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

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Follow-Up and Continuous Learning Process Establish a culture of continuous learning and development.

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. Speed up your sales Wait, what is a sales call? A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Also, keep your prospect’s communication and engagement preferences in mind as you prepare your pitch.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s like having a conversation with a real human — powered by advanced AI.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. If your story strikes a chord with your buyer, they’ll immediately engage in a rich discovery conversation. Here’s an example.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

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. The response: Agree to send the information, but don’t hang up right away. Ask an open-ended follow-up question.

SQL 92

SQL Objection handling Angle Pitch 92

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. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s like having a conversation with a real human — powered by advanced AI.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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. It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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). Successful cold calls were defined as those that ended up in a held follow-up meeting. Does it progress the conversation? Cold Calling Tip 3: Don’t Be Afraid to Pitch.

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

Partners in Excellence

MAY 17, 2021

When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves. Imagine them worrying about snakes from the Amazon, while drinking a cup of coffee and worrying about a potential accident (for those that can’t follow my weird logic, Python, Java, crash).

Objectives and Key Results 106

Objectives and Key Results Technique Manufacturing Objection handling 106

Highspot

JANUARY 29, 2024

Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly. This not only helps foster long-term relationships but also allows you to tailor your sales pitch accordingly. Timely Follow-Up: After initial discussions, follow up promptly and consistently.

Negotiate 52

Negotiate Closing Objectives and Key Results 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. 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%

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Why not take a similar approach with your sales team? Get certified.

Gaming 100

Gaming Pitch Sales Objection handling 100

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: . Confession: Guilty as charged.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Lead Fuze

NOVEMBER 30, 2021

This is crazy specific, but you could find all the people that match the following: . 6 Ups Account Executive Interview Questions to Find the Best Talent. Can you describe your process for staying up to date on current developments in your business or target demographic. A company in the Financial Services or Banking industry.

Quota 52

Quota Objection handling Sales Follow-up 52

Gong.io

MAY 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process, and never show up just to “wing it.”. Their conversations are sequential.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process , and never show up just to “wing it.”. Their conversations are sequential.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

PandaDoc

APRIL 24, 2023

It’s their job to head up your approach. The following five sales enablement functions make up the core of a strong sales enablement strategy: 1. Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios. What are the elements of a sales enablement strategy?

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Cience

DECEMBER 16, 2019

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” Scripts are one-way ‘conversations’. Next, comes the silence and the prospect hangs up. I’m calling because…. Never mind! Scripts are rigid.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

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

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. 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%

Cold Call 54

Cold Call Objection handling Pitch Sales 54

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. Who use Hubspot.

Commission 52

Commission Sales Cross-sell Pipeline 52

Score More Sales

SEPTEMBER 26, 2014

Create the perfect conversation with your potential buyer. In a recent panel at LeadsCon with moderator Dan McDade and co-panelists Chad Burmeister and I proved there are 6 pillars to the “perfect pitch” Attention Grabber. Listen Up & Learn. Objection Handling. Perfect Practice Makes Perfect.

Sell 90

Sell Objection handling Pitch Contract 90

Cience

DECEMBER 16, 2019

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” Scripts are one-way ‘conversations’. Next, comes the silence and the prospect hangs up. . roleplay various conversation situations, .

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

The 5% Institute

DECEMBER 17, 2019

High ticket closing, is the step by step system you need to systematically follow to close high ticket products or services. The 5% Sales Blueprint prescribes the following successful steps: Build rapport. Objection handling. Counter objections up front. The second is the ‘I need to think about’ objection.

Closing 98

Closing Non-Profits Cross-sell Presentation 98

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. For the rest of you, listen up. Sell time on your calendar.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

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). If a deal is lost, how do you follow-up with the prospect? You need salespeople with high emotional intelligence.

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

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). Successful cold calls were defined as those that ended up in a held follow-up meeting. Does it progress the conversation? Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

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). Successful cold calls were defined as those that ended up in a held follow-up meeting. Does it progress the conversation? Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 48

Cold Call Pitch Education Objection handling 48

Lead Fuze

DECEMBER 1, 2021

This is crazy specific, but you could find all the people that match the following: . I say yes to the uncomfortable conversations. I want people who are willing to have difficult discussions, but they also need be able to answer any objections. And then the pitch. ” She used this objection to her advantage.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 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. 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