Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

NOVEMBER 1, 2019

signed contract). They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. Often, sales reps jump to discounting to speed up negotiations. Just have a BIG FAT PIPELINE.

Negotiate 86

Negotiate Objection handling Pipeline Cold Call 86

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

Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Highspot

JANUARY 3, 2024

Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing. You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Handling objections. And why is it relevant?

Commission 52

Commission Sales Cross-sell Pipeline 52

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.). Unintentional?

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

NOVEMBER 5, 2018

Imagine you are feeling like eating steak today, and you know that 3 restaurants down the road have NY Strips for $32, $37 and $42… you also know that the supermarket sells frozen NY Strips for $12. Most companies are competing on price, and when you hear about the $4.50 You’re also getting food poisoning.

Lead generation 76

Lead generation Profit margin Objectives and Key Results Tradeshows 76

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. We sold software.

Growth 84

Growth Cross-sell Contract X-functional 84

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. Pricing options. Objection handling. Round up your corporate-approved, top-notch sales decks. Contracting.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

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

PandaDoc

APRIL 3, 2023

We’re passionate about enabling sales teams to be more efficient and sell more — and we know a thing or two about sales playbooks, too. It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. The result?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

JUNE 11, 2021

Here at Gong, we define sales enablement as a function that helps the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. Reading from a script is NOT your answer to selling more. . Objections. Scripts help ensure messaging is consistent and on-point.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

NOVEMBER 9, 2022

It depends on what you’re selling, how you’re selling it, and who you sell it to. . New sales reps can get up and running faster when there is a proven and repeatable process they can follow. Improve this step by: Having your reps brush up on their outreach sales technique. Why is a sales cycle important?

Pitch 62

Pitch Cold Call Sales Referrals 62

SalesLoft

FEBRUARY 26, 2013

I just finished the book, SNAP Selling. 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 ]. Be matter-of-fact [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52