Highspot

NOVEMBER 24, 2024

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.

Pitch 52

Pitch Sales Technique Cross-sell 52

Gong.io

FEBRUARY 1, 2019

Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Salesforce

NOVEMBER 15, 2024

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.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

JUNE 10, 2019

Personal motivation. … but you’re weak at, say, objection handling. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer. Again, take note: This difference in objection handling habits isn’t massive. Prospecting.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Score More Sales

SEPTEMBER 26, 2014

In a recent panel at LeadsCon with moderator Dan McDade and co-panelists Chad Burmeister and I proved there are 6 pillars to the “perfect pitch” Attention Grabber. Motivate to Act. Objection Handling. Look for a follow-up article on those six pillars of the perfect pitch. The Shocking Value Statement.

Sell 90

Sell Objection handling Pitch Sales 90

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. To navigate these challenges effectively, sales teams must focus on relationship-building, patience, and problem-solving rather than just product pitching. Build relationships: Be available to your prospect and any decision-makers.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: The Flip Manifesto: 16 Counterintuitive Ideas About Motivation, Innovation, and Leadership. How to Pitch Better: The Rhyming Pitch. TED Talk - The Puzzle of Motivation.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Gong.io

MAY 31, 2021

Objection handling. As a new company with a new sales department… with a handful of demo requests per day, the Gong sound was pretty exciting and motivating. Messaging: Deliver the perfect sales pitch. Nailing the sales pitch talk track — while making it your own (natural sounding, not forced) — is huuuuuuge.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Adaptive Business Services

JULY 27, 2022

Motivated to solve problems as opposed to making a sale. Throw away the objection handling and conquering techniques. Ditch the pitch and become an educator instead. Instead, they were perceived by customers as being …. Not salespeople. Technical experts. What would happen if salespeople exhibited these same traits?

Objection handling 71

Objection handling Quota Technique Pitch 71

Hubspot

SEPTEMBER 29, 2023

Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Additionally, you can enable collaborative coaching by letting reps give eachother pitch feedback, while additional features, like Leaderboards, can encourage friendly competition.

Objectives and Key Results 81

Objectives and Key Results Price Objection handling Pitch 81

Sales Hacker

APRIL 26, 2018

They’d rather find and consume product information online at their own convenience than be personally called over the phone by a rabid salesperson prodded by a sales quota, armed with a call script, and conditioned not to go beyond a prefabricated sales pitch. . 4) Drive: The Surprising Truth About What Motivates Us by Daniel Pink.

Drivers/motivators 72

Drivers/motivators Non-Profits B2B Consult 72

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. Note: Persistence: Don’t get disheartened by rejection; use it as motivation for improvement. Understand your prospect’s needs to provide tailored solutions that lead to higher conversions.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Sales Hacker

APRIL 3, 2020

I wanted to hear the pitch, but more importantly, I wanted to hear how this person would respond to objections. ” And then the pitch. ” And then she took the product out and proceeded to want to rub it on my hand to which I said, “No thanks,” kind of raising my first objection. ” “Yes.”

Objection handling 85

Objection handling Sales Commission Prospecting 85

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Ensure content provides necessary knowledge and motivates salespeople to apply learned concepts in real-world situations. Conduct role-playing exercises to practice objection-handling.

Objection handling 52

Objection handling Pitch Sales Technique 52

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. This includes demographic traits like industry and business size, and psychological ones, like the motivations and challenges of target decision-makers.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

DECEMBER 11, 2019

RELATED: 6 Open Ended Sales Question Examples For Your Next Sales Pitch. Joe also had some difficulty with objections , as most rookies do. RELATED: 3 Objection Handling Examples & Techniques All Sales Professionals Must Conquer. Even in the situation where the prospect has just switched providers and is really happy.

Cold Call 68

Cold Call Objection handling Campaign Prospecting 68

Highspot

JULY 6, 2023

Target audience: Be sure to define the target audience so sellers can create personalized sales pitches and engagement activities. Sellers can benefit from public speaking sessions to build confidence and clarity in speech as they pitch to prospects. Sales plays and coaching are unique to each organization.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. Increased Motivation: Sales can be a demanding and sometimes discouraging profession. Here are some effective sales coaching techniques: 1.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Features and benefits are the most common ways to pitch a product to the buyer. That means they’ll be motivated to raise their average satisfaction rating and respond to tickets more quickly.”. SPIN Objections. In every deal, objections are inevitable. Modern SPIN Selling.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SalesLoft

JANUARY 8, 2019

However, too many organizations make the mistake of combining them into one overall value prop or elevator pitch. The typical value prop or elevator pitch is “We provide sales training and consulting that focuses on prospecting, meeting execution, negotiation, objection handling, and closing.” A Real World Example.

