Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Break Through Mediocrity: Changing the Game for Long-Term Success. Sales Consulting & Strategic Selling Programs.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

Gong.io

NOVEMBER 22, 2021

Instead of simply steamrolling through their objection, own it. Fall on your sword and acknowledge their objection. This tactic is the first step in preventing a buyer from hanging up on you, ending the call seconds after they answer. These are all simple, direct, and reasonable ways to validate a buyer’s objection.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

Hubspot

SEPTEMBER 30, 2019

That’s why we’ve made a list of the best sales training ideas, activities, and games. Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. That way they’ll be locked and loaded when someone brings that concern up on a call.

Gaming 100

Gaming Pitch Sales Objection handling 100

Veloxy

FEBRUARY 13, 2023

Rather, it will create a rabbit hole of a sales conversation." Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

Objection handling 108

Objection handling Technique Sales Pitch 108

The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. Sales Training Activity #1 – Objection Handling. When handling sales objections as a part of your sales training activity, don’t necessarily look for a script.

Objection handling 98

Objection handling Sales Appointment Clients 98

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. A playbook is a comprehensive guide that outlines your team’s approach to selling. It compiles best practices, strategies, and tactics specific to the team and spells out roles, responsibilities, and objectives.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. Did the quarterback throw a pass before the ball was snapped?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

DECEMBER 19, 2019

Objections are tough. Buyers’ objections can throw salespeople off their game. They might even panic over the unexpected conversational redirect. Your job as a salesperson is to be in control of the conversation. Respond to objections by asking questions. Respond to objections by asking questions.

Cold Call 122

Cold Call Objection handling Technique Sales 122

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. It allows you to control the process and conversation. The first part of any sales conversation, and next step in the 10 step sales playbook is building rapport with your potential clients. 2 – Building Rapport.

Technique 144

Technique Sales Clients Consult 144

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

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. Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Lead Fuze

SEPTEMBER 30, 2023

Outreach’s AI-powered selling capability, for instance, leverages more than 3 billion data points each week to refine its system continually ( Research 1 ). 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

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

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. 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.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

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

Gong.io

DECEMBER 2, 2019

Now up: ‘deal success,’ based on a panel hosted by Chris Orlob, Director of Sales at Gong and a talk by poker world champion Daniel Negreanu. Getting a handle on at-risk deals. Collaborating company-wide to sell more effectively. 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

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. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

The 5% Institute

MAY 6, 2020

Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. The first part of any sales conversation is building rapport with your potential clients. Ask for the sale.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. And you know what?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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

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

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. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

SalesLoft

OCTOBER 25, 2018

Conversation Intelligence. Let’s explore each of these areas independently to see how your team might be able to leverage these tools to become better listeners and deliver a better selling experience. The ability to record and accurately transcribe notes is a game changer for sales reps. Conversation Intelligence.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

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. Definition of in-person sales In-person sales refer to the process of selling products or services through direct interactions between sales professionals and customers. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales 100

Sales Gaming Objection handling Quota 100

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Being a lifelong learner gives you a competitive advantage in the game of sales. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching.

Technique 97

Technique Angle Profit margin Sales 97

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? Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Lead Fuze

NOVEMBER 30, 2021

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. With the rise of social selling (i.e., With the rise of social selling (i.e., Who use Hubspot. With the role of HR Manager.

Quota 52

Quota Objection handling Sales Follow-up 52

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. You want to have your feet beneath you to set yourself up for success. Keep that trend in mind because over- or under-selling a rep's abilities with a mock call don't do much to help them grow. Prospect Demanding a Discount.

Cold Call 85

Cold Call Objectives and Key Results Objection handling Construction 85

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

Scripts are one-way ‘conversations’. Next, comes the silence and the prospect hangs up. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. One of the greatest email send-out tricks that we recently saw was an instant follow-up from an SDR. I’m calling because…. Never mind!

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Scripts are one-way ‘conversations’. Next, comes the silence and the prospect hangs up. . As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. roleplay various conversation situations, . So she followed-up in a minute, apologizing for the mistake. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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

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. To be successful requires a level of personalized training and ongoing engagement that can eat up most of a sales manager’s time.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

The Bridge Group

MAY 12, 2017

This is both an easy sell and entirely wrongheaded. Having a live conversation allows for real-time thinking, objection handling, and SELLING. Yes, selling, the lost art of having a conversation about a business challenge you can address. Phone = conversation intelligence. Phone = specificity.

Objection handling 35

Objection handling Up-sell Conversion Technology 35