Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Be ready with responses to your prospect’s objections. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

MAY 27, 2018

A great sales call structure starts with a great “opening” to the meeting. Here’s how we’ve seen the best salespeople start their sales meetings: Start with small talk: A common error for newer reps is diving straight into business as soon as the prospect hops on the conference call. Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

A great sales call structure starts with a great “opening” to the meeting. Here’s how we’ve seen the best salespeople start their sales meetings: Start with small talk: A common error for newer reps is diving straight into business as soon as the prospect hops on the conference call. Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Sales Hacker

NOVEMBER 5, 2018

Most companies are competing on price, and when you hear about the $4.50 As soon as you sign a long-term contract, they switch you to an entry level SDR. To verify ask: “I’d like to meet the manager that will be in charge of helping my SDR perform. You’re also getting food poisoning. How about calls?

Lead generation 77

Lead generation Profit margin Objectives and Key Results Tradeshows 77

Lead Fuze

JANUARY 1, 2022

Its important for sales teams to be knowledgeable about their prospects and do research on the person before they go into a meeting. Sales teams get to meet clients in person or through video conferencing apps and email. If your prospect does not buy into what you are saying, be ready with a response to their objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). 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 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. Pricing options. Objection handling. Contracting. Contracting Process. Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

PandaDoc

JUNE 11, 2024

Wholesale distribution sales B2B wholesalers sell bulk raw materials to other businesses or retailers for a discounted price. While they may still have a physical office base, most of their time is spent traveling to meet with clients and prospects. They usually act as the middle-man between the manufacturer and the retailer.

B2B 52

B2B Process B2C Objectives and Key Results 52

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. These documents include: Your price sheet : Pricing is different in every organization. See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Salesforce

JANUARY 18, 2024

To round out your research, use a generative AI tool to learn about your competition’s marketing, pricing, service, and sales tactics. 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). Congratulations!

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . Booking a meeting time on the phone call.

Pitch 62

Pitch Cold Call Sales Referrals 62

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). Did you discuss pricing? Motivate and drive change management: If your meetings are running a tad on the long side, don’t sweat it. Sales training is the most underrated growth driver.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

SaaStr

MARCH 12, 2019

It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter. How often we run that meeting is how fast we learn.

Growth 84

Growth Cross-sell Contract X-functional 84