Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. 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.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Veloxy

DECEMBER 28, 2023

Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions. Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. As a result, it seems everything is “coaching.”

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Anthony Cole Training

OCTOBER 21, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. dealing with objections (7). key to sales success (4). keys to sales success (30). key to sales success (4). keys to sales success (30). Negotiating (2).

Objectives and Key Results 193

Objectives and Key Results Drivers/motivators Sales Up-sell 193

Sales Hacker

OCTOBER 24, 2017

Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century. During a portion of the time, he was the Bureau’s lead international hostage negotiator. Negotiation is a need-to-have skill in business. We negotiate with customers in an effort to maximize deal sizes.

Negotiate 96

Negotiate Objectives and Key Results Sell Entertainment 96

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. dealing with objections (7). key to sales success (4). keys to sales success (30). key to sales success (4). keys to sales success (30). Negotiating (2).

Sell 193

Sell Objectives and Key Results Sales Drivers/motivators 193

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Then, you will receive a summary of the results by the end of the session. What it looks like: Two sales reps argue over lead ownership, harming productivity and slowing progress on key accounts.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” That's because their customers were CFOs and financial controllers who needed someone who spoke their language,” Wickett says. You can’t escape it.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Anthony Cole Training

AUGUST 6, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. dealing with objections (7). key to sales success (4). keys to sales success (30). key to sales success (4). keys to sales success (30). Negotiating (2).

Sell 191

Sell Objectives and Key Results Drivers/motivators Sales 191

Hubspot

JANUARY 8, 2025

In his book, he explores how gap selling has the potential to: Generate more leads Increase customer conversion rates Minimize sales cycles Maximize the average deal size Despite what you might be thinking, gap selling doesnt involve a whole lot of strong-arming prospects or dazzling them with fancy features to achieve these results.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Martech

FEBRUARY 24, 2025

The result is a “Frankenstack” of systems requiring ongoing IT and system integrator support to function. Integrate with new platforms quickly, thanks to plug-and-play architectures rather than relying on months of custom API work. We’re already seeing early signs of these capabilities. Or just bots in formal wear?

Objectives and Key Results 100

Objectives and Key Results Government Technology Technology 100

Anthony Cole Training

FEBRUARY 7, 2013

Yes, companies set metrics/KPIs - Key Performance Indicators - but are they the right ones to help a sales leader effectively monitor, coach, mentor, motivate a sales person to success? The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth.

Appointment 193

Appointment Objectives and Key Results Sales Negotiate 193

Salesforce

MAY 20, 2025

Protocol Adherence : Security and compliance protocols are non-negotiable, especially for sensitive operations like finance and healthcare. Core architecture Our modular architecture comprises four key components: Environments Domain-specific contexts (e.g., Experimental results Initial experiments across leading models (e.g.,

E-commerce 69

E-commerce Healthcare X-functional Appointment 69

SaaStr

JULY 13, 2023

For Sales leaders, this may be negotiation skills, mastery of a certain sales tool, qualifying customers, hiring, etc.) Collaborative, self-starter, results-driven.) Begin by asking yourself these three basic questions: What are the long-term business objectives for this hire? Customer focus. Self-starter.

Objectives and Key Results 97

Objectives and Key Results Negotiate Sales Growth 97

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Using AI in sales can also personalize outreach, shorten sales cycles, and enhance buyer experiences and customer interactions.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Cerebral Selling

MARCH 18, 2024

For example, reps often come to their leaders with questions like: “My customer went dark on me. This customer is asking for a 30% discount to get the deal done. I asked for a discovery call but the customer just wants a demo. But it can also be a key trait of those who fail to motivate and inspire their teams.

Objectives and Key Results 180

Objectives and Key Results Legal Negotiate Contract 180

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Don’t focus too much on the process; instead, talk about the result.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Anthony Cole Training

JANUARY 5, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. dealing with objections (7). key to sales success (4). keys to sales success (30). key to sales success (4). keys to sales success (30). Negotiating (2).

Objectives and Key Results 135

Objectives and Key Results Drivers/motivators Sales Up-sell 135

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . The key is talking about VALUE.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

JUNE 14, 2021

They focus on their ideal customer profile. You will see how ABM was used to: Create $2M wins with an account that sales and marketing were “chasing” for more than five years with no results. at” them) within key accounts they wanted to win, protect and expand. Distribution, service performance, customers, and ongoing revenue.

