Salesforce

DECEMBER 19, 2023

What can you say about a technology that, in under a year, captured the world’s imagination, became the #1 tech spending priority , spawned countless news articles, drew the attention of the White House, and was featured on “Last Week Tonight with John Oliver,” “60 Minutes,” “Saturday Night Live,” and “South Park”?

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Partners in Excellence

APRIL 22, 2019

After all, our jobs are: Create differentiated value with our customers. Execute our company business strategies with our customers. Achieve/exceed our goals and objectives. Additionally, techniques and tactics don’t help us with the whole customer engagement process. How do we break out of this conundrum?

Technique 118

Technique Objection handling Sales Quota 118

Partners in Excellence

DECEMBER 10, 2024

Too often, as I look at my feeds, or as I discuss many well intended enablement/training programs, or as I look at the technologies available to “help” our sellers, I’m reminded of the old Three Stooges scene where Curly is struggling, saying, “I’m trying to think but nothing happens!”

Objectives and Key Results 118

Objectives and Key Results Objection handling High impact Conversion 118

Gong.io

OCTOBER 19, 2021

Some of those things are tangible, like technology and sales funnel content. They create efficient processes across sales teams so the buyer can move smoothly and efficiently through your company at every stage in their journey, from pre-sales to customer success. Are your reps missing out on opportunities with current customers?

Quota 164

Quota Sales Strategize Cross-sell 164

APACSMA

FEBRUARY 8, 2021

One of the best ways to make this happen is through video coaching technology which should include best practices, tips, tricks, or win stories. As different customers have different priorities and preferences, sales reps should be able to identify them and respond accordingly.

Objection handling 98

Objection handling Sales Quota Pitch 98

SalesLoft

OCTOBER 25, 2018

Active listening is a sales tool, but the good news is that there’s technology to help! Fortunately, new sales technologies can provide reps with tools to improve their ability to actively listen – and therefore their success. Most meeting-related sales technologies provide some form of analytics. Slow down the pace.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Partners in Excellence

JUNE 14, 2023

Likewise, as sellers, there are foundational skills, critical to our ability to engage customers and to do our jobs. It’s not the stuff we go through when we start a sales career, building prospecting, qualifying, questioning, presentation, objection handling, closing and other skills.

Objectives and Key Results 114

Objectives and Key Results Objection handling Trust Presentation 114

Partners in Excellence

NOVEMBER 26, 2018

Too often, a new technology tool is viewed as transformative, but instead, organizations often end up doing the same things they always have, just assisted by expensive new technology. In some cases, all the technology enables them to do is make the same mistakes with more people at a dramatically faster rate.

Objection handling 82

Objection handling Cross-sell Technology Technology 82

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. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

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. We’ve invested in content specialists to build rich content and focused on the voice of the customer.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Veloxy

MAY 24, 2023

Generating high-quality leads that align with your target customer profile enhances the likelihood of conversion and accelerates sales velocity. Lead Generation Strategies Targeted Marketing : Identify and focus on your ideal customer profile to generate high-quality leads. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Sales Hacker

FEBRUARY 16, 2023

Here are 5 ways to teach your team to handle rejections, objections, and losses, and come back up swinging. Practice objection-handling Prepare your sellers in advance on how to handle objections before they are even stated.

Objection handling 108

Objection handling Pipeline Sales Drivers/motivators 108

Salesforce

AUGUST 25, 2022

Sales enablement, often guided by new technology, faces resistance because reps see new tools as too complicated to use or disruptive to their existing processes. For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. Tip #2: Integrate enablement into the rep workflow.

Engineering 98

Engineering Sell Objection handling Negotiate 98

Sales Hacker

NOVEMBER 7, 2017

I run a European based sales agency for software and technology companies. Master Your Ideal Customer Profile (ICP) and Buyer Personas. Describe your ideal customer carefully! Objection Handling. The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product.

Objection handling 108

Objection handling Sales Cold Call Niche 108

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. . After 9 minutes, you risk your customer suffering from boredom — never a good thing. ??Data 10 Sales Skills for Objection Handling: Pause.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

JUNE 29, 2017

” That is, most of what we look for in recruiting and train for are classic sales competencies around prospecting, questioning, listening, objection handling, closing, deal management, pipeline, account management, and all sorts of other things. We need people comfortable with technology but not held prisoner to technology.

Objection handling 69

Objection handling Sales Account management Technology 69

Hubspot

AUGUST 6, 2019

But the payoff is salespeople who understand your business, your customer, and your sales methodology -- a wicked combination that leads to bigger returns, faster. In this section of training, describe your ideal customer. Learning to use team or company technology (i.e., Practice negotiating and common object handling.

Negotiate 97

Negotiate Territory CRM Objection handling 97

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. It demonstrates a commitment to innovation and a customer-centric approach.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Stay in front of the customer. Top sales reps are also objection-handling pros. Customer Success Manager, Red Reddy. Customer Success Leader, Devon Kirschmann. Manage follow-ups.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. In this article, we’ll explore improving sales performance, the right tools and technologies, and building relationships. Are they building and maintaining strong customer relationships?

