Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. Prospects talk uninterrupted for 3.5

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Highspot

JANUARY 3, 2024

Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. Initiating a preliminary agreement: Engage the prospect with statements and questions that lead to a tentative verbal commitment. For example, ask, “Does our solution solve your problem?”

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. 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?

Sell 90

Sell Objection handling Pitch Contract 90

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). Instead, top reps are leveraging the latest thought leadership topics to form connections with prospects and spark mutually engaging conversations.

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Lead Fuze

NOVEMBER 30, 2021

Need Help Automating Your Sales Prospecting Process? More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t enough. When do you determine that a prospect is not a good fit? With the rise of social selling (i.e.,

Quota 52

Quota Objection handling Sales Follow-up 52

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Prospecting. The process of sales prospecting is to identify potential clients who are interested in your product or service. Prospecting starts with a company formulating an Ideal Customer Profile. The key to finding a solution is asking questions.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. We were too.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Gong.io

MAY 27, 2018

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. Then, propose your agenda, and ask the prospect if they’d like to add or remove anything from it. Is that alright with you?”

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

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. Then, propose your agenda, and ask the prospect if they’d like to add or remove anything from it. Is that alright with you?”

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JUNE 8, 2022

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 Then incorporate those points into pitches. What is MEDDPICC? MEDD PICC ?

Process 62

Process Objectives and Key Results Quota Sales 62

Highspot

NOVEMBER 9, 2023

Data-Driven Decision Making Digital sales rooms provide in-depth analytics and insights into prospect behavior, content effectiveness, and sales performance. Personalization and Relevance Digital sales rooms allow sales professionals to tailor their presentations and content to the specific needs and interests of each prospect.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

MAY 31, 2021

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. Objection handling. Contracting. Contracting Process. Best-in-class sales playbooks include: . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

JANUARY 18, 2024

It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. As these conversations unfold, you learn more about your prospects and how you can make their jobs — and lives — easier with your solutions. Without it, you get lost, fumble, or stall out.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

FEBRUARY 9, 2019

Prospecting 2. Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Prospecting Sales Tips & Techniques. Let’s start with PROSPECTING! You have to hunt them with outbound prospecting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 9, 2022

There’s no second-guessing about what they need to do next or where each prospect is in the buying process. A sales cycle is the steps your reps take when converting a prospect to a buyer. Prospect buyers. Sales prospecting is the first stage of the sales cycle. Contact prospects. What is a sales cycle?

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

SEPTEMBER 22, 2021

How many attempts does it take each rep to engage with prospects? They should batch things like prospect research, sales analytics report prep, and CRM maintenance into time blocks. That sets the prospect off kilter just long enough to open a conversation. Do prospects respond to your reps’ cold emails? Connect rate.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132