The 5% Institute

MARCH 12, 2024

Basic sales are the fundamental transactions that initiate a customer-business relationship. These transactions not only generate immediate revenue but also lay the groundwork for customer loyalty and repeat business. A well-crafted headline sets the tone for the entire sales pitch.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

Hubspot

MAY 10, 2022

Chances are that if they’re speaking with you, they’re speaking with a competitor to see who will offer them the best rates and customer service. Sending sales text messages to your prospects to nurture them all the way until conversion. To get customers to sign up, you can ask them to text a keyword to a mobile number.

Prospecting 69

Prospecting Conversion Legal Sales 69

The 5% Institute

MAY 9, 2023

From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. This includes knowing how to identify potential customers, build relationships, qualify leads, handle objections, and close deals.

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

AUGUST 14, 2023

Lay the groundwork for future sales conversations. Refine your pitch, work on objection handling , and practice active listening. Leveraging Customer Feedback for Improvement As you engage with prospects and clients , gather feedback on your interactions. However, continuous improvement is essential.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

Highspot

JANUARY 4, 2024

It addresses all of sales, from product knowledge to customer relationship building. The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Yet, neglecting it might be what’s holding your team back.

Objection handling 52

Objection handling Pitch Sales Technique 52

Highspot

MARCH 26, 2024

From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching and training to improve sales performance and increase win rates. Predictive Analytics: By leveraging historical data and machine learning algorithms, AI can predict future sales trends, customer behavior, and potential churn.

Sales 52

Sales Technique Objection handling Pitch 52

Hubspot

SEPTEMBER 29, 2023

Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. This software helps you track your team’s performance with HubSpot’s conversation AI that automatically captures voice data in your CRM. Pricing: Essential, Plus, and Ultimate tiers are offered.

Objectives and Key Results 66

Objectives and Key Results Price Objection handling Pitch 66

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements.

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

AUGUST 10, 2023

Their expertise lies in effectively communicating a business’s value proposition and setting up meaningful appointments that can lead to conversions. Their primary goal is to initiate conversations, build rapport , and ultimately schedule appointments for sales representatives or business owners to further the sales process.

Appointment 52

Appointment Lead generation Objection handling Pitch 52

The 5% Institute

FEBRUARY 5, 2021

Sales resistance is the resistance a potential client or customer feels before they buy a product or service. Sales objections usually come from two places. Overcoming sales resistance starts early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions.

Objection handling 128

Objection handling Sales Trust Presentation 128

Sales Hacker

JULY 26, 2023

We all know it’s tedious to update the CRM with every customer interaction. It’s like having a conversation with a real human — powered by advanced AI. ChatGPT can dig out information about your ICP , helping you understand and target your customers better. Being your sounding board Stuck on a sales pitch ?

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Partners in Excellence

JANUARY 13, 2019

If you are a financial professional every other financial professional understand you, as a result you can have very productive conversations. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. But let’s dive, deeper.

Objection handling 86

Objection handling Technique Construction Finance 86

Salesforce

OCTOBER 10, 2023

A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. If you don’t have that fit, you don’t have a deal.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

FEBRUARY 1, 2019

Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 25, 2019

It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. It should adhere to this principle: Resonant customer stories are GREAT discovery prompters. If your story strikes a chord with your buyer, they’ll immediately engage in a rich discovery conversation.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Without that knowledge, you risk a generic sales pitch that doesn’t frame the product as a solution to unique prospect problems. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Partners in Excellence

MAY 17, 2021

One of the things I learned as a beginning sales person was to learn the language of my customers. We have to talk to developers, engineers, operations people, HR, financial, customer service, manufacturing, and other groups that have different languages, processes and issues. And we have a mismatch with so many of our customers.

Objectives and Key Results 103

Objectives and Key Results Technique Manufacturing Objection handling 103

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. There’s no need to rip anything out just yet – a lot of our customers used/still use [competitor]. Just send me the information.