Healthcare 52

Healthcare Objection handling Construction Manufacturing 52

Salesforce

MAY 30, 2023

These certifications can cover soft skills like empathy building, or more tactical skills like objection handling. My recommendations: SPIN (Situation, Problem, Implication, Need-Payoff) Selling helps reps shift their focus from the sales pitch to the high-value questions that pinpoint buyer challenges.

Education 52

Education Objection handling Cold Call Up-sell 52

Highspot

MARCH 26, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. These virtual assistants can generate natural language responses and recommendations, helping reps refine their sales pitches , overcome objections, and meet quotas more effectively. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

Lead Fuze

DECEMBER 1, 2021

And then the pitch. When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. Sometimes, prospects will have objections that you’ll need to answer. A good way to do this is with a pre-call script or sales pitch. Objection Handling Process. Step three.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Lead Fuze

JANUARY 1, 2022

This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Closing the sale. Meetings Booked/Occurred.

Commission 52

Commission Sales Cross-sell Pipeline 52

Highspot

JANUARY 3, 2024

This can motivate the prospect to act quickly to avoid missing out. Talk with the right people: Focus your sales pitch on decision-makers. Grasp the psychology of closing deals: Understand customer motivations, analyze buying behavior, and build trust through active listening, empathy, and tailored communication.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Lead Fuze

NOVEMBER 30, 2021

And what motivates them more than anything else in life business (money, personal growth, etc)? More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t enough. How do they feel about taking risks and making mistakes?

Quota 52

Quota Sales Objection handling Follow-up 52

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently. Coaching and Feedback.

Sell 38

Sell Objectives and Key Results Pitch Technology 38

Highspot

DECEMBER 5, 2024

It creates a culture of continuous learning, which motivates employees to embrace development opportunities and strive for excellence. 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.

Objectives and Key Results 52

Objectives and Key Results Growth Negotiate Objection handling 52

Highspot

JANUARY 29, 2024

This not only helps foster long-term relationships but also allows you to tailor your sales pitch accordingly. This will allow you to further personalize your pitch and focus on the overall outcome. Take time to understand and empathize with their challenges, needs, concerns, and preferences by asking open-ended questions.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently. Coaching and Feedback.

Sell 34

Sell Objectives and Key Results Pitch Technology 34

SalesLoft

AUGUST 13, 2019

Its certifications on objection handling and discovery and the deck and the demo, making sure they deeply understand how to articulate value by persona. Specifically, we give them our intro deck and we give them a quick demo, then we have them pitch us that deck and demo back to us. Kiva: It’s a ton of project work.

Objection handling 40

Objection handling Sales Pitch Up-sell 40

Gong.io

JUNE 8, 2022

This matters because no one is as motivated to uncover the truth and find solutions as the folks who carry the weight of responsibility for financial wins and losses. They focus on objection handling , active listening, presenting skills, storytelling, and more. (As Then incorporate those points into pitches.

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

OCTOBER 7, 2021

As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions. Motivated by building a powerful revenue culture where teams win together and leverage their unique personal traits to love what they do each and every day. Alicia Murphy. you’re going to lose them.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Highspot

OCTOBER 16, 2024

You can help by enabling sales reps with objection handling training. This balance of growth and recognition motivates the team to push past obstacles and excel in their roles. Sometimes, customers face genuine budget constraints, or they could just be looking for a better option. Did you know? How can you make it easier?

Closing 92

Closing Objectives and Key Results Quota Sales 92

Cerebral Selling

OCTOBER 30, 2022

Indeed, from negotiating tactics learned from going a few rounds with my kids , to objection handling lessons from pandemic politics , there are so many valuable sales lessons that life can teach us if we remain mindful and open to them. But customers, wary of our motivations and intentions, keep those insights closely guarded.

Quota 233

Quota Sales Intrinsic Negotiate 233

Sales Hacker

FEBRUARY 18, 2025

You know, a bunch of Q& A and sort of objection handling. Like, the more that they do that, clearly, they’re intrinsically motivated to do it to some degree, right? Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR. They think it’s cool.

GTM 96

GTM Quota Drivers/motivators Sales 96