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.

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Cold Call Objection handling Campaign Prospecting 64

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.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

JUNE 6, 2025

Leaders like Kevin “KD” Dorsey use AI to surface rep weaknesses, diagnose call issues, and build targeted training. For example, reps getting to practice pitch delivery and objection handling at scale (not to eliminate reps, but to sharpen them). Draft follow-ups, segment leads, and prep calls manually.

GTM 52

GTM Objection handling Cold Call Follow-up 52

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. Analyzing cold calling scripts.

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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. Analyzing cold calling scripts.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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 48

Sales Hacker

OCTOBER 16, 2020

Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. If you’re in the Enterprise space and can close in 1 call, please leave a comment below and teach me your ways. Selling a product in the Enterprise space takes time. And many many calls and meetings.

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Prospecting Cold Call Referrals Objectives and Key Results 125

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.

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Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

APRIL 5, 2018

How to Sell Over the Phone: Rookie Mistakes to Avoid. 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? 1) Not picking up on pain or interest signals.

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Cold Call Objection handling Technique Sales 89

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.

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Process Objectives and Key Results Cold Call Objection handling 103

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?

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Cold Call Objectives and Key Results Price Negotiate 107

Martech

JULY 19, 2023

She’s done everything from cold calling to cutting-edge B2B marketing. It was a call center. I got to really know outbound marketing: Objection handling, what do we say to a customer? I found a startup called MRP and was there in the beginning with the founders James Reagan and Kevin Cunningham.

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Cold Call Objection handling Promote Negotiate 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.

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Cold Call Objection handling Technique Pipeline 107

Sales Hacker

FEBRUARY 15, 2018

Enterprise Sales – Selling to the Enterprise from Seed to IPO. Enterprise Sales Development – Using A Multi-Channel Approach – Leveraging Cold Calling, Cold Emailing, Outbound & Inbound Channels, Intimate Events, Texting and Video. Cold Calling – Everything You Need to Know in 2018.

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Cold Call Customers Objection handling Education 83

Sales Hacker

NOVEMBER 1, 2019

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. We can also work more along the lines of the client’s buying cycle than our selling cycle.

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Negotiate Objection handling Pipeline Cold Call 99

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

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.

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Cold Call Objection handling Pitch Sales 103

Sales Hacker

NOVEMBER 7, 2017

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. Tailoring your message already starts in lead generation (cold calling, email prospecting). Objection Handling.

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Objection handling Sales Cold Call Niche 108

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. 9 – Objection Handling. 2 – Building Rapport.

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Technique Sales Clients Consult 144

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.

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Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

SEPTEMBER 20, 2019

They train you on how to introduce yourself, the company’s value prop, and objection handling. . Practice Cold Calling . My prep work for tech sales was cold calling life insurance leads. . There are plenty of hungry agents out there who will let you sell for them and walk you through the process.

Cold Call 85

Cold Call Objection handling Objectives and Key Results Represent 85

Sales Hacker

AUGUST 28, 2019

Objection handling. Sales Articles – Include useful reading related to: Cold calling and email tips. Social selling. Cold call scripts. Key pain points to listen for during the qualifying phone calls. Tips to concentrate, stop selling the product, and ask the right questions.

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Objectives and Key Results Cold Call Objection handling Inside sales 85

CloserIQ

OCTOBER 30, 2018

This includes those who are good at cold calling, objection-handling, closing and cross-selling. Sales training participants can also benefit from the advice and stories of the most successful reps at various points in the pipeline. Actionable takeaways. Avoid lectures or online webinars and get hands-on.

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

Hubspot

OCTOBER 14, 2020

You don't want to throw a new SDR into the deep end by conducting a mock call as a combative C-Level executive, and you don't want to go over a mild-mannered cold call with a seasoned AE. Your mock calls should become more challenging and high-stakes as your reps continue to refine their skills and take on new responsibilities.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 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

Salesforce

NOVEMBER 15, 2024

They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity. Cold call assessment 2. Objection handling assessment 3. Complete onboarding 2.

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Tradeshows Drivers/motivators Territory Negotiate 52

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.

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B2B Process Objection handling Negotiate 65

Hubspot

AUGUST 15, 2013

The Science and Art of Selling, by Alen Majer. 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. The Essence Of Selling. Geoffrey James.

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Elevator Speech Cold Call Inside sales Objection handling 78

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively.

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Objection handling Cold Call Contract Pitch 52

PandaDoc

DECEMBER 7, 2017

Quality metrics – It’s important to measure things like customer retention to ensure your rep isn’t selling customers things they don’t need. But are your systems and technology operating smoothly enough where your reps can just ‘sell’ and not worry about navigating hacked-together systems? Enough work to do.

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Objectives and Key Results Sales CRM Objection handling 99

Sales Gravy

APRIL 10, 2025

link] The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Lets call this what it is: avoidance. Lets call this what it is: avoidance. Phone Calls Cold calls. Warm calls. Follow-up calls.

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Closing Objection handling Cold Call Contract 52

criteria for success

JANUARY 20, 2022

Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. 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.

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Objection handling Cold Call Sales Trust 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. When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells.

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Objectives and Key Results Negotiate Sales Technique 110

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.

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Objectives and Key Results Pitch Cold Call Sales 92

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.

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Pipeline Cold Call Sales Prospecting 76

Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area.

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Objectives and Key Results Objection handling Technique Pitch 52

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.

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Objection handling Objectives and Key Results Sales Cold Call 52