Salesforce

DECEMBER 3, 2024

Setting an upfront contract: No, this isn’t a contract for a sale. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises. And because adherents set upfront contracts, the sales process moves at a more predictable pace. Get the template

Sell 52

Sell Technique Contract Territory 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Salesforce

FEBRUARY 17, 2025

Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. If a customer pushes for a lower price, negotiate for a longer commitment or expanded scope for instance, dropping the price in exchange for a multi-year contract.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win.

Objection handling 111

Objection handling Negotiate Drivers/motivators Technique 111

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Hubspot

MARCH 2, 2018

I don't want to get stuck in a contract.". I'm locked into a contract with a competitor.". "I To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objections are generally around price, product fit, competitors, and good old-fashioned brush offs.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

SaaStr

NOVEMBER 24, 2020

PandaDoc is trusted by businesses to create, approve, and eSign proposals, quotes and contracts. The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with PandaDoc will take place at 2 PM PST on December 9 – don’t miss out!

Meeting 117

Meeting Objection handling Negotiate Contract 117

Gong.io

MAY 31, 2021

Objection handling. Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Detailed and updated buyers personas. Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

DECEMBER 13, 2023

Objection Handling Call During an objection handling call, you address and overcome any objections or concerns that the prospect raises. Negotiation Call This call happens during the negotiation stage of the sales process when terms, pricing, and contract details are discussed.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

NOVEMBER 1, 2019

signed contract). Well, there are some negotiation and objection handling techniques that can help, but the best way I’ve ever come across is quite simple. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth. The problem in sales is that we tend to be “givers.”

Negotiate 105

Negotiate Objection handling Pipeline Cold Call 105

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Gong.io

JUNE 19, 2018

Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Here’s How the Pros Do It. You’ve just done an amazing demo, so why is your buyer voicing objections? With our objection handling techniques below, you’ll handle their objections like a walk in the park.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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? Objection Handling. Also, buyers are at different points of the buying process when you reach out to them. The Shocking Value Statement. Motivate to Act.

Sell 90

Sell Objection handling Pitch Sales 90

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

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

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale. Closed-Won: =].

Sales 111

Sales Cross-sell Pipeline Negotiate 111

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). With the rise of social selling , everyone is vying for a spot among the thought leaders. In the worst cases, this can even end in attrition.

Quota 104

Quota Objectives and Key Results Sales Objection handling 104

Gong.io

SEPTEMBER 22, 2021

Objection handling. How well do your reps respond when buyers raise objections? Watch these metrics to see whether your plan to improve your deal size works: ACV (annual contract value). Watch the average amount of revenue generated by a single contract in a year. Sales analytics to improve deal size.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

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.

Lead generation 96

Lead generation Profit margin Tradeshows Objectives and Key Results 96

Sales Hacker

MAY 31, 2019

Spend your dollars and cents on tools that help you win more and help raise your ACV (average contract value). Objection handling, negotiation, and closing skills are necessary traits to being successful in sales. Follow the money. Where are you missing the mark in terms of lost deals or over-discounting? Combat Training.

Objection handling 75

Objection handling Technology Technology Commission 75

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Objection Handling If objections scare you, its because you dont practice. Objections arent stop signstheyre buying signals. Objection Handling If objections scare you, its because you dont practice.

Closing 52

Closing Objection handling Cold Call Contract 52

Gong.io

JULY 6, 2018

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. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Objection handling situations are actually a good thing.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Negotiating and closing contracts. Image Source ).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

NOVEMBER 9, 2023

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. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. It helped bump customers into annual contracts and it helped people set great expectations so that customers didn’t churn. They came from medicine, right?

Quota 132

Quota Sales Territory Healthcare 132

Gong.io

JUNE 11, 2021

Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. For example, when setting an upfront contract (“My main concern is…”) to when to approach certain topics (i.e. . #2: Mechanisms to boost sales effectiveness.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Openview

JULY 23, 2018

Do we know who can sign the contract? The “what” boils down to two things that never change: 1) the reasons—both rational and emotional—why a prospect wants to buy from you, and 2) the comprehensive set of steps required to vet your product and sign a contract. The most challenging part of a sales call can often be objection-handling.

Process 64

Process Objectives and Key Results Contract Sales 64

SalesLoft

FEBRUARY 26, 2013

Using clever objection-handling techniques insults your prospect’s intelligence [ Tweet This ]. Many people are afraid of giving away their ideas before a contract is signed, but often that’s the best way to win business [ Tweet This ]. The more data you have that supports your proposal, the better [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Gong.io

NOVEMBER 9, 2022

The more information your reps can gather, the better they will be able to overcome common objections. Improve this step by: Making your reps brush up on the best objection-handling techniques. Reframing the objection. Or when they handle the buyer’s first objection. Starting with a question.

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

OCTOBER 9, 2018

What does good objective handling look like? How you send a contract. Our second sales onboarding tip dovetails off the tip number one… You should show your reps what ‘good’ looks like at each stage of the sales cycle. This means getting scenario-specific: What does a good discovery call look like?

Quota 59

Quota A/B testing Sales Objection handling 59

Gong.io

APRIL 27, 2018

Set an upfront contract: By doing this, 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. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

Set an upfront contract: By doing this, 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. Click the banner below to get our free, printable Demo Call Cheat Sheet): Sales Call Step 5: Overcome Objections. Objection handling.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

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. This creates a positive feedback loop, and the AI “learns” that the recommendation worked. .

Sales 62

Sales Objection handling Follow-up Prospecting 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). The best of the best reps leverage mentions for positive moments, such as clever objection handling, driving concrete next steps, and so on. Sales training is the most underrated growth driver.

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

Gong.io

JUNE 19, 2018

Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Clear Friction from the Sales Process. You’ve just done an amazing demo, so why is your buyer voicing objections? With our objection handling techniques below, you’ll handle their objections like a walk in the park.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Typically, this is also when sales reps need to send a contract agreement; you can use our agreement template library to find an agreement that fits your use case.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

The 5% Institute

JUNE 8, 2023

Share success stories where your closing techniques have resulted in signed contracts or purchase orders. Effective sales techniques to discuss in an interview include consultative selling , relationship building, objection handling, and closing techniques such as trial closes and creating a sense of urgency.

Closing 52

Closing Objectives and Key Results Technique Sales 52