E-commerce 106

E-commerce GTM B2B Profit margin 106

Lead Fuze

FEBRUARY 7, 2022

The key to getting people motivated is giving them a sense of purpose. Providing an environment that provides employees with the opportunity for promotion and providing opportunities such as negotiating contracts or closing deals will help motivate your sales team. Adoption and customization of a CRM. Communications management.

Territory 52

Territory Objectives and Key Results Negotiate Contract 52

Hubspot

SEPTEMBER 2, 2016

Beyond the shocking objections and confessions, it seems like there's constant screentime for strong, powerful arguments. Whether we know it or not, we are unabashed nerds for all things negotiation -- and it's a skill that all of us should master. But with the right strategies and skills, you can learn to negotiate.

Negotiate 62

Negotiate Objectives and Key Results Technique Follow-up 62

Hubspot

APRIL 9, 2025

Others save you time but damage your results meaning youll ultimately be less productive for using them. Your demo should be highly customized to your audiences needs, desires, and goals -- and you cant achieve that level of customization without doing prep work. Define next steps.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69

The Sales Hunter

NOVEMBER 15, 2011

Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Small Goals Now Mean Big Results in 2012. Your objective is to not just beat these goals, but to nail them big time! customer service. negotiating. negotiation. sales negotiation. Purchasing Departments and Buyers.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Cold Call 71

Anthony Cole Training

AUGUST 9, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. dealing with objections (7). key to sales success (4). keys to sales success (30). key to sales success (4). keys to sales success (30). Negotiating (2).

Prospecting 135

Prospecting Objectives and Key Results Sell Appointment 135

Gong.io

NOVEMBER 16, 2022

Build and improve your sales pipeline by: Creating an Ideal Customer Profile (ICP), like the one below. The better you know what a great customer looks like, the easier it’ll be to find high-quality leads. . This is the key to creating an irresistible proposal. . Presenting results. Negotiation.

Pipeline 118

Pipeline Objectives and Key Results Negotiate Sales 118

Sales Hacker

APRIL 27, 2020

Success depends on understanding your objectives, both for the organization and the people you support. and the “human element” around how a company fits into their prospect’s or customer’s journey gets lost in the mix. Set priorities based on the org’s strategic objectives. Sales enablement governance.

Strategize 100

Strategize Government Objectives and Key Results Sales 100

Salesforce

APRIL 17, 2025

Enter AI and Agentforce for Consumer Goods , which are quickly changing the way consumer goods companies engage with their customers. Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand?

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

A Sales Guy

JUNE 25, 2015

Objections start flying from leftfield; the prospect becomes erratic, they stop meeting commitments, they keep changing their mind and deadlines start slipping. This craziness is usually the result of too much emotion getting into the sales cycle. You negotiate a shitty deal, with a super low price.

Objectives and Key Results 114

Objectives and Key Results Commission Quota Pipeline 114

Openview

JANUARY 18, 2018

Mark might find that one rep on the team was good at generating new leads, another rep was talented at running effective customer meetings, and another was the best at asking for the business and closing the deal. You’ll end up with a few key skills for each stage of your sales cycle. Overcoming Objections. Negotiating.

B2B 120

B2B Negotiate Objectives and Key Results Technique 120

PandaDoc

JUNE 2, 2025

Fortunately, sales teams dont need to invent a decision criteria that aligns with an established buying process or an ideal customer profile. What measurable result does the buyer expect? How MEDDIC works MEDDIC serves as a checklist for uncovering the key elements of any potential deal. MEDDIC is one such framework.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

PandaDoc

MARCH 13, 2025

Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. Custom pricing. Long-term customer loyalty.

Contract 52

Contract Price Negotiate Non-Profits 52

Hubspot

JULY 7, 2019

If the answer is “Yes,” chances are you understand your customers want partners, not vendors. To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. Section 2: Key Business Initiatives. Key projects.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Sales Hacker

SEPTEMBER 29, 2020

Keys to success when scaling a company [10:56]. Regie uses your targeting to inform your campaign, decreases the time your team spends creating campaigns, and because the campaigns are structured on email best practices, your email, and your campaign warm-up period will strengthen results. So what do you think the keys to success are?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Here’s what we’re going to cover: Salesforce objects. Data Governance & Salesforce Objects. Customer Record Objects. Transactional Objects.

Government 69

Government Process Objectives and Key Results Commission 69