Lead Fuze

DECEMBER 1, 2021

Why people raise objections. The problem is that I can’t seem to overcome objections. There are a few ways to get out of objections, and one is the defusing objection framework. People who Raise Objections Are Real: What to Avoid. I say yes to the uncomfortable conversations. And then the pitch.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Highspot

JANUARY 29, 2024

Prepare Thoroughly First things first when it comes to customer conversations, you must do your homework and prepare thoroughly. You should have clear goals and objectives laid out before the call. This not only helps foster long-term relationships but also allows you to tailor your sales pitch accordingly.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Sales Hacker

JULY 26, 2023

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. Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! And it happens a lot. Just like magic!

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Gong.io

JUNE 25, 2019

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. SALES MISTAKE #4 : “Steamrolling” objections. In a word, they steamroll the objection.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. A well-defined sales cycle has two key benefits. For example, as part of the sales process, a rep may choose to reach out on LinkedIn or make cold calls to find prospects.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

MAY 17, 2021

This language, as well as understanding key processes, problems, challenges is all part of what we call “business acumen.” As a result, we create a communication chasm between our customers and us, and our abilities to have effective and impactful two way communications.

Objectives and Key Results 106

Objectives and Key Results Technique Manufacturing Objection handling 106

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

MAY 16, 2023

A sales coach is a professional who specializes in providing guidance, training, and support to salespeople to improve their skills, performance, and results. Here are some key qualities to look for when hiring a sales coach: 1. This clarity will guide you in finding a coach who aligns with your objectives.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Sales Hacker

JULY 26, 2023

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. Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! And it happens a lot. Just like magic!

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

FEBRUARY 1, 2019

Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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. The price defines the value and worth of your product — making it key to position it properly.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Objectives and Key Results Negotiate Technique 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

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 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. We mapped out conversations to see which topics were discussed, for how long, and when. Their conversations are sequential. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps?

Closing 48

Closing Objectives and Key Results Objection handling Price 48

The 5% Institute

FEBRUARY 18, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. This harms their sales because they keep the conversation purely logical.

Closing 52

Closing Objectives and Key Results Objection handling Sales 52

Gong.io

APRIL 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. We mapped out conversations to see which topics were discussed, for how long, and when. Their conversations are sequential. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps?

Closing 48

Closing Objectives and Key Results Objection handling Price 48

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. 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

Sales Hacker

JANUARY 22, 2020

There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. Too many sales managers have trouble identifying the key questions to ask. How do you handle objections? So what’s the problem? But all is not lost.

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

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

Sales Hacker

OCTOBER 16, 2020

As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. Here are a few simple tactics to use when trying to bring down a prospect’s guard: Making the conversation about the prospect. It is very common for salespeople to forget the point of a conversation.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

The 5% Institute

MARCH 1, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. For this reason, the way you position yourself to your potential clients will be key.

Objectives and Key Results 52

Objectives and Key Results Sales Objection handling Presentation 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? Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls. Think about it….

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Gong.io

JUNE 8, 2022

They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Identify pain : What are their primary business objectives? 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

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

Salesforce

JANUARY 18, 2024

The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. As these conversations unfold, you learn more about your prospects and how you can make their jobs — and lives — easier with your solutions. Without it, you get lost, fumble, or stall out.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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. . 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. had a 10%+ success rate. It’s a monster.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Pitching 5. 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. Pitch a targeted value prop. Quick Links 1. Prospecting 2.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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

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. Every result or goal you want to achieve is preceded by a process. Results aren’t all bad. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. . 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. had a 10%+ success rate. It’s a monster.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. A thorough knowledge of the product enables inside sales reps (ISRs) to develop effective sales pitches that highlight the proper product features. It prepares reps for every question, objection, or speculative comment a prospect makes. No more excuses. We are all busy.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Features and benefits are the most common ways to pitch a product to the buyer. Preventing Objections. What are their objectives?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

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. Alyssa is passionate about promoting personal and leadership development, fostering candid conversations, and creating a unique culture of vulnerability and inclusiveness.

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