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 95

Prospecting X-functional Contract Cross-sell 95

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

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 103

Cold Call Objection handling Pitch Sales 103

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 101

Quota Sales Healthcare Territory 101

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

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

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

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