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

AUGUST 22, 2018

Sales Training #1: Discovery Calls. 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. 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

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

Highspot

JULY 18, 2023

pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately. Why sales productivity matters Productivity is imperative to any organizations’ success, whether you’re selling widgets or SaaS. Role play: Let your sales team practice sales calls with real-life training exercises.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events. The Benefits Of Using A Sales Playbook. 2 – Building Rapport.

Technique 144

Technique Sales Clients Consult 144

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. 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

Salesforce

OCTOBER 10, 2023

For example, as part of the sales process, a rep may choose to reach out on LinkedIn or make cold calls to find prospects. Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. Identify and share call best practices. on cold calls.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Salesforce

FEBRUARY 19, 2024

A playbook is a comprehensive guide that outlines your team’s approach to selling. It compiles best practices, strategies, and tactics specific to the team and spells out roles, responsibilities, and objectives. This section is crucial for ensuring your team understands what they’re selling. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

NOVEMBER 9, 2022

It depends on what you’re selling, how you’re selling it, and who you sell it to. . There are plenty of ways to do so, including cold calling , emailing, and sending LinkedIn messages. If you want even more help to get your reps selling well over the phone, download our highly effective cold calling scripts.

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

JUNE 19, 2018

In fact, an ideal talk-to-listen ratio is almost the opposite of what you’d want on a discovery call: Prospecting calls aren’t about discovery. They are about selling your value to pique their interest enough for a meeting. 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

Highspot

DECEMBER 19, 2023

The sales development playbook ensures all sales interactions, including objection handling and closing techniques, are standardized and maintains a uniform customer experience throughout the buyer’s journey. Product/Service Information Your sales development team needs to know what they are selling.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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. It works in some situations (like negotiations), but it doesn’t work on cold calls. Simply put, there’s no cold call opening line that works better. Why do they do it?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

FEBRUARY 15, 2018

Check out our full list of speakers , but here are the top companies & speakers who will be presenting at Revenue Summit. Enterprise Sales – Selling to the Enterprise from Seed to IPO. The Psychology Behind Objection Handling – Mastering the Sales Discovery Process – Crafting Winning Sales Decks & Demos.

Cold Call 66

Cold Call Customers Objection handling Education 66

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. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” What you’ll learn: What is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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!) You can ask ChatGPT things like: I am selling a seabed mapping software solution to a mid-sized oceanic explorer company.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

CloserIQ

OCTOBER 30, 2018

This includes those who are good at cold calling, objection-handling, closing and cross-selling. Sales training shouldn’t end when your trainer finishes their PowerPoint presentation. Actionable takeaways. Avoid lectures or online webinars and get hands-on. 4) Create a plan for growth.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. When the strident discipline of project management meets the hyperactive process of selling, good things happen. Because rejection is all too common in selling , you’ll never find a successful practitioner who lacks the grit to endure a barrage of setbacks. . Lead qualification.

Cold Call 97

Cold Call Objection handling Technique Finance 97

Gong.io

JULY 6, 2018

Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Here’s the crux of it: The perfect talk-to-listen ratio depends on the type of sales call you’re making. Cold calling , for example, is a major outlier. seconds) versus unsuccessful (8 seconds) cold calls: Mastered that concept? Now switch ! We promise.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

NOVEMBER 7, 2017

But we often present our product as a solution. This goes to an idea that Jason Fried, one of the founders of Basecamp, talks about often: You don’t really sell “product” at the end of the day. You sell people a better version of themselves or their company. Objection Handling. What is cost of selling?

Objection handling 105

Objection handling Sales Cold Call Niche 105

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!) You can ask ChatGPT things like: I am selling a seabed mapping software solution to a mid-sized oceanic explorer company.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

JUNE 19, 2018

In fact, an ideal talk-to-listen ratio is almost the opposite of what you’d want on a discovery call: Prospecting calls aren’t about discovery. They are about selling your value to pique their interest enough for a meeting. 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

SalesLoft

OCTOBER 2, 2018

Perhaps you’ve heard about it in a presentation from a software vendor. It isn’t cold-calling lists (it’s not executing lists at all, in fact). Sales engagement delivers a higher quantity and quality of selling time. The reality is that calls often drive email replies and vice versa. How do you use it effectively?

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

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. In this case, we’d be neglecting a more fundamental and basic question, “Are we calling on the right people?” Nancy Nardin Founder, Smart Selling Tools. Upstream vs Downstream thinking.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Gong.io

JULY 6, 2018

Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Here’s the crux of it: The perfect talk-to-listen ratio depends on the type of sales call you’re making. Cold calling , for example, is a major outlier. seconds) versus unsuccessful (8 seconds) cold calls: Mastered that concept? Now switch ! We promise.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Gong.io

MAY 27, 2018

Click the banner below to get our printable Discovery Call Cheat Sheet): Sales Call Step 4: Present. When you’re ready to present, strive to flip your presentation on its head. Successful demo calls last 30.5% You’ve just done an amazing demo, but your buyer is voicing objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

Click the banner below to get our printable Discovery Call Cheat Sheet): Sales Call Step 4: Present. When you’re ready to present, strive to flip your presentation on its head. Successful demo calls last 30.5% You’ve just done an amazing demo, but your buyer is voicing objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Sales Hacker

OCTOBER 31, 2017

Disruptive technologies offer smarter ways of selling services and ideas. Every innovation in sales methodology upends the art of selling, and as best practices shift, can you really afford to stay on the sidelines? . Pitch/Presentation. Objection Handling. Conceptual Selling. What is a Sales Process?

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. Why people raise objections. The problem with overcoming objections. A way out: examples of the defusing objections framework.

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. They search for and directly engage sales opportunities--companies and decision makers who fit their ideal customer profile--and launch direct outreach efforts such as cold calling and emailing to move prospects through the sales pipeline.

B2B 65

B2B Process Objection handling Negotiate 65

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. Every single person that sells is going to face objections. It doesn’t matter.

Pipeline 72

Pipeline Cold Call Sales Prospecting 72