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.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Salesforce

AUGUST 25, 2022

Then, they fold specific content, resources, tools, and reminders into CRM workflows that can be triggered by rep behavior. For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. It’s what Galem Girmay , revenue enablement manager at UserTesting, calls “relevant enablement.”.

Engineering 98

Engineering Sell Objection handling Negotiate 98

Veloxy

MAY 24, 2023

Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. By providing a comprehensive solution that meets multiple customer needs, you can increase the perceived value and encourage customers to opt for larger deals.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Booking meetings on behalf of other sales agents.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

AUGUST 10, 2023

Scheduling Appointments The culmination of an appointment setter’s efforts is scheduling a meeting or call between the prospect and the sales representative. Enhanced Customer Engagement Appointment setters provide a personalized touchpoint for prospects, showcasing the business’s dedication to meeting their needs.

Appointment 52

Appointment Lead generation Objection handling Pitch 52

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. These include CRM systems, sales enablement tools, lead generation platforms, and more.

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

MAY 24, 2023

This includes developing effective communication skills, active listening, persuasive negotiation, objection handling , and relationship building. Sales professionals need to navigate objections , handle rejections, and overcome sales hurdles.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

The 5% Institute

JUNE 7, 2023

These interactions can take place in various settings, such as retail stores, trade shows, conferences, or client meetings. 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.

Represent 52

Represent Technique Sales Objection handling 52

Highspot

JULY 6, 2023

Sellers will also better understand customer needs and apply technology like CRM to streamline processes when fully equipped. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

SalesLoft

JANUARY 16, 2024

Powered by Conductor AI , Rhythm takes in and synthesizes signals from multiple sources — like the Salesloft platform, your CRM, and third-party integrations such as DocuSign , Highspot , G2 , Vidyard , or Seismic — and ranks them to produce a prioritized list of actions. But those insights are only useful if reps take action on them.

Process 52

Process GTM Objectives and Key Results Objection handling 52

The 5% Institute

JULY 4, 2023

It is a measure of how well a company performs in terms of meeting or surpassing its sales objectives. Training programs , workshops, and mentoring can enhance sales skills such as negotiation, objection handling, and product knowledge.

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Highspot

MARCH 26, 2024

Speech and Sentiment Analysis: AI can analyze call recordings and meetings to evaluate rep’s communication skills, tone, and effectiveness in building rapport with customers. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Sales 52

Sales Technique Objection handling Pitch 52

Salesforce

JANUARY 3, 2024

Sales methods you’ll learn: Create agile frameworks for your organization Put the right people in the right places Identify the right sales opportunities Align with your customers’ priorities Create consistent learning opportunities for your team Want to take the #1 CRM for a test drive? Take the free tour 1. Do they work?

Retail 64

Retail Sales Objection handling Cross-sell 64

Sales Hacker

JULY 26, 2023

no more updating the CRM): Automating the repetitive, manual tasks means more time spent on meaningful tasks. We all know it’s tedious to update the CRM with every customer interaction. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? The future of sales isn’t man versus machine.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

The 5% Institute

JUNE 15, 2023

CRM (Customer Relationship Management) systems enable efficient lead management, tracking, and analysis. Regular meetings and knowledge sharing sessions foster alignment, empowering Sales SDRs to provide valuable insights and contribute to the sales process.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

The 5% Institute

JUNE 18, 2023

Developing Comprehensive Sales Training Programs Effective sales training programs should encompass a range of topics, including product knowledge, customer psychology, negotiation techniques, objection handling, and closing strategies. Effective communication, both verbal and non-verbal, enables clear and persuasive messaging.

Cross-sell 52

Cross-sell Technique Objection handling Sales 52

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. Building and Leading a High-Performing Sales Team Only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Salesforce

OCTOBER 10, 2023

If there are stakeholders that you need to meet, ask for an introduction and do discovery with them as well. Instead of getting defensive when these objections arise, ask follow-up questions to make sure you understand the root of their concerns. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Hubspot

SEPTEMBER 29, 2023

This software helps you track your team’s performance with HubSpot’s conversation AI that automatically captures voice data in your CRM. It captures and analyzes customer calls and meetings through call recording and transcription, which enables you to quickly gain after-call insights like competitor mentions and feature requests.

