Highspot

SEPTEMBER 11, 2023

This ensures reps can engage with customers at every stage of the buying process, from initial contact to closing the deal. It’s more than just understanding products or how to use a customer relationship management (CRM) tool. It involves onboarding, skill development, and evaluations.

Objection handling 59

Objection handling Sales Technique CRM 59

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

OCTOBER 10, 2023

Then, look for contacts within that company and follow them on LinkedIn. Is your contact the decision-maker, able to approve a deal or drive change within their organization? Remove them from your list of prospects, but don’t delete their contact information. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Highspot

JULY 18, 2023

Give them the skills to be confident when it comes to objection handling to help them field a wide gamut of customer concerns and issues. Objection handling exercises: A common tactic for sales teams to employ is objection handling. Let’s get started on building your success — contact us for a demo today.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

The 5% Institute

JUNE 15, 2023

They research and identify potential customers, make initial contact, and qualify prospects based on predefined criteria. CRM (Customer Relationship Management) systems enable efficient lead management, tracking, and analysis. Training should cover effective communication, product knowledge, objection handling, and sales techniques.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

The 5% Institute

JULY 4, 2023

Sales Velocity Sales velocity measures the speed at which deals move through the sales pipeline , from initial contact to closing. By aligning sales performance reviews with these objectives , businesses can ensure meaningful evaluations and actionable insights.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Hubspot

AUGUST 6, 2019

They learn how to use HubSpot’s CRM , Marketing , and Sales tools. The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Train them on how to use your CRM. When appropriate, have them take a CRM certification exam.

Negotiate 86

Negotiate Territory CRM Objection handling 86

Highspot

OCTOBER 11, 2023

Relationship Building: Cultivate long-term relationships with customers by maintaining regular contact and providing exceptional post-sale support. Objection Handling: Equip your team with objection-handling techniques to overcome common customer objections effectively.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Gong.io

MARCH 26, 2021

Next thing you know, you’re real-time updating your CRM. She “skips the CRM” and instead pulls data from Gong for her pipeline. No CRM for her team! Coaching deals means helping your team spotting risks and arming them with strategies to address them like… Contact going dark? To each other. Very anti- coaching.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Salesmate

MAY 22, 2020

You can contact the competitors pretending as a potential buyer to find out their strengths. Once you do the competitive analysis, create a list of USPs that makes you different from the competitors, and use it to handle the price objection. With the best CRM like Salesmate, you can put your follow-up on auto-pilot.

Price 124

Price Profit margin Objection handling Follow-up 124

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. Detail the Sales Development Process Clarify the take away for each step, from initial contact to closing deals.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

OCTOBER 2, 2020

That’s because Sales Engagement isn’t just a tool for automated sequences and CRM integrations. Sales enablement tools — your CRM, asset management solutions, etc. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all. will remain important pieces of the puzzle.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Gong.io

MAY 31, 2021

Objection handling. Questions (and answers) that tend to land here include executive outreach process, implementation process, point of contact with different teams, and so on. All CRM-related conversations are not to be trusted. A few years back, we shared the 12 best objection handling skills. .

Territory 118

Territory Objectives and Key Results Contract Price 118

SalesLoft

NOVEMBER 1, 2016

You’ve learned that letting the insights gained from lead records fly under the radar as basic CRM inputs is a detriment to your sales process. First off, the speed at which you respond to an incoming lead is important as an inbound SDR, and the channel with the highest rate of contact continues to be the phone. Objection Handling.

Objection handling 52

Objection handling Cold Call CRM Pitch 52

Sales Hacker

SEPTEMBER 20, 2019

They train you on how to introduce yourself, the company’s value prop, and objection handling. . Getting over the reluctance to dial before you walk into your first startup or software company, coupled with confidence in establishing control and objection handling, will spell success. . Who handles procurement? .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Highspot

JANUARY 3, 2024

Overcoming objections: Plan discussions or meetings to resolve any reservations or issues the prospect might have regarding the agreement. Shorter Sales Cycles Equipping salespeople with closing strategies and engagement tactics can shorten the time from initial contact to closing the deal.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Highspot

JANUARY 29, 2024

Smile, make eye contact, and use open gestures to convey warmth and approachability. This includes scripts, objection-handling guides, case studies, and other resources that help sales reps prepare for various negotiation scenarios.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Salesforce

NOVEMBER 20, 2023

Close with contact confirmation and a call to action. Now that you know the next steps, it’s a good time to confirm contact information such as physical addresses, phone numbers, and email addresses, as well as name spelling. Pro tip: Make sure all this data goes into your company’s CRM.)

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

PandaDoc

APRIL 3, 2023

You need to train them and equip them with the right strategies and tools to succeed, such as the right CRM system , and a sales playbook. Even if you hire the best sales reps , this doesn’t guarantee success. In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

SalesLoft

OCTOBER 17, 2016

From sending them valuable content, to question answering and objection handling — this is where you’re building a rapport that eventually leads to qualification. Throughout your sales cadence, you need to cover all of your bases to ensure connection with these prospects. Know How to Qualify Your Leads.

Process 52

Process Drivers/motivators Objection handling Sales 52

Salesmate

MAY 22, 2020

You can contact the competitors pretending as a potential buyer to find out their strengths. Once you do the competitive analysis, create a list of USPs that makes you different from the competitors, and use it to handle the price objection. With the best CRM like Salesmate, you can put your follow-up on auto-pilot.

Price 52

Price Profit margin Objection handling Sales 52

Sales Hacker

MAY 31, 2018

They use the company’s CRM pretty much like a limb but they also probe the deep corners of social media to discover new prospects. contact person’s specific role (authority) in the organization. Objection handling. CircleBack can be integrated into CRMs. SDRs can thus identify the best contact persons to engage.

SQL 48

SQL Appointment Pipeline Lead generation 48

Sales Hacker

OCTOBER 31, 2017

Skim through your organization’s knowledge base to understand different customer engagement scenarios and how real salespeople actually solved pain points, handled complaints, closed deals, and generated repeat business. . Initial Contact/Needs Assessment. Objection Handling. Prospecting. SNAP Selling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

SalesLoft

OCTOBER 2, 2018

Target contacts, accounts, opportunities, funding, competitors, news, growth rates, etc. Messaging includes email subject lines and bodies, but it’s also voicemails, call opening tactics, objection handling, discovery navigation, custom landing page copy… anything to support sales engagement.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Lead Fuze

JANUARY 1, 2022

LeadFuze gives you all the data you need to find ideal leads, including full contact information. If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. CRM tools are especially useful for sales operations. Sales Velocity.

Commission 52

Commission Sales Cross-sell Pipeline 52

Salesforce

JANUARY 18, 2024

There are many tools you can use to gather this information, but it’s best to start by collecting insights from your company’s CRM. Then, add institutional knowledge to any CRM data you collect. When you identify a prospect you’d like to pursue, find them on LinkedIn or ZoomInfo, and collect any available contact details.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

InsightSquared

JULY 21, 2020

With an activity capture tool to automatically log activity to your Salesforce CRM , you can monitor key activity metrics such as time to first touch, last touch, last inbound touch, last meeting, next meeting, and more. Objection Prevention. Objection Handling. for functions related to selling.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

SaaStr

MARCH 12, 2019

Very easy to do, any CRM you want. It’s like the stuff that we typically associate with a car salesperson, closing ability, convincing, objection handling, negatively correlated. You hit voicemail, that you left a voicemail and it just goes away and comes back. And then we’ve codified it into our systems.

Growth 82

Growth Cross-sell Contract X-functional 82

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Clearly define those stages and customize your tools (CRM, automations, etc.)

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65