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 78

Contract Cross-sell Prospecting Follow-up 78

Gong.io

NOVEMBER 9, 2022

The good news is that almost every sales team follows a similar set of steps. The stages of your sales cycle will largely follow the steps of your sales funnel. New sales reps can get up and running faster when there is a proven and repeatable process they can follow. Overcome objections . What is a sales cycle?

Pitch 62

Pitch Cold Call Sales Referrals 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. If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

PandaDoc

APRIL 3, 2023

A sales playbook is a comprehensive collection of all your sales strategies, tactics, tools, and best practices for your salespeople to use and follow. Free up time and mental space for sales reps Let your salespeople do what they do best: sell! What is a sales playbook? The result? Let’s look at the details.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Gong.io

NOVEMBER 2, 2022

Say you handle that sales objection as recommended and you close the deal. If your objection handling didn’t go as planned, the AI integrates this feedback into its algorithm to provide a more accurate recommendation next time. Immediately follow up with a phone call. Follow up on a past call.

Sales 62

Sales Objection handling Follow-up Pipeline 62

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

JUNE 8, 2023

Share success stories where your closing techniques have resulted in signed contracts or purchase orders. Following Up and Closing the Interview After the interview, it is crucial to follow up appropriately to leave a lasting impression and continue the conversation.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". 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. Contract questions.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? baseline you’d have without following the rest of our cold call suggestions: So what’s the best cold call opener?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

SEPTEMBER 22, 2021

Of course, if they give up too soon, they’re throwing away potential deals. Are your reps’ calls leading to productive conversations that open up new opportunities, or are they stuck in voicemail purgatory and sidelined by hangups? If there’s no meeting, there’s no potential sale being lined up, and no analytics to guide you.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Highspot

JANUARY 3, 2024

This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

MARCH 26, 2021

Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). Do you have a follow-up call scheduled? Motivation check-ups are paramount to building a successful relationship and team chemistry. Back-up pipeline. What are the next steps?

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Gong.io

JUNE 11, 2021

A winning sales enablement strategy must include the following 5 components: . According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. and so on) to the following: . Objections. A best-in-class onboarding program. Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Lead Fuze

NOVEMBER 30, 2021

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. Can you describe your process for staying up to date on current developments in your business or target demographic. A company in the Financial Services or Banking industry.

Quota 52

Quota Objection handling Sales Follow-up 52

Sales Hacker

JANUARY 22, 2020

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own). If a deal is lost, how do you follow-up with the prospect? You need salespeople with high emotional intelligence. The Takeaway.

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

Gong.io

MAY 27, 2018

So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process, and never show up just to “wing it.”. Instead, spend a few minutes warming up the tone of the call by sounding like a real person on the other line. Let’s get started.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Lead Fuze

JANUARY 1, 2022

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. Salespeople will often try cross-selling or up-selling during this stage. Handling objections. Who use Hubspot.

Commission 52

Commission Sales Cross-sell Pipeline 52

Score More Sales

SEPTEMBER 26, 2014

Some have initiated ideas, others are in a contract and not looking yet – how could you possibly say the same thing to people in those two scenarios and have it make sense? Listen Up & Learn. Objection Handling. Look for a follow-up article on those six pillars of the perfect pitch. Motivate to Act.

Sell 90

Sell Objection handling Pitch Contract 90

Gong.io

APRIL 27, 2018

So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process , and never show up just to “wing it.”. Instead, spend a few minutes warming up the tone of the call by sounding like a real person on the other line. Let’s get started.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? baseline you’d have without following the rest of our cold call suggestions: So what’s the best cold call opener?

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Sales Hacker

NOVEMBER 5, 2018

As soon as you sign a long-term contract, they switch you to an entry level SDR. ” Ensure Quality Training : When you spot any mistakes in messaging, objection handling, or how to react to competitors, there should be someone training the SDR, and the training should be good. … follow the same logic.

Lead generation 76

Lead generation Profit margin Objectives and Key Results Tradeshows 76

Openview

JULY 23, 2018

But if you give your team too much flexibility, you end up with inconsistent results. Do we know who can sign the contract? The second is when they share an objection. The most challenging part of a sales call can often be objection-handling. And that creates a bad experience for the buyer and seller.

Objectives and Key Results 62

Objectives and Key Results Process Contract Objection handling 62

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. Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.).

Process 62

Process Objectives and Key Results Quota Sales 62

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Instead, spend a few minutes warming up the tone of the call. Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

SalesLoft

FEBRUARY 26, 2013

While it’s tempting to follow up with a “just checking in” message, that’s the worst thing you can do [ Tweet This ]. Using clever objection-handling techniques insults your prospect’s intelligence [ Tweet This ]. The more data you have that supports your proposal, the better [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Salesforce

JANUARY 18, 2024

During the call, you should focus on the following key questions: What does the prospect need and does your product provide the right solution? Once you’ve qualified a prospect in an initial call, set up another meeting to further understand what they need and how you might meet that need (known as a discovery call). If so, when?

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.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

MAY 31, 2019

But the wrong technology (or the right technology at the wrong time) can end up costing you. Look for up-skill opportunities. Follow the money. Spend your dollars and cents on tools that help you win more and help raise your ACV (average contract value). The Up-Skill Battle. 3 Ways to Approach Tech Stack Design.

Objection handling 60

Objection handling Technology Technology Commission 60

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. You actually have to slow stuff down to speed it up, so why not just start there? It was all about getting the contract.

Growth 82

Growth Cross-sell Contract X-functional 82