Remove Drivers/motivators Remove Objection handling Remove Pitch
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5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

Cerebral Selling

The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems! Bonus:Ive covered 3 ways you can use this question in the initial discovery, a second meeting, and even as an objection-handling tactic 2.

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AI Sales Coaching: Your Always-on Coaching Assistant

Highspot

Everyone has different learning styles, is at different stages in their career, and even different motivations. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

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The SDR Career Path: A Scalable Approach to SDR Development

Salesforce

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

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Buyer’s journey vs. customer’s journey — what makes these paths different, and where they intersect

Hubspot

You can break into three main stages: The buyer journey focuses entirely on the pre-purchase experience and involves the questions, doubts, and motivations that drive someone to buy. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs.

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Cold Calling Playbook Tips: 10 Proven Tactics for Sales Leaders and Reps

Sales Hacker

Motivate with gamification and incentives. When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question. When faced with objections, agree with the prospect first to lower their defenses. Focus on the problem, not the product.

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How to Build a Sales Enablement Training Program

Highspot

For instance, training teaches salespeople to pitch a product, ask better questions, or handle objections, while enablement ensures they can access customer data or case studies to support their pitch. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

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How sales, training, and revops leaders use learning analytics to boost results

Highspot

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. Content engagement: Identify and prioritize high-performing content, such as pitch decks or product playbooks. Diagnostic analytics: Digs into why something happened. Predictive analytics: Forecasts what might happen.