Objectives and Key Results 64

Objectives and Key Results Price Objection handling Pitch 64

The 5% Institute

JULY 4, 2023

By aligning sales performance reviews with these objectives , businesses can ensure meaningful evaluations and actionable insights. Utilizing CRM Systems Customer Relationship Management (CRM) systems play a vital role in reviewing sales performance.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

PandaDoc

APRIL 25, 2023

A sales plan contains everything your sales team needs to know about their roles and how they can influence meeting your organization’s sales targets in addition to contributing to the company as a whole. Your ultimate choice depends on the best approach to meet your overarching needs and goals. Here are some of the most common types.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Sales Hacker

JULY 26, 2023

no more updating the CRM): Automating the repetitive, manual tasks means more time spent on meaningful tasks. We all know it’s tedious to update the CRM with every customer interaction. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? The future of sales isn’t man versus machine.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Salesforce

MAY 30, 2023

You pick them because of their reputation, how they relate to you, and how they meet your needs. These certifications can cover soft skills like empathy building, or more tactical skills like objection handling. You don’t pick a doctor solely because they have an M.D. The same goes for sales training and education.

Education 52

Education Objection handling Cold Call Up-sell 52

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. They learn how to use HubSpot’s CRM , Marketing , and Sales tools. Train them on how to use your CRM. When appropriate, have them take a CRM certification exam. Practice negotiating and common object handling.

Negotiate 86

Negotiate Territory CRM Objection handling 86

Salesmate

MAY 22, 2020

You’ll hardly meet a sales rep who has never faced the “price objection”. Almost all sales professionals have faced this objection in their sales career. Once you do the competitive analysis, create a list of USPs that makes you different from the competitors, and use it to handle the price objection.

Price 124

Price Profit margin Objection handling Follow-up 124

SBI

DECEMBER 8, 2021

Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. It could be a matter of pricing or a lack of faith that your product will meet their needs.

Objection handling 55

Objection handling Sales Prospecting Trust 55

Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Are you going to meet again to discuss things? If so, with whom?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

PandaDoc

DECEMBER 7, 2017

Your first couple reps might be able to work off an Excel spreadsheet , a cheap CRM, or Salesforce without proper implementation. It might be time to hire a CRM consultant to ensure everything is ready to manage an actual team. Objection handling – What the common objectives are, and how to overcome them.

Objectives and Key Results 99

Objectives and Key Results CRM Sales Objection handling 99

SalesLoft

NOVEMBER 1, 2016

You’ve learned that letting the insights gained from lead records fly under the radar as basic CRM inputs is a detriment to your sales process. Salesloft helps you learn from your calling experience faster, by providing call recording for sales managers to reference during one-on-one meetings and coaching sessions. Objection Handling.

Objection handling 52

Objection handling Cold Call CRM Pitch 52

Sales Hacker

SEPTEMBER 20, 2019

They train you on how to introduce yourself, the company’s value prop, and objection handling. . Getting over the reluctance to dial before you walk into your first startup or software company, coupled with confidence in establishing control and objection handling, will spell success. . Being the best takes extra work.

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Be ready with responses to your prospect’s objections. Presentation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

SalesLoft

OCTOBER 25, 2018

Most sales professionals know it’s important to listen more than they talk during meetings. A salesperson must stay on message, ask the right questions, communicate value, take good notes, log all activity in the CRM, and hopefully drive towards a successful outcome. Buyers want salespeople to be better listeners, too.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Sales Hacker

AUGUST 28, 2019

Objection handling. CRM maintenance. This gives you time in the morning to prepare and handle your daily activities. Take them out for team happy hour, or a company meeting before their start date. Use applications like Google Drive or Dropbox to organize the information, and share it with your entire sales force.

Objectives and Key Results 68

Objectives and Key Results Cold Call Objection handling Inside sales 68

Highspot

DECEMBER 19, 2023

The sales development playbook ensures all sales interactions, including objection handling and closing techniques, are standardized and maintains a uniform customer experience throughout the buyer’s journey. Provide SDRs with a checklist to assess whether a lead meets the necessary qualifications for further engagement.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

PandaDoc

APRIL 24, 2023

Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios. Battlecards : Information on how your sales team can improve their objection-handling skills. For example, tasking a new sales agent with sending a customer quote together with a CRM alert.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Your team should be clear on your expectations of their CRM reporting and when you’ll be reviewing their opportunities.

Sales 99

Sales Gaming Objection handling Quota 99