SQL 92

SQL Objection handling Angle Pitch 92

Sales Hacker

JULY 26, 2023

We all know it’s tedious to update the CRM with every customer interaction. It’s like having a conversation with a real human — powered by advanced AI. ChatGPT can dig out information about your ICP , helping you understand and target your customers better. Being your sounding board Stuck on a sales pitch ?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. First thing you need to do is to research your customers. Understand the Market and Industry Standards.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Salesforce

FEBRUARY 19, 2024

It includes detailed methods for engaging with customers, such as how to approach cold calls , effective emailing techniques , and tips for successful face-to-face meetings. Customer personas Here, you’ll find detailed descriptions of your ideal customers or buyer personas and insights into their buying habits.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. Companies start prospecting by formulating an Ideal Customer Profile. It focuses on the sales and marketing teams and helps gain important insight such as customer needs.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Highspot

JANUARY 29, 2024

Additionally, negotiation serves as a catalyst for salespeople to cultivate enduring relationships with their customers, providing a platform for constructive communication. Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Gong.io

MAY 3, 2018

We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working). Does it progress the conversation? Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls. Think about it….

Cold Call 123

Cold Call Pitch Education Objection handling 123

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. Understanding what success looks like in each of those conversations. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JULY 6, 2018

For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. It gets ugly: If you cluster topics thematically, you’ll “switch” topics during your conversation 15.6% You’ll reach conversational synchrony around the 2-3 minute mark. Be a leader.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales closing is persuading a potential customer to say ‘yes’ to your offer. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Hubspot

SEPTEMBER 30, 2019

Since every sales team has different goals and expectations, it’s important to craft a custom training plan specifically for your new sales hires. Objection handling training exercises. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation.

Gaming 100

Gaming Pitch Sales Objection handling 100

Salesforce

MAY 30, 2023

But it’s also important to invest in a customized development program that helps you refine your talents and gain confidence in the things that make you you. Get deals done, make customers successful, and help your company grow. Added bonus: You’ll learn a lot in conversation with other top-notch sellers.

Education 52

Education Objection handling Cold Call Up-sell 52

SalesLoft

JANUARY 8, 2019

It should convey something like “we showed XYZ client in your industry how to increase their conversion rates by 32%.” Most companies have multiple products and/or components of their solution that can add value to customers. Sales messaging should be more specific. See the difference? Marketing is a broader, more general message.

Healthcare 52

Healthcare Objection handling Construction Manufacturing 52

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. They help salespeople develop strategies to penetrate key accounts , expand customer relationships, and maximize sales growth.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

SalesLoft

NOVEMBER 1, 2016

Sales Development Reps (SDRs) need to become creative sales dialing machines in order to hit their monthly quota, and any high-performing sales team needs a modern sales dialer, custom built around the sales development process for maximum effectiveness and efficiency , to do this. Objection Handling. Why is that?

Objection handling 52

Objection handling Cold Call CRM Pitch 52

PandaDoc

APRIL 24, 2023

To help your sales team add value to every potential customer interaction, they need content for each stage of the customer journey. Customer testimonials: Materials that demonstrate why customers choose your business together with the relevant product or service benefits. Content Let’s kick off with content.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

DECEMBER 11, 2019

During our role-playing exercise , he started the phone conversation with, “Hi, this is Joe with Acme Inc, did you get my email?” While that’s a noble intention, he’s not doing himself any favors by starting a conversation with a closed-ended question like that. The insight is valuable.

Cold Call 57

Cold Call Objection handling Campaign Prospecting 57

Lead Fuze

NOVEMBER 30, 2021

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t enough. Instead, top salespeople are using their emotional intelligence to connect with prospects and have engaging conversations. With the rise of social selling (i.e.,

Quota 52

Quota Objection handling Sales Follow-up 52

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. Understanding what success looks like in each of those conversations. Equipping your reps to execute.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

MAY 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. We mapped out conversations to see which topics were discussed, for how long, and when. Their conversations are sequential. Prepare in advance and know how to move your conversations smoothly from start to finish. Same thing here.

Closing 48

Closing Objectives and Key Results Objection handling Price 48