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

Highspot

JANUARY 29, 2024

Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly. You should have clear goals and objectives laid out before the call. This not only demonstrates your expertise but also builds confidence in your ability to deliver results.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Determine likely objections and responses Expect objections to the sale — even if you’ve done your homework and mapped out the perfect product solution for the prospect. Follow these four steps: 1.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

MAY 16, 2023

A sales coach is a professional who specializes in providing guidance, training, and support to salespeople to improve their skills, performance, and results. Here are some key qualities to look for when hiring a sales coach: 1. This clarity will guide you in finding a coach who aligns with your objectives.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Gong.io

MAY 18, 2018

Because your contactable marketing list may be cut in half. As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. Why’s that? Every deal has a lot of moving parts. Dissect it.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Gong.io

AUGUST 22, 2018

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. This data (along with every other data point we’ll cover) comes from analyzing almost two million recorded sales conversations with AI.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

DECEMBER 19, 2023

This results in a more powerful go-to market strategy. 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. How Do You Create a Winning Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Lead Fuze

SEPTEMBER 30, 2023

An introduction to AI for outreach isn’t complete without mentioning how these smart tools also help increase conversion rates by delivering high-quality content crafted specifically according to user preferences and behaviors. These insights can be used to craft personalized messages, thereby increasing conversion rates.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Gong.io

MAY 18, 2018

Because your contactable marketing list may be cut in half. As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. Why’s that? Every deal has a lot of moving parts. Dissect it.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

Gong.io

MAY 18, 2018

Because your contactable marketing list may be cut in half. As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. Why’s that? Every deal has a lot of moving parts. Dissect it.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Sales Hacker

MAY 2, 2018

Because your contactable marketing list may be cut in half. As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. Why’s that? Every deal has a lot of moving parts. Dissect it.

Pipeline 51

Pipeline Objectives and Key Results Objection handling Sales 51

Hubspot

OCTOBER 14, 2020

This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses. When done right, a mock call can be an incredibly effective exercise that yields meaningful results and improves your reps' sales skills and composure. Prospect Demanding a Discount.

Cold Call 85

Cold Call Objectives and Key Results Objection handling Construction 85

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. It should be acknowledged by an SDR in the conversation in a playful and joyful manner.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Partners in Excellence

OCTOBER 17, 2016

” I responded, “There are two key sets of metrics that provide the leading indicators, and naturally we look at revenue attainment as a trailing indicator.” We’ve studied they key drivers to our business, and the two that we track seem to be really good for us?” You get the point.

Objection handling 89

Objection handling Drivers/motivators Follow-up Up-sell 89

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. roleplay various conversation situations, . Scripts are rigid. One-way talk.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

OCTOBER 16, 2020

As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. Here are a few simple tactics to use when trying to bring down a prospect’s guard: Making the conversation about the prospect. It is very common for salespeople to forget the point of a conversation.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Gong.io

JUNE 8, 2022

They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Identify pain : What are their primary business objectives? It’s where most discovery conversations go right out of the gate… especially if you’re using Gong’s article, “ 12 Sales discovery questions to pinpoint real pain ”.

Process 62

Process Objectives and Key Results Quota Sales 62

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. This data can include contact information, behavior, and engagement history. What Is a Digital Sales Room?

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

MAY 3, 2018

We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working). Does it progress the conversation? They have objections you’ll need to overcome with objection handling techniques. Think about it…. And they want to know more.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Salesforce

JANUARY 18, 2024

The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. As these conversations unfold, you learn more about your prospects and how you can make their jobs — and lives — easier with your solutions. Without it, you get lost, fumble, or stall out.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . You’d think asking someone how they have been implies you’ve had a conversation with them before. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Every result or goal you want to achieve is preceded by a process. Results aren’t all bad. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . You’d think asking someone how they have been implies you’ve had a conversation with them before. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. It prepares reps for every question, objection, or speculative comment a prospect makes. The key for reps is to make sure you are spending your time wisely. Active listening enables reps to pose thoughtful follow-up questions and guide the conversation.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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. And here’s your advantage: You’ve had this same conversation hundreds of time. You can predict the conversation “paths,” and how to navigate each one.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

OCTOBER 2, 2020

Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment. Conversational intelligence, forecasting, customer success and more will all ultimately live in one tool. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation. Preventing Objections.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Gong.io

MARCH 26, 2021

Focus >> results. Coaching deals means helping your team spotting risks and arming them with strategies to address them like… Contact going dark? Gong gives reps the tools they need to self-train using real-life conversations. Consistency is key. Are they introducing pricing too early in the conversation?

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. To have reliable CRM data means to have a database of leads, contacts, accounts, and activities that is accurate, complete and meaningful. To have a fast flowing revenue stream, you need to get many factors right. Conclusion?.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

OCTOBER 31, 2017

A sales process refers to the series of steps — each consisting of several activities and involving one or more sales methodologies — that are aimed at finding and connecting with customers; getting them to make a purchase; and creating a template for achieving sales objectives and replicating a desired level of performance.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

JULY 24, 2023

For sales enablement content to be effective, it needs to have a clear goal and be mapped to each stage so that reps are prepared for any type of conversation. As a result, content has become the center of the modern sales cycle, rewarding sellers who engage their target audience with valuable insights and subject matter expertise.

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

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. Objection handling exercises: A common tactic for sales teams to employ is objection handling.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52