New sales reps can get up and running faster when there is a proven and repeatable process they can follow. A buyer persona describes the ideal person your reps should pitch to. There are plenty of ways to do so, including cold calling , emailing, and sending LinkedIn messages. Clearly stating the reason for your call.

Pitch 62

Pitch Cold Call Sales Referrals 62

Sales Hacker

APRIL 3, 2020

Objections Are Real: What to Avoid (00:00). Ever get tongue tied when prospects raise objections? I’d like to start by telling you a story. I wanted to hear the pitch, but more importantly, I wanted to hear how this person would respond to objections. ” And then the pitch. So I said “ Yes.”

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

NOVEMBER 7, 2017

Even if you can come up with an ROI there’s no trigger why to buy NOW. You need to know the whole landscape of how they’re currently trying to solve this problem, because it can help you frame up the advantages of your solution. Tailor Your Sales Pitch. Objection Handling. Not true for vitamins.

Objection handling 105

Objection handling Sales Cold Call Niche 105

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? What would you tell a woman just starting a career in sales? What would you tell a woman just starting a career in sales? Joyce Johnson.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. However, to move forward faster with more clarity and flexibility, you can start with the seven-stage sales process used by many business organizations: 1. Active listening, empathy, note-taking, trust-building, and following up are great skills to deploy in this stage. .

Process 81

Process Objectives and Key Results Repeat business Referrals 81

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. pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52