Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Unique Offer Close The unique offer close is about presenting something special that only you can provide. Navigating through objections can often be the difference between losing and closing a deal.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Negotiating and closing contracts. Demo/presentation. Negotiation. Inside sales vs. outside sales

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

FEBRUARY 19, 2024

This includes targets expected of sales reps like total sales closed, the number of calls per day, conversion rates, or average deal size. If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking. Product demo plays Outline strategies for effective product demonstrations.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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

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

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Hacker

FEBRUARY 2, 2021

Here, sales reps introduce themselves and set out to create a rapport with the prospect through small talk, asking questions, and other conversational skills. Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Closing the sale. Closed-Won: =].

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. I’m not ready for a buying conversation. The Gatekeeper. How could they be?

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Hubspot

AUGUST 6, 2019

The hands-on trainings have them building landing pages, setting up contacts, and presenting “final projects” at the end of their training cycle. Cover the main stages of the sales process and conversion rate benchmarks (i.e., Conduct reviews of new hire demos, connect calls, and close conversations.

Negotiate 88

Negotiate Territory CRM Objection handling 88

The 5% Institute

JUNE 8, 2023

Prepare compelling answers that highlight your achievements, problem-solving abilities, and your approach to handling challenging situations. Be ready to provide specific examples of successful sales campaigns, difficult negotiations, and effective sales strategies you have implemented in the past.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Salesforce

NOVEMBER 20, 2023

The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Then create a slide deck or presentation specifically addressing those needs.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JULY 26, 2023

It’s like having a conversation with a real human — powered by advanced AI. How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Lead Fuze

JANUARY 1, 2022

Presentation. In the presentation stage, sales teams show how their product or service can help a prospect overcome challenges. The presenter should tailor this to identify and address any pain points that they have found through research. I was also wrong about my objection handling. Closing the sale.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

MAY 12, 2019

That last bit is important because whoever asks the questions controls the conversation. It works in some situations (like negotiations), but it doesn’t work on cold calls. Your approach for the rest of your sales process depends entirely on what you learn in this conversation, so get lots of information out of your buyer.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

JULY 26, 2023

It’s like having a conversation with a real human — powered by advanced AI. How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. Watch your sales teams close rates improve when they have on-demand materials to support their conversations. In sales, it’s not much different.

Sales 98

Sales Gaming Objection handling Quota 98

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. Keep business conversations relevant, meaningful, and insightful. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building.

Drivers/motivators 53

Drivers/motivators Non-Profits B2B Strategize 53

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Product conversations are, well, all about your product. .

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

PandaDoc

NOVEMBER 15, 2021

Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies. ” The minor ones, like “I’ll email you my comments by tomorrow night” or “I’ll put in a request for new presentation software this afternoon,” must not be overlooked.

Sales 52

Sales Quota Trust Promote 52

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? Product conversations are, well, all about your product. .

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

SEPTEMBER 10, 2021

And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. We are simply looking at the method and applying tidbits presented nearly three decades ago that are, surprisingly, still relevant today. Tip #5: Have your objection handling game on the ready.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Sales presentations. Sales presentations. All CRM-related conversations are not to be trusted.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. I think we can all agree that that conversation with Kiva was pretty exceptional. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

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. And here’s your advantage: You’ve had this same conversation hundreds of time. You can predict the conversation “paths,” and how to navigate each one.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. Why people raise objections. The problem with overcoming objections. A way out: examples of the defusing objections framework.

Objection handling 70

Objection handling Sales Commission Prospecting 70

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. He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Time to take notes.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

OCTOBER 31, 2017

Pitch/Presentation. 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. Inbound Selling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. And every episode of Sales Pipeline Radio past, present, and future is always available and salespipelineradio.com.

Pipeline 72

Pipeline Cold Call Sales Prospecting 72

Hubspot

OCTOBER 11, 2017

Salespeople should take risks -- from trying a new prospecting technique to using different negotiation strategies. Spontaneous water cooler conversations aren’t enough. Attend a workshop on objection handling.”. Good decisions don’t happen without good data. Finally, encourage a “fail fast” culture. 6) A common vision.

Objectives and Key Results 86

Objectives and Key Results Quota Sales Trust 86