Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Keep testing your messaging, questions, and objection-handling techniques. Do they work?

Retail 64

Retail Sales Objection handling Cross-sell 64

Highspot

JANUARY 29, 2024

Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly. With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Hubspot

JUNE 21, 2023

Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them. Instead, say the following: “Sure thing.

Contract 76

Contract Cross-sell Prospecting Follow-up 76

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 74

Objection handling GTM Cross-sell Sales 74

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Time is finite.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? Today’s sales enablement tools can help measure just about anything, from lead-to-customer conversion rate, sales funnel leakage, average deal size and what percentage of your sales team is hitting their quota. Set up a system to collect and implement feedback. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do 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. Below are seven conversations you should never have over email. Objection handling.

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Lead Fuze

JANUARY 1, 2022

This is crazy specific, but you could find all the people that match the following: . It can be defined as the steps, beginning with identifying clients and following up after closing deals. Salespeople will often try cross-selling or up-selling during this stage. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

The 5% Institute

DECEMBER 17, 2019

In this article, we’ll explore what is the definition of high ticket closing, as well as the exact step by step process required to sell high ticket products on a consistent basis. High ticket closing, is the step by step system you need to systematically follow to close high ticket products or services. Objection handling.

Closing 98

Closing Non-Profits Cross-sell Presentation 98

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. It’s where most discovery conversations go right out of the gate… especially if you’re using Gong’s article, “ 12 Sales discovery questions to pinpoint real pain ”.

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Subscribe to the Sales Hacker Podcast.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

NOVEMBER 9, 2023

This results in higher levels of interest and client engagement , improving the buyer experience, and ultimately increasing the chances of conversion. 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.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

PandaDoc

JUNE 11, 2024

From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Implement key strategies like account-based selling, content marketing, and social selling. Implement key strategies like account-based selling, content marketing, and social selling.

B2B 52

B2B Process B2C Objectives and Key Results 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

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. The term “ map ” here is used as a generalization since it could be a flowchart or an infographic — the choice is always up to a team. The same applies to sales.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

OCTOBER 2, 2020

It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

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. And here’s your advantage: You’ve had this same conversation hundreds of time. You can predict the conversation “paths,” and how to navigate each one.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. A sales playbook resource library includes the following: . Best-selling author, Hal Elrod, once said: .

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Anything less is failure. Time to take notes.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MAY 14, 2018

In today’s fast-paced world, you need to get your junior reps up to speed quickly. Deals are slipping through the cracks due to more sales conversations. Because they know they can’t maintain growth and compete without a consistent, cross-functional strategy that does the following: Optimizes the onboarding process for new sales reps.

Objectives and Key Results 61

Objectives and Key Results Cross-sell Objection handling Sales 61

Heinz Marketing

OCTOBER 15, 2018

Paul: It’s because of the football conversation, that’s what it is. In the run-up to your registration and what we call the registration drive, you might be looking six months out. I think oftentimes, marketers sort of march forward with an event strategy and Sales kind of follows along. Kristen: Sure.

Pipeline 63

Pipeline Strategize Sales B2B 63

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? The game has changed but we haven’t caught up.

Growth 83

Growth Cross-sell Contract X-functional 83