Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. This data (along with every other data point we’ll cover) comes from analyzing almost two million recorded sales conversations with AI.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

MAY 18, 2018

As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. That accomplishes two equally important objectives: It increases their effectiveness. Every deal has a lot of moving parts.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., It’s like having a conversation with a real human — powered by advanced AI. Intimidated by AI?

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

SalesLoft

MARCH 31, 2022

Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually. Penny Orme: For the first time we’ve created a joint marketing and sales go-to-market plan that is part of our new OKR (objective and key results) process.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

The 5% Institute

MAY 6, 2020

Handle objections. Only by using a consistent system, can you get consistent results. The first part of any sales conversation is building rapport with your potential clients. Rapport us crucial if you wish to have a consultative sales conversation with your potential clients. Qualify and positioning.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

Gong.io

DECEMBER 2, 2019

I’ve been revealing key takeaways from their talks. It’s based on the systems, processes, and institutional knowledge that result in five positive outcomes: Understanding deals in flight. Getting a handle on at-risk deals. Focus your conversations on what’s next, rather than what has already happened. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

Lead Fuze

SEPTEMBER 30, 2023

An introduction to AI for outreach isn’t complete without mentioning how these smart tools also help increase conversion rates by delivering high-quality content crafted specifically according to user preferences and behaviors. Made just for you Important Lesson: Using AI in your sales strategy can totally change the game.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

Highspot

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency.

Growth 52

Growth Objectives and Key Results Cold Call Sales 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 103

Process Objectives and Key Results Cold Call Objection handling 103

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. . Steve, a CRO friend, did an A|B test and shared the results with me in this email: . line resulted in a 6.6x Confession: Guilty as charged.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., It’s like having a conversation with a real human — powered by advanced AI. Intimidated by AI?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

FEBRUARY 1, 2019

The second pitch started with the outcome, letting the conversation unfold from there. This is a result of being too heavy on product training and not heavy enough on sales training. That said, solid answers alone won’t let you control the conversation’s direction. They panic over the unexpected conversational redirect.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

MAY 18, 2018

As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. That accomplishes two equally important objectives: It increases their effectiveness. Every deal has a lot of moving parts.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. With the assumption that sales is a numbers game, companies think that being able to increase the number of calls, demos and leads will invariably mean better sales. by Howard Brown, CEO of ringDNA.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Gong.io

MAY 18, 2018

As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. That accomplishes two equally important objectives: It increases their effectiveness. Every deal has a lot of moving parts.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Sales Hacker

MAY 2, 2018

As a result, each deal requires its own strategy. If it’s a large account, bring diverse and unusual perspectives into that conversation. It can help you achieve a larger, strategic objective. That accomplishes two equally important objectives: It increases their effectiveness. Every deal has a lot of moving parts.

Pipeline 51

Pipeline Objectives and Key Results Objection handling Sales 51

SalesLoft

OCTOBER 25, 2018

Conversation Intelligence. The ability to record and accurately transcribe notes is a game changer for sales reps. By removing the administrative burden of taking thorough notes, reps are free to focus their attention on the conversation at hand. Conversation Intelligence. Reporting and Analytics.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Sales Hacker

OCTOBER 16, 2020

Shifting your mental game. However, Russell only plays 16 – 19 games every 365 days. As a sales rep, you have game days every day, with only a few sprinkled in practice sessions. As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Hubspot

OCTOBER 14, 2020

As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses. You want to have your feet beneath you to set yourself up for success.

Cold Call 85

Cold Call Objectives and Key Results Objection handling Construction 85

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. It should be acknowledged by an SDR in the conversation in a playful and joyful manner.

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

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Scripts are one-way ‘conversations’. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. roleplay various conversation situations, . Scripts are rigid. One-way talk.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

PandaDoc

APRIL 24, 2023

Content that supports and assists your sales team with closing more deals can include: Product walkthrough videos: In-house demos of key product features. Datasheets: For use cases and specific product results. Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 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? They have objections you’ll need to overcome with objection handling techniques. Think about it…. And they want to know more.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). That’s why we created a key-metrics-only sales report template in Excel. Not getting great results? PS: Feeling super pumped about improving your sales processes?

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . You’d think asking someone how they have been implies you’ve had a conversation with them before. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. It’s more than a mindless numbers game. And here’s your advantage: You’ve had this same conversation hundreds of time. Quick Links 1. Prospecting 2. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. It prepares reps for every question, objection, or speculative comment a prospect makes. All of these options are fair game for quota-carrying ISRs to begin their prospecting. The key for reps is to make sure you are spending your time wisely. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . You’d think asking someone how they have been implies you’ve had a conversation with them before. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. A dedicated onboarding track for sales roles that reviews the key elements of your go-to-market: Ideal Customer Profile (ICP). Objections. Levers to grow a peer-to-peer learning culture.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. But we can’t know that for sure unless we see whether it gets results.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

AUGUST 19, 2019

There is no “great line” for closing more deals or handling objections perfectly. . Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. How to handle a specific objection? What are your favorite objection techniques? What’s the trick?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Gong.io

MARCH 26, 2021

Focus >> results. Gong gives reps the tools they need to self-train using real-life conversations. The fishing pole of self-coaching: Game tape. Consistency is key. The best of the best reps leverage mentions for positive moments, such as clever objection handling, driving concrete next steps, and so on.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Sales Hacker

MAY 14, 2018

Here’s the bottom line: if you want to drive sales results, you need a repeatable, scalable process you can apply to your entire sales team. Deals are slipping through the cracks due to more sales conversations. It has become a key sales function that top sales organizations recognize as a strategic advantage. Didn’t think so.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. It was a game-changer in my career. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

OCTOBER 31, 2017

A sales process refers to the series of steps — each consisting of several activities and involving one or more sales methodologies — that are aimed at finding and connecting with customers; getting them to make a purchase; and creating a template for achieving sales objectives and replicating a desired level of performance.

Process 82

Process Objectives and Key Results Repeat business Referrals 82