Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. Did the game jump from the first quarter to the fourth, skipping the middle two quarters? There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

MARCH 28, 2022

It allows you to control the process and conversation. By using the 10 step sales playbook outlined in this guide, you’ll feel a lot more confident while talking to potential clients, because you’ll have a clear system in which to operate your sales conversations with. 4 – Pre-Framing The Conversation.

Technique 144

Technique Sales Clients Consult 144

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. 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. But it takes careful planning to get to the end zone.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Veloxy

MAY 24, 2023

Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Generating high-quality leads that align with your target customer profile enhances the likelihood of conversion and accelerates sales velocity. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

DECEMBER 19, 2019

Here’s why that happened (steady yourself for some bad news, my friend): Using social proof techniques during early-stage calls plummets eventual close rates by 47%. Objections are tough. Buyers’ objections can throw salespeople off their game. They might even panic over the unexpected conversational redirect.

Cold Call 122

Cold Call Objection handling Technique Sales 122

The 5% Institute

MAY 6, 2020

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. This happens prior to your deep dive sales conversation. It’s also important because people buy from people they like and trust.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

Gong.io

AUGUST 22, 2018

This data (along with every other data point we’ll cover) comes from analyzing almost two million recorded sales conversations with AI. It’s an indicator of having a balanced two-way conversation, rather than a “checklist style” interrogation. It creates a balanced feel to their sales conversations. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

MAY 18, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology, start reviewing calls and demos with your team.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

The 5% Institute

JUNE 7, 2023

So, let’s dive in and discover how in-person sales can be a game-changer for your business. Immediate feedback and objection handling During in-person sales meetings , sales professionals can gather immediate feedback from customers, allowing them to address concerns or objections promptly. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

Hubspot

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Pay attention to critiques on the questions you're asking, the flow of the conversation, and your rapport.

Technique 97

Technique Angle Profit margin Sales 97

Gong.io

MAY 18, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology , start reviewing calls and demos with your team.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

Gong.io

FEBRUARY 1, 2019

The second pitch started with the outcome, letting the conversation unfold from there. That said, solid answers alone won’t let you control the conversation’s direction. You want to answer certain questions at specific points in the conversation. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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

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

MAY 18, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology, start reviewing calls and demos with your team.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Sales Hacker

MAY 2, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology, start reviewing calls and demos with your team.

Pipeline 51

Pipeline Objectives and Key Results Objection handling Sales 51

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. . Tell it early in the call, and don’t be afraid to repeat it later on in the conversation. Slides are less about conversation, more about presentation.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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 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 123

Cold Call Pitch Education Objection handling 123

SBI

FEBRUARY 10, 2020

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. As businesses today look for ways to improve their sales team’s performance, a lot of emphasis has been placed on finding tools that help increase the efficiency of their reps.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

JANUARY 25, 2019

Can’t control a conversation. The best candidates will maintain their composure and even start using objection handling techniques. You’re not evaluating their storytelling technique, but those that tell stories about failure are the ones who have learned the most. Why do you say that?” they will calmly ask.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

PandaDoc

APRIL 24, 2023

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. 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 Education Objection handling 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). 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

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. The practice the plays endlessly, they implement them in the games–but in these situations they recognize they have to adapt to the specific situation and nor run the play rigidly. The number of words/tone or call to action of that email.

Objection handling 103

Objection handling Healthcare Territory Sports 103

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . To review: Value conversations include discovery, business impact, and use cases. Product conversations are, well, all about your product. . Value conversations help move the deal forward. #9 Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Active listening enables reps to pose thoughtful follow-up questions and guide the conversation. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . To review: Value conversations include discovery, business impact, and use cases. Product conversations are, well, all about your product. . Value conversations help move the deal forward. #9 Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

AUGUST 19, 2019

Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. What are your favorite objection techniques? Regardless of what people tell you, there is value in the statement, “Sales is a numbers game.” Sales is a compound game, so this stuff adds up! .

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Sales Hacker

APRIL 3, 2020

So we’re going to cover three things: a mindset that I want you to get into whenever you hear an objection, some phraseology or words that you can use, and then an offer at the end, which, yes, is a blatant sales pitch. But you’re not going to be able to raise any objections because this is a one-way webinar. ” Or.

Objection handling 70

Objection handling Sales Commission Prospecting 70

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. Master these sales coaching techniques ASAP. Training isn’t tailored.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

MAY 14, 2018

Deals are slipping through the cracks due to more sales conversations. That’s like a world-class athlete saying, “We won yesterday’s game, so I don’t need to practice today.”. This technique is called microlearning and science has shown it to be more effective than traditional learning alone. Didn’t think so.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 31, 2017

Objection Handling. Reluctance, objections, complaints and outright rejection are so common in sales that any salesperson who lacks grit and the ability to roll with the punches will soon be out of the game. Closing/Negotiation/Conversion. Stay relevant by bridging the prospect and the product. . SPIN Selling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

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. sales techniques within business. 150 of them share their best advice and career-defining “aha moments” below. Time to take notes.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SalesLoft

FEBRUARY 26, 2013

Written by Jill Konrath, SNAP is likely going down in history as one of the best books in the game. Using clever objection-handling techniques insults your prospect’s intelligence [ Tweet This ]. I just finished the book, SNAP Selling. Be matter-of-fact [ Tweet This ]. tools [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Sales Hacker

MAY 31, 2018

As buyers become more sophisticated, SDRs are compelled to adopt many marketing techniques such as video prospecting and context-based outreach. . Objection handling. They use phone, email, and social media messaging to spark conversations and set breakthrough appointments. Sales Development Process. Product knowledge.

SQL 48

SQL Appointment Pipeline Lead generation 48