Veloxy

FEBRUARY 13, 2023

Better understand customer needs and pain points If you were to ask ten prospects, “Do you wish you could improve the productivity of your team by two or three times?”, On the other hand, if you were to ask ten prospects, “What do you think is preventing your team from doubling their productivity?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. We’ll also explore effective follow-up strategies using advanced tools like HubSpot, along with other beneficial resources for sellers.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Lots of time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

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. Prospecting is hard. I’m not ready for a buying conversation. The brush-off.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of sales team building games, is objection handling. 2 – Sell Me This Pen.

Gaming 134

Gaming Objection handling Pitch Sales 134

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

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

Technique 52

Technique B2B Cross-sell Negotiate 52

The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 98

Objection handling Sales Appointment Clients 98

Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. For example, prospecting is a stage in the sales cycle.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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. Below is a detailed breakdown of the 10 step sales playbook: #1 – Prospecting. . Prospecting can generally be two-fold – inbound and outbound.

Technique 144

Technique Sales Clients Consult 144

The 5% Institute

AUGUST 9, 2021

Pick a niche that you want to serve and sell to. Objection handling, and then again – ask for the sale. Certainty is crucial for sales success ; not only does it allow rapport and trust to build, but it also puts you in the driver’s seat of the sales conversation. Closing Sales Training #1 – Prospecting.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

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

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of fun sales training games, is objection handling. 2 – Sell Me This Pen.

Gaming 98

Gaming Objection handling Pitch Sales 98

Highspot

SEPTEMBER 11, 2023

Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Gain a competitive advantage: A well-prepared sales team that can execute strategic selling will outperform competitors and set your company apart. Improving Your Sales Readiness Strategy Feeling ready to sell isn’t enough.

Objection handling 59

Objection handling Sales Technique CRM 59

Gong.io

DECEMBER 19, 2019

They might even panic over the unexpected conversational redirect. Your job as a salesperson is to be in control of the conversation. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions. The best way to do that?

Cold Call 122

Cold Call Objection handling Technique Sales 122

SalesLoft

JANUARY 16, 2024

Kristin and Sarah dive into the Salesloft platform to learn how it prioritizes sellers’ daily workflows, recommends follow-up timing and copy, provides AI-powered forecasting, flags potential issues with the buying committee, and orchestrates your deal cycles from start to finish so you never miss a target again. But that’s not all.

Process 52

Process GTM Objectives and Key Results Objection handling 52

The 5% Institute

APRIL 14, 2021

It allows you to control the sales conversation. A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. When Executives or your sales team know how to qualify correctly, they can put together a sales targeting strategy that helps them with their prospecting efforts.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

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

The 5% Institute

MAY 25, 2021

Selling new homes; although lucrative, can also be very competitive. Pick a niche that you want to serve and sell to. Objection handling, and then again – ask for the sale. New Home Sales Consultant Training #1 – Prospecting. There are two kinds of sales prospecting methods. Inbound Prospecting.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

The 5% Institute

JANUARY 15, 2021

It allows you to control the sales conversation. A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. When Small Business Owners or your sales team know how to qualify correctly, they can put together a sales targeting strategy that helps them with their prospecting efforts.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

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

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. These delays are usually related to the prospect still needing to get buy-in either from stakeholders and/or decision makers. Objections are Opportunities. Handling Objections. The Art of Powerful Responses.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? 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. When you feel like your prospects are objecting to what you’re saying, then this is the right place for you.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Highspot

OCTOBER 11, 2023

Sales readiness: Ensure reps aren’t just trained but are also ready to sell. Share competitive information: Equip your team with knowledge about the competition to strengthen their selling position. Value-Based Selling : Shift the focus from product features to the value it provides to the customer.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

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

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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

NOVEMBER 1, 2019

They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. Use this template for a response to a prospect request: I am happy to do that. Don’t wait to get it. Ask for it.

Negotiate 86

Negotiate Objection handling Pipeline Cold Call 86

Salesforce

JANUARY 3, 2024

As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Create agile frameworks for your organization With 82% of sales reps saying they’ve had to quickly adapt to new ways of selling amid global challenges, agility is one of the biggest competitive advantages a company can have.

Retail 64

Retail Objection handling Sales Cross-sell 64

Salesforce

NOVEMBER 20, 2023

Prospects qualified? The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Hyper-targeted prospecting: AI is a personal research assistant who never sleeps. And it happens a lot.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Understand your prospect and their business goals. Top Negotiation Tips that Help Close the Deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. A good complex sales process should include: A system that gives you a clear outcome to the conversation. But what exactly is a complex sales process? Setting Pre-Frames.

Process 98

Process Objectives and Key Results Objection handling Sales 98