Closing 92

Closing Objectives and Key Results Quota Sales 92

Sales Hacker

MAY 31, 2019

Technology is incredible, saving time and effort. But the wrong technology (or the right technology at the wrong time) can end up costing you. Keep reading for a passive/active approach to sales technology and 3 ways to approach tech stack design for your business. The Truth About Sales Technology. Combat Training.

Objection handling 67

Objection handling Technology Technology Commission 67

PandaDoc

DECEMBER 7, 2017

Quality metrics – It’s important to measure things like customer retention to ensure your rep isn’t selling customers things they don’t need. Technology and systems. But are your systems and technology operating smoothly enough where your reps can just ‘sell’ and not worry about navigating hacked-together systems?

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. Technology-powered: “the modern sales enablement organization runs on technology. If you aren’t a Gong customer yet, what are you waiting for ? Objections. Design-driven.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Outreach

JULY 29, 2020

But with machine learning, sales reps can use automation to focus on relationship-building techniques that transform the whole customer experience. Read on to see some of the ways Outreach helps customers do just that. Budget objection is a classic example. Understanding Prospect Sentiment within Email Responses.

Objectives and Key Results 69

Objectives and Key Results Objection handling Sales Relationship building 69

Closing Bigger

JULY 19, 2024

While traditional methods like objection handling and closing strategies are still relevant, today’s sales environment demands more. Authenticity, empathy, and uncovering the truth behind a customer’s objections are crucial.

Objectives and Key Results 52

Objectives and Key Results Conversion Objection handling Technique 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. This includes knowing how to identify potential customers, build relationships, qualify leads, handle objections, and close deals.

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

MAY 24, 2023

Businesses strive to optimize their sales strategies, improve sales skills, and leverage technology to drive revenue. It is the engine that drives revenue generation, customer acquisition, and business growth. Leveraging technology empowers businesses to enhance their sales effectiveness.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Customer Service: How To Win Back Lost Customers. What Is Your Customer Trying To Achieve? 7 Reasons the Customer Is Often Wrong. How Sales Technology Will Shape the Future of Buyer Interactions.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

The 5% Institute

JUNE 27, 2023

It encompasses the entire journey from prospecting and lead generation to closing deals and nurturing customer relationships. It involves analysing market trends, understanding customer needs, and identifying unique selling propositions. Developing a Sales Strategy A robust sales strategy is essential for an effective sales motion.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52

Highspot

SEPTEMBER 11, 2023

Keeping up with new products, trends, and customer expectations can feel like navigating a maze without a map. Sales readiness goes beyond training to prepare sales professionals for real-world customer interactions. Prepared sellers understand products and confidently convey their value to customers.

Objection handling 59

Objection handling Sales Technique Customer Relationship Management 59

Closing Bigger

JANUARY 7, 2020

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution: If you commodify your clients they will commodify you Don’t aim to fit the sales culture, aim to be indispensable If it’s predictable, duplicable and repetitive it will be automated People skills eat sales hacking skills for breakfast Stop (..)

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Objection Handling Skills. Dealing with Upset Customers. The lead customers versus take orders. They use technology but are driven by principles. Objection Handling Skills. Dealing with Upset Customers. Dealing with Upset Customers. The lead customers versus take orders.

Objection handling 52

Objection handling Negotiate Drivers/motivators Sales 52

Highspot

OCTOBER 29, 2024

It ensures reps get relevant feedback when they need it, supporting their skill development and preparing them for customer conversations while allowing managers to conduct more focused and impactful coaching sessions. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

OCTOBER 11, 2023

The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty. This involves identifying target markets, segmenting potential customers, and positioning products or services. Sales managers guide their team in maintaining positive customer interactions.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Drivers/motivators 59

Sales Pop!

JULY 3, 2024

A productive sales team can boost profits, improve customer service, and create a respected brand. These behavioral interviews gauge how candidates handle different sales situations and customer interactions. Role plays observe their capability in engaging potential purchasers, handling objections, and closing deals.

Non-Profits 52

Non-Profits Teamwork Objection handling Commission 52

Sales Hacker

OCTOBER 16, 2020

Our product alleviates the need to send out direct mail to collect payments from customers.). Read 2 customer stories or testimonials (i.e., Or find a customer video on YouTube to watch. What does your customer want from your product to make it a no-brainer? Write down 3 problems your product solves (i.e.,

Prospecting 119

Prospecting Cold Call Referrals Objectives and Key Results 119

Hubspot

OCTOBER 9, 2019

The sales industry is continuously changing due to updates in technology and culture. Stay connected to the customer. Having an authentic, productive conversation is one of the best ways to stay connected with your customers and improve your sales. Prepare for objection handling. Become a lifelong learner.

Technique 100

Technique Angle Profit margin Sales 100