Salesforce

OCTOBER 10, 2023

A well-defined sales cycle has two key benefits. The key is following your cycle stages sequentially, utilizing best practices in each stage to ensure deals move quickly and smoothly to a close. Then, look for contacts within that company and follow them on LinkedIn. Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

MAY 18, 2018

Because your contactable marketing list may be cut in half. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. As a result, each deal requires its own strategy.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Highspot

JANUARY 29, 2024

You should have clear goals and objectives laid out before the call. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. 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

The 5% Institute

JULY 4, 2023

By analysing sales data and evaluating key metrics, businesses can identify strengths, weaknesses, and opportunities, enabling them to make informed decisions and drive revenue. Identifying Key Sales Indicators In addition to performance metrics, it is vital to identify key sales indicators specific to each business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction 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. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. These challenges can influence the sales team’s ability to meet quotas.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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. Your sales team can be amazing at discovery, presenting, and objection handling. It advances the conversation toward a booked meeting.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

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

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. A clear process ensures a systematic approach and less confusion.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Gong.io

MAY 18, 2018

Because your contactable marketing list may be cut in half. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. As a result, each deal requires its own strategy.

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. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. As a result, each deal requires its own strategy.

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. That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities.

Pipeline 51

Pipeline Objectives and Key Results Objection handling Sales 51

Highspot

APRIL 20, 2021

If you haven’t already built sales plays into your enablement strategy, now is the time to leverage them to reinforce your key priorities and equip your reps with the guidance they need to succeed. Objection handling. Main points of contact and subject matter experts to leverage. Competitive info. Internal Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . He got the same result with less work. . Who handles procurement? .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

The 5% Institute

NOVEMBER 12, 2019

How To Manage A Sales Team #2 – Be Clear On The Desired Results. How to make contact. Tip number three on how to manage a sales team, is ensuring that you have the right motivation factors in place to create consistent and positive results. How To Manage A Sales Team #5 – Hold Regular Meetings. Objection handling.

Objectives and Key Results 52

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

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And many many calls and meetings. As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. As a result, a salesperson will naturally jump in and tell the prospect why they are calling. Lots of time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. They don’t meet their quota, or their ROI isn’t satisfying. What were your key growth challenges in 2019? Confidence.

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 ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. They don’t meet their quota, or their ROI isn’t satisfying. What were your key growth challenges in 2019? Confidence.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . 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? They focus on objection handling , active listening, presenting skills, storytelling, and more. (As This one just might be.

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. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold calling isn’t about discovery – it’s about selling the meeting.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

PandaDoc

APRIL 3, 2023

The result? In fast-paced, dynamic markets, such as tech or enterprise software industries, traditional approaches to sales and marketing are quickly becoming obsolete , so the ability to reflect on your processes and improve them regularly is key for success. What are the key elements we need to include?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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

Closing Bigger

MAY 15, 2024

Here are the key takeaways from this interview: Will AI Help Sellers or Replace Them? ” The Competency Map for Modern Sales Professionals In “Real Results in a Virtual Economy,” my co-author Denis Cauiver and I developed a competency map for modern sales professionals. AI will both help and replace sellers.

Objectives and Key Results 59

Objectives and Key Results Objection handling Sales Technology 59

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

JANUARY 18, 2024

The number of steps in the sales process may change depending on the type of industry you’re in, what product you’re selling, and who your prospect is, but typically include four key stages: research, prospecting, sales call and close, and relationship-building/upsells. Why is a sales process important? If so, when?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s PACKED with useful sales tips that will help you book more meetings: 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Inside sales reps do not have the benefit of meeting prospects face-to-face, making it a challenge to quickly connect with busy and often hostile strangers over the phone.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

MAY 31, 2021

Meet Exceed sales goals. 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.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Preventing Objections. Objections are usually created by the salesperson, not the buyer. What are their objectives? SPIN Selling Book Summary.

Sell 101

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

Sales Hacker

OCTOBER 2, 2020

SEPs provide core sales enablement functionality: automating manual tasks, scheduling meetings and follow-ups, setting up sequences, and more. SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”. Is Sales Engagement Always the Right Fit? That’s just the start. “AI

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Hubspot

JANUARY 22, 2018

The ultimate goal is improving bottom-line results. Price: Contact Hoffeld Group. Focus: Sales meetings, objection handling, and closing. Price: Contact John Barrows. Price: Contact Marc Wayshak. Vendor: Hoffeld Group. Location: Varies. Length: Two days. Focus: Sales messaging and communication.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Gong.io

MARCH 26, 2021

Here is how to weave coaching into your weekly check-ins with your team: Review a recorded sales call: Gong’s VP Sales and Strategic Accounts, Bob Spina, suggests reps come to the meeting with one call. Motivate and drive change management: If your meetings are running a tad on the long side, don’t sweat it. Focus >> results.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

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

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Sellers are calling 90% of them, however, they aren’t converting enough calls to meetings.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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