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

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Download Now.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

AUGUST 22, 2018

If your reps successfully implement a healthy quantity of questions, tempered with the right velocity, they’ll end up with a winning “ talk-to-listen ratio” : Once you’ve talked about these data points in your discovery-focused sales training, now it’s time to introduce a “breakout session” with your team. I have two tools for you here.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

The 5% Institute

JUNE 15, 2023

They research and identify potential customers, make initial contact, and qualify prospects based on predefined criteria. Sales engagement platforms help automate outreach, schedule follow-ups, and track prospect interactions. Sales SDRs generate leads through targeted research, online platforms, and social media outreach.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Salesmate

MAY 22, 2020

Ensure you take a brief pause whenever someone raises a price objection. Instead of giving up, ask some questions to your prospects and move them to a different track for thinking beyond the price. Handling price objection example: Prospect: Your product is too expensive. [If Wrapping up. Follow-up with them.

Price 124

Price Profit margin Objection handling Follow-up 124

Lead Fuze

JULY 18, 2023

Plus, we’ll highlight the importance of following up with customers post-sale to ensure satisfaction with their purchase or service received. So buckle up as we take you through this free guide on how to fill your sales funnel by becoming proficient at closing sales! It’s like a road trip with twists and turns.

Technique 52

Technique Closing Sales Follow-up 52

Sales Hacker

SEPTEMBER 11, 2019

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. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Hubspot

MAY 10, 2022

Otherwise, you risk violating privacy laws and also contacting a customer on a medium they don’t expect to be contacted on. To get customers to sign up, you can ask them to text a keyword to a mobile number. Don’t forget to send a confirmation text (ie “You’ve been signed up on our mailing list! Text STOP to opt out”).

Prospecting 69

Prospecting Conversion Legal Sales 69

Hubspot

JUNE 21, 2023

If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. When you hear the following five prospecting brush-offs, use these responses to break the prospect’s trance and get them to truly tune into what you’re saying. Dare to be different.

Contract 76

Contract Cross-sell Prospecting Follow-up 76

Salesforce

NOVEMBER 20, 2023

Speed up your sales Wait, what is a sales call? These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Follow these four steps: 1.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

The 5% Institute

JULY 5, 2023

Sales Scripts Sales scripts provide a structured framework for sales representatives to follow during conversations with potential customers. They outline key talking points, objections handling techniques, and effective closing strategies. They facilitate networking and serve as a reminder for potential clients.

Objection handling 52

Objection handling Sales Click Through Rate Lead generation 52

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

Lead Fuze

SEPTEMBER 30, 2023

Zapier lets you automate repetitive tasks such as creating follow-up reminders or moving customer data between apps so that your reps spend more time closing deals rather than getting bogged down with administrative chores. However, Zapier , an automation tool powered by AI, can help them cut down on manual work.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

Lead Fuze

NOVEMBER 30, 2021

LeadFuze gives you all the data you need to find ideal leads, including full contact information. This is crazy specific, but you could find all the people that match the following: . 6 Ups Account Executive Interview Questions to Find the Best Talent. If you can never give up, it’s what makes someone a great salesperson.

Quota 52

Quota Objection handling Sales Follow-up 52

Highspot

JANUARY 29, 2024

Timely Follow-Up: After initial discussions, follow up promptly and consistently. Smile, make eye contact, and use open gestures to convey warmth and approachability. It’s easy to have tunnel vision and get wrapped up in your proposal. Let the buyer ask questions and give thoughts or feedback.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . Everyone is following tedious prospecting process A…. Repeat this mantra as soon as you wake up.

Cold Call 71

Cold Call Objection handling Objectives and Key Results Represent 71

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. But only if they are prepared and know what objections might come up along the way. No sale is perfect, and when objections come up, the question becomes what are you going to do? Objection Handling Script.

Objection handling 52

Objection handling Commission Prospecting Price 52

Highspot

JANUARY 3, 2024

This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. 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

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do This will be my last attempt at contacting you.". "If Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Things to Say On the Phone. “I

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

Highspot

APRIL 20, 2021

Objection handling. Main points of contact and subject matter experts to leverage. How do you loop an executive into a deal, and set them up to best support you? When targeting a new industry, it’s imperative your reps know how to walk the talk. Competitive info. Best-Practice Plays. Internal Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Partners in Excellence

OCTOBER 17, 2016

She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. They just tell me to follow the playbook.” She was doing what she had been trained to do, she was following her playbook, but she was failing.

Objection handling 89

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

Salesmate

MAY 22, 2020

Ensure you take a brief pause whenever someone raises a price objection. Instead of giving up, ask some questions to your prospects and move them to a different track for thinking beyond the price. Handling price objection example: Prospect: Your product is too expensive. Wrapping up. You can handle this objection.

Price 52

Price Profit margin Objection handling Sales 52

Score More Sales

SEPTEMBER 26, 2014

Listen Up & Learn. Objection Handling. Remember your goal when contacting someone you don’t know is to pique their curiosity or add value or insight in some way that they’d be willing to talk to you for a few minutes at a later time. Look for a follow-up article on those six pillars of the perfect pitch.

Sell 90

Sell Objection handling Pitch Contract 90

Lead Fuze

JANUARY 1, 2022

LeadFuze gives you all the data you need to find ideal leads, including full contact information. This is crazy specific, but you could find all the people that match the following: . It can be defined as the steps, beginning with identifying clients and following up after closing deals. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. They have objections you’ll need to overcome with objection handling techniques. Cold calls that include collaborative language are generally more likely to result in follow-up. and 5:00 p.m.,

Cold Call 123

Cold Call Pitch Education Objection handling 123

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. For the rest of you, listen up. Sell time on your calendar.

Prospecting 108

Prospecting Cold Call Referrals Objectives and Key Results 108

Cience

DECEMBER 16, 2019

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” Next, comes the silence and the prospect hangs up. Something similar may happen when a rep uses a bad script and is taught to follow it strictly.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” Next, comes the silence and the prospect hangs up. . So she followed-up in a minute, apologizing for the mistake. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Lead Fuze

DECEMBER 1, 2021

LeadFuze gives you all the data you need to find ideal leads, including full contact information. This is crazy specific, but you could find all the people that match the following: . When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. Validating the Objection.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

The 5% Institute

NOVEMBER 12, 2019

By hiring correctly up front, you’ll have steps in place to avoid the mistake of having to manage and train people who are not the right fit for your sales team or business. How to make contact. Contrary to popular belief; many Sales Professionals don’t turn up to work purely for the money. Objection handling.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. They have objections you’ll need to overcome with objection handling techniques. Cold calls that include collaborative language are generally more likely to result in follow-up. and 5:00 p.m.,

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. They focus on objection handling , active listening, presenting skills, storytelling, and more. (As Buttering up anyone else just isn’t as valuable.

Process 62

Process Objectives and Key Results Quota Sales 62

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. They have objections you’ll need to overcome with objection handling techniques. Cold calls that include collaborative language are generally more likely to result in follow-up. and 5:00 p.m.,

Cold Call 48

Cold Call Pitch Education Objection handling 48

Highspot

NOVEMBER 9, 2023

This data can include contact information, behavior, and engagement history. Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. The term “ map ” here is used as a generalization since it could be a flowchart or an infographic — the choice is always up to a team. The same applies to sales.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118