Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. Account A business, customer, lead, or prospect a company engages with to sell products or services to. A uthority: Who at the company makes buying decisions?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Sales Hacker

JUNE 1, 2021

How do you respond to objections without getting flustered — or making your prospect frustrated? In this interactive workshop, he’ll walk you through what works (and what doesn’t) when prospects raise serious questions during cold calls, disco and demos. Cold call objection rollplay #1 [5:15].

Objection handling 107

Objection handling Cold Call Prospecting Meeting 107

Gong.io

NOVEMBER 22, 2021

Objections. Objections. Objections. Cold call objections are par for the course for outbound sales reps. Follow this 3-point framework to overcome any and all cold call objections you will face. Bonus: We’ll also share 4 cold calling tips to avoid cold call objections entirely.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

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.

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Cold Call Pitch Education Prospecting 123

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

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Objection handling Objectives and Key Results Trust Prospecting 98

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end).

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Prospecting Cold Call Referrals Objectives and Key Results 126

Sales Hacker

DECEMBER 11, 2019

I was talking recently with an SDR who’s brand new to selling — and struggling with how to do effective cold calling. I’m going to protect his identity here and call him “Joe with Acme, Inc.,” ” not just because it’s fair to him but because he could be anybody out there doing cold outreach.

Cold Call 72

Cold Call Objection handling Campaign Prospecting 72

Outreach

AUGUST 9, 2018

Objections are part of the cold calling game. You need ways to keep your prospect on the line, and buy enough time to educate them and sell the meeting. And that's where objection handling comes in. Knowing how to sidestep cold call objections can separate a good seller from a great one. .

Cold Call 56

Cold Call Objection handling Gaming Education 56

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. Cold calling is not for the faint of heart. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). Sound advice… but NOT for prospecting calls. It’s tough.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? However, we believe that the success of a cold call heavily depends on whether you have a good or a bad script. Your prospect has just lost touch with you.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? However, we believe that the success of a cold call heavily depends on whether you have a good or a bad script. Your prospect has just lost touch with you.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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. How many attempts does it take each rep to engage with prospects?

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

APRIL 5, 2018

2) Failing to recognize and overcome objections. 3) Losing control of the call. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? I’ll be the first to admit I’ve made some terrible cold calls! Let me ask you a question.

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Cold Call Objection handling Technique Sales 90

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 Prospecting 48

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. You should use a proven winner.

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Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

NOVEMBER 1, 2019

Use this template for a response to a prospect request: I am happy to do that. Well, there are some negotiation and objection handling techniques that can help, but the best way I’ve ever come across is quite simple. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

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Negotiate Objection handling Pipeline Cold Call 105

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. 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. Instead, spend a few minutes warming up the tone of the call.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

JANUARY 11, 2018

These activities commonly include: Prospecting. Demos, objection handling, closing. They are committed to meeting target metrics such as the required volume of prospecting activity they need to perform daily — even when their pipeline is already humming or when they have just closed a major deal. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Repeat business 107

Sales Hacker

SEPTEMBER 20, 2019

Prospecting is often cited as the most difficult step in any sales process. . Finding new opportunities among the sea of prospective buyers in your segment is always a challenge. Everyone is following tedious prospecting process A…. They train you on how to introduce yourself, the company’s value prop, and objection handling. .

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Cold Call Objection handling Objectives and Key Results Represent 92

The 5% Institute

MARCH 28, 2022

Below is a detailed breakdown of the 10 step sales playbook: #1 – Prospecting. . The first part of the 10 step sales playbook, is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Prospecting can generally be two-fold – inbound and outbound. 2 – Building Rapport.

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Technique Sales Clients Consult 144

Hubspot

OCTOBER 14, 2020

A well-executed mock call is an excellent opportunity for you to get a better feel for your reps' strengths and weaknesses. You can see, first-hand, what they're doing well and where they have room to grow when interacting with prospects and customers. Make sure the degree of call difficulty is in keeping with your reps' experience.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

Sales Hacker

AUGUST 28, 2019

Include best practices for: Prospecting. Objection handling. Sales Articles – Include useful reading related to: Cold calling and email tips. Cold call scripts. How to spend time prospecting. Handling Objections. CRM maintenance. Using tools to maximize productivity.

Objectives and Key Results 92

Objectives and Key Results Cold Call Objection handling Inside sales 92

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 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

NOVEMBER 7, 2017

Tailoring your message already starts in lead generation (cold calling, email prospecting). Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories.

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Objection handling Sales Cold Call Niche 108

CloserIQ

OCTOBER 30, 2018

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. Actionable takeaways. Make sure the sales leader is right for the role.

Objectives and Key Results 98

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

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 Inbound Sales Process.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. Cold calling is not for the faint of heart. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). Sound advice… but NOT for prospecting calls. It’s tough.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. For example, prospecting is a stage in the sales cycle.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. Cultivate playlists of the best calls from your team every week and have the team vote on their favorite and dissect why the call was good.

A/B testing 95

A/B testing Objection handling Cold Call Trust 95

SalesLoft

FEBRUARY 5, 2016

These three infographics below show 15 examples of the stresses SDRs face every day, and ways they can confront them head on: 5 Reasons Your Prospects Say No. 5 Actionable Tips for Cold Calling. 5 Actionable Tips for Cold Calling. 5 Top Email Mistakes that Will Send You to Spam.

Cold Call 52

Cold Call Objection handling Appointment Sales 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Smart Calling Blog, by Art Sobczak. Cold calling is the dirty little secret no one wants to admit to. Inside Sales Power Tip 126 – Stop Calling High. Never Make Another Cold Call?

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Elevator Speech Cold Call Inside sales Objection handling 78

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Price Objections The price tag is often where prospects hesitate.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Sales Hacker

JULY 26, 2023

Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. Real-life example: Creating ChatGPT parameters Nothing is more tedious than getting a long email from a prospect you need to pull key ideas out of and rewrite for the CRM. Researching ICPs and pain points Need to know more about your prospects?

Objectives and Key Results 97

Objectives and Key Results Pitch Cold Call Sales 97

criteria for success

JANUARY 20, 2022

This fear is also a leading cause of debilitating “head trash” that can keep salespeople from making enough cold-calls or setting up new business meetings. With that said, go into meetings and cold-calls prepared to field a wide range of objections. 5: “That's not my call.”. Handling Objections.

Objection handling 52

Objection handling Cold Call Sales Prospecting 52

PandaDoc

DECEMBER 7, 2017

Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on. For most prospects, you will want to start out with a 15-minute phone screen. Objection handling – What the common objectives are, and how to overcome them.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Sales Gravy

APRIL 10, 2025

Lets call this what it is: avoidance. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Phone Calls Cold calls. Warm calls. Follow-up calls. Call blocks. Objection Handling If objections scare you, its because you dont practice.

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Closing Objection handling Cold Call Contract 52

Sales Hacker

AUGUST 19, 2019

Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. Before you ultimately practice on your prospects, build your confidence in safe scenarios where you can screw it up as often as you’d like. . How to handle a specific objection? They work. .

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Quota Objectives and Key Results Sales Prospecting 102