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

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers.

B2B 65

B2B Process Objection handling Negotiate 65

Salesforce

OCTOBER 10, 2023

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.) Negotiation After reviewing the proposal, stakeholders will often want to negotiate a better price.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. All CRM-related conversations are not to be trusted. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale. Closed-Won: =].

Sales 111

Sales Cross-sell Pipeline Negotiate 111

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. Your team should be clear on your expectations of their CRM reporting and when you’ll be reviewing their opportunities. In sales, it’s not much different.

Sales 104

Sales Gaming Objection handling Quota 104

Highspot

OCTOBER 22, 2024

With methodology content integrated within your enablement platform and surfacing at key moments from your CRM, you can create a seamless experience for reps and reduce resistance to adoption. To gain buy-in of new behaviors, infuse your sales methodology material into each stage of the process and surface it within rep workflows.

Process 52

Process Objection handling Quota Negotiate 52

The 5% Institute

MAY 9, 2023

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. Negotiation Skills Negotiation is a critical part of B2B sales. These include CRM systems, sales enablement tools, lead generation platforms, and more.

B2B 52

B2B Objection handling Negotiate Technique 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. 4 Dirty Negotiating Tricks (and How to Counter Them). The 9Billion #CRM Debacle. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

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. Reporting on own sales performance in a CRM or dedicated inside sales software .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. Sellers will also better understand customer needs and apply technology like CRM to streamline processes when fully equipped. Strong leaders inspire their teams, set clear objectives, and strategize effectively. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

JUNE 27, 2023

These can include consultative selling , relationship building, objection handling, and effective negotiation skills. Sales automation tools, customer relationship management (CRM) systems, and data analytics platforms can streamline sales processes , improve efficiency, and provide valuable insights.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52

The 5% Institute

MARCH 12, 2024

Leveraging Technology for Enhanced Basic Sales The Role of Technology in Modern Sales Strategies E-commerce Integration: In the digital era, having a robust online presence is non-negotiable. Predictive Analytics: Use predictive analytics within your CRM to anticipate customer behaviour.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell Negotiate 52

Sales Hacker

MAY 14, 2018

For example, what better time to reinforce your negotiation strategy than when your rep is prepping for a pricing discussion? This could range from short quizzes related to different stages of the sales cycle, all the way up to objection handling practice via role play and video coaching. Dos and Don’ts.

Objectives and Key Results 68

Objectives and Key Results Cross-sell Objection handling Sales 68

The 5% Institute

JUNE 7, 2023

Consultants leverage customer relationship management (CRM) tools, sales automation software, and analytics platforms to streamline processes, track performance, and gain actionable insights. Overcoming Objections and Closing Deals in B2B Sales In the world of B2B sales, objections and negotiations are common hurdles.

Consult 52

Consult B2B Growth Strategic partnership 52

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

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. How to follow up even further: Let’s say you got an objection related to data privacy. I’ll show you what I mean with the example below.

Objectives and Key Results 81

Objectives and Key Results Pitch Cold Call Sales 81

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

JULY 4, 2023

Training programs , workshops, and mentoring can enhance sales skills such as negotiation, objection handling, and product knowledge. Sales teams can leverage customer relationship management (CRM) software, sales automation tools, and data analytics to streamline their processes and gain valuable insights.

Objectives and Key Results 52

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

Cross-sell 52

Cross-sell Technique Objection handling Sales 52

PandaDoc

APRIL 3, 2023

You need to train them and equip them with the right strategies and tools to succeed, such as the right CRM system , and a sales playbook. Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Even if you hire the best sales reps , this doesn’t guarantee success.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Highspot

JANUARY 3, 2024

Overcoming objections: Plan discussions or meetings to resolve any reservations or issues the prospect might have regarding the agreement. Help Your Reps Be Comfortable With Handling Objections Objection handling training should focus on understanding the common doubts in your industry, empathy, active listening, and problem-solving.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Clearly define those stages and customize your tools (CRM, automations, etc.)

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

PandaDoc

JUNE 11, 2024

It involves long-term relationship-building, establishing trust, identifying complex needs to determine provider/product fit, proposal development, and negotiations. B2B outside sales reps communicate, negotiate, and close deals with customers in person. As a result, the B2B sales process is much more complex and lengthy.

B2B 52

B2B Process B2C Objectives and Key Results 52

Highspot

MAY 30, 2024

Optimize your sales process by mapping each step, from lead generation to negotiation and closing, and finding and removing bottlenecks. This includes templates, scripts, presentations, and objection-handling guides. Develop and review performance metrics for all teams so you can track progress and course-correct as needed.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

DECEMBER 5, 2024

Sales skills: Mock sales calls and role-playing sessions can be used to improve essential sales skills , such as prospecting, objection handling, and closing deals. They should understand your CRM systems, analytics tools, and how to use your sales enablement platform.

Objectives and Key Results 52

Objectives and Key Results Growth Negotiate Objection handling 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. How to follow up even further: Let’s say you got an objection related to data privacy. I’ll show you what I mean with the example below.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Lead Fuze

JANUARY 1, 2022

If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. Contract Negotiation: The buyer and seller know the value of an item, so they negotiate on price if necessary. CRM tools are especially useful for sales operations.

Commission 52

Commission Sales Cross-sell Pipeline 52

PandaDoc

NOVEMBER 15, 2021

Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies. Get everyone on Slack or a similar chat channel and say something like, “Hey, this new combination of CRM filters is turning up some hot leads!” Attend an objection handling workshop.”

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

OCTOBER 31, 2017

Skim through your organization’s knowledge base to understand different customer engagement scenarios and how real salespeople actually solved pain points, handled complaints, closed deals, and generated repeat business. . Objection Handling. Closing/Negotiation/Conversion. Prospecting. Finding customers is one thing.

Process 91

Process Objectives and Key Results Repeat business Referrals 91

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Pro tip: Make sure all this data goes into your company’s CRM.)

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Salesforce

OCTOBER 16, 2024

The information is used for call summaries, which can be automatically entered into a customer relationship management (CRM) system and shared with sales leadership and other teams. Finally, the seller receives an automated alert in their CRM notifying them to send a follow-up email offering the prospect a discounted price.

Conversion 59

Conversion Customers Territory CRM 59

Hubspot

OCTOBER 11, 2017

Salespeople should take risks -- from trying a new prospecting technique to using different negotiation strategies. Get everyone on Slack or another chat platform so announcing “hey, this new combo of CRM filters is turning up some fire prospects” is as easy as, well, typing that. Attend a workshop on objection handling.”.

Objectives and Key Results 96

Objectives and Key Results Quota Sales Trust 96

Salesforce

FEBRUARY 17, 2025

Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. By tailoring these simulations to real deals and grounding feedback in CRM data, sales teams receive insights into how to actually improve performance.

Territory 52

Territory Negotiate E-commerce Objectives and Key Results 52