Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. I have two tools for you here.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Lead Fuze

SEPTEMBER 30, 2023

Made just for you Important Lesson: Using AI in your sales strategy can totally change the game. AI tools have become a game-changer in sales execution platforms by automating tasks and personalizing messages. Moreover, these AI systems… Sales outreach can feel like a chore, but AI tools are here to change the game.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

The 5% Institute

MAY 6, 2020

The 5% Sales Blueprint consists of the following steps: Build rapport. Handle objections. Only by using a consistent system, can you get consistent results. The reason the pre-frame is key, is for two reasons. During your sales conversation, we recommend asking the following question examples: Finding pain.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

Gong.io

JUNE 25, 2021

Steve, a CRO friend, did an A|B test and shared the results with me in this email: . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . line resulted in a 6.6x Cold calls that led with this question resulted in a greater than 10% success rate.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? baseline you’d have without following the rest of our cold call suggestions: So what’s the best cold call opener?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . Everyone is following tedious prospecting process A…. He got the same result with less work. .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Shifting your mental game. However, Russell only plays 16 – 19 games every 365 days. As a sales rep, you have game days every day, with only a few sprinkled in practice sessions.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

SalesLoft

OCTOBER 25, 2018

The ability to record and accurately transcribe notes is a game changer for sales reps. In the case of Salesloft’s new, native Conversation Intelligence solution , teams have the ability not only to record and transcribe their meetings but also archive, annotate, and analyze key aspects of meetings. Upping Your Listening Game.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Let’s talk about the key to success in your cold calling effort — the cold calling script ! Next, comes the silence and the prospect hangs up. Something similar may happen when a rep uses a bad script and is taught to follow it strictly.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Let’s talk about the key to success in your cold calling effort — the cold calling script ! Next, comes the silence and the prospect hangs up. . So she followed-up in a minute, apologizing for the mistake. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

PandaDoc

APRIL 24, 2023

It’s their job to head up your approach. The following five sales enablement functions make up the core of a strong sales enablement strategy: 1. Content that supports and assists your sales team with closing more deals can include: Product walkthrough videos: In-house demos of key product features.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? baseline you’d have without following the rest of our cold call suggestions: So what’s the best cold call opener?

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. They have objections you’ll need to overcome with objection handling techniques. Cold calls that include collaborative language are generally more likely to result in follow-up. and 5:00 p.m.,

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). That’s why we created a key-metrics-only sales report template in Excel. Of course, if they give up too soon, they’re throwing away potential deals. Go on… have a boo.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. Focus on developing the following 14 inside sales skills across every one of your reps and you will quickly elevate your team’s performance and consistency. It prepares reps for every question, objection, or speculative comment a prospect makes. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. It’s more than a mindless numbers game. When you make a call, here’s a key sales technique: State your full name and company name upfront. Quick Links 1. Prospecting 2.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

JUNE 11, 2021

A winning sales enablement strategy must include the following 5 components: . According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. and so on) to the following: . Objections. A best-in-class onboarding program. Design-driven.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. You’re so right.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

AUGUST 19, 2019

If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota. Level up your discovery skills: asking questions and listening. There is no “great line” for closing more deals or handling objections perfectly. . What’s the trick?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Gong.io

MARCH 26, 2021

Do you have a follow-up call scheduled? Motivation check-ups are paramount to building a successful relationship and team chemistry. Follow the numbers: Consider tracking the same 2-3 KPIs during every one-on-one. Focus >> results. Back-up pipeline. The fishing pole of self-coaching: Game tape.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Sales Hacker

MAY 14, 2018

In today’s fast-paced world, you need to get your junior reps up to speed quickly. Here’s the bottom line: if you want to drive sales results, you need a repeatable, scalable process you can apply to your entire sales team. It has become a key sales function that top sales organizations recognize as a strategic advantage.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. Active listening, empathy, note-taking, trust-building, and following up are great skills to deploy in this stage. . Objection Handling. To manage objections effectively, practice empathy and regularly process the situation from the customer’s point of view.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. When the Green Bay Packers showed up for spring training after having lost the NFL Championship to the Philadelphia Eagles in 1961, their coach, Vince Lombardi did not say, “Gentlemen, we need to take our game to the next level.”

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. Give them the skills to be confