Salesforce

FEBRUARY 3, 2025

Today, all interactions, contact details, preferred services, and transaction histories are stored in customer relationship management platforms (CRMs). This memorable and thoughtful gift successfully engages the point of contact, and they schedule a demo call. The takeaway remains: Stay focused, and keep the momentum going.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

DECEMBER 13, 2023

I personally recommend that your team leverages tools like HubSpot's Call Tracking Software to automatically log every call in your CRM contact record, place and record calls within your browser, and record their movement through the lifecycle stages all in one place.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

SEPTEMBER 11, 2019

Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth. RELATED: How to Negotiate More Effectively to Close More Deals (Podcast).

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Teach your reps how to use your CRM, and include hands-on, project-based training (like how to enter new contacts, set reminders, and log communication). Train them on how to use your CRM.

Negotiate 101

Negotiate Territory CRM Objection handling 101

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. First, analyze your competitors and find the gaps. See what more you are offering.

Price 124

Price Profit margin Objection handling Sales 124

Highspot

NOVEMBER 24, 2024

For instance, you might discover that some reps struggle with objection handling by monitoring calls. You can then plan a workshop to review common objections and response strategies. They need to understand your company structure and know whom to contact for information.

Pitch 52

Pitch Technique Sales Cross-sell 52

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. This means reps have access to customer contact info, profiles, transaction information and history, and more in a single platform. Build relationships: Be available to your prospect and any decision-makers.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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

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

Score More Sales

SEPTEMBER 26, 2014

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. The Shocking Value Statement. Listen Up & Learn. Motivate to Act.

Sell 90

Sell Objection handling Pitch Sales 90

Sales Hacker

NOVEMBER 7, 2017

Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories. It really depends where in the buyer process your prospect is after your first contact. Be prepared to be flexible here.

Objection handling 108

Objection handling Sales Cold Call Niche 108

SaaStr

MARCH 25, 2023

I just don’t see this work until your brand is so strong, that the prospects already sort of understand what they are getting before they contact sales. $20m-$30m Competitor threats and objection handling. 20m-$30m ARR at the earliest. At least a little bit. . However they need to know: 1. The use cases 3. Why we win 4.

Product 113

Product Objection handling Sales Up-sell 113

Partners in Excellence

MARCH 24, 2021

I’ve counseled Don on his objection handling skills, just in case they reject his money.) Ben] is kicking it to [Carl] and if Don is accepted, the next contact will be kicked to yet a third person. One wonders what hurdles Don (and others) might have to go through to offer money to this company to buy their products.

Assembly Line 90

Assembly Line Objection handling Appointment Prospecting 90

Hubspot

JUNE 17, 2024

Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics. Establish direct eye contact to create a personal connection.

Pipeline 74

Pipeline Referrals Objection handling Sales 74

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 85

Cold Call Objection handling Objectives and Key Results Represent 85

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.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Sales Hacker

OCTOBER 2, 2020

Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all. For example, we can automatically extract phone numbers from emails to ensure that the contact information is up to date. I’m not just talking cold email templates here. That’s just the start. “AI

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Partners in Excellence

OCTOBER 17, 2016

This is my first real job since graduating from college…” She described the training–basically some scripting, some provocative questions and challenges to the customer, some qualification questions, some rudimentary objection handling.

Objection handling 98

Objection handling Drivers/motivators Follow-up Up-sell 98

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. It’s rare in sales to have a buyer NOT object to something you are offering — price, timing, competitor… whatever. Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Coaching centers around the individual sales representative and their goals, providing its own benefits. Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

Veloxy

MAY 24, 2023

Sales Cycle Length : This component represents the average time it takes for an opportunity to move from the initial contact to a closed deal. Sales Cycle Length The sales cycle length refers to the time it takes for an opportunity to move through the sales pipeline, from initial contact to deal closure.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

Hubspot

OCTOBER 14, 2020

This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses. As you can assume, this kind of mock call works best for SDRs and other newer reps just getting their feet wet in sales. Prospect Demanding a Discount.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. They don’t see objections as roadblocks, but rather opportunities for further discussion and understanding of the client’s needs. So why wait? Start implementing these strategies today. and S.P.I.N.,

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

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

Hubspot

APRIL 2, 2018

This will be my last attempt at contacting you.". "If Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. But don’t handle them over email. This will be my last attempt at contacting you.". "If It’s been a while.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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

Salesforce

NOVEMBER 15, 2024

They act as the main point of contact for clients, addressing their needs, resolving issues, and upselling additional products or services. Objection handling assessment 3. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

MAY 3, 2018

They have objections you’ll need to overcome with objection handling techniques. The more telephone dials that you make, the more contact more prospects will have. They have questions you’ll need to answer. And they want to know more. Cold Calling Tip 6: Never Ask “Did I catch you at a bad time?”.

Cold Call 123

Cold Call Pitch Education Prospecting 123

The 5% Institute

JUNE 8, 2023

Maintain eye contact, nod affirmatively, and use facial expressions that show empathy. In the next section, we will highlight the importance of follow-up in the objection-handling process. Importance of Follow-up Establishing a strong follow-up system is essential for effective objection handling.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Gong.io

NOVEMBER 12, 2021

10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . When faced with an objection, less successful reps start talking at 188 WPM. Speak with calm authority. Win more deals. #11

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. This could involve a sudden pivot, a fast objection-handling response, or a thorough understanding of competitor weaknesses that can be used at a moment’s notice.

Objection handling 59

Objection handling Sales Technique Customer Relationship Management 59

Sales Hacker

OCTOBER 16, 2020

Ask, “Is it a bad idea to ask you who I should be contacting for a chat around (insert problems you solve for)? ”. Other than your amazing objection handling skills , how can you combat this to come away with information? And follow up with, “ How should I approach (prospect name)?” and, “What will be top of mind for them? ”.

Prospecting 125

Prospecting Cold Call Referrals Objectives and Key Results 125

Closing Bigger

JULY 19, 2024

While traditional methods like objection handling and closing strategies are still relevant, today’s sales environment demands more. Authenticity, empathy, and uncovering the truth behind a customer’s objections are crucial. Without this, even the best sales training programs can fall short.

Objectives and Key Results 52

Objectives and Key Results Conversion Objection handling Technique 52

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Tell your point of contact what their manager is going to want to know before they approve the decision, and send them materials to make their presentation more compelling. Work with your contact to anticipate and avoid roadblocks. SPIN Selling Book Summary. SPIN Selling Questions.

Sell 101

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

PandaDoc

MAY 31, 2024

Regardless of how your sales process map will be visualized, it should clearly represent the buyer’s journey from the first contact to closing the deal. 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.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Highspot

MARCH 24, 2025

Start by mapping every step in the customer journey, from first contact to onboarding and renewal. For example, host 60-minute monthly online sessions and quarterly business reviews (QBRs) where sales, marketing, and customer success teams discuss best practices, review recent wins, and practice objection-handling techniques.

GTM 52

GTM Cross-sell Pipeline CRM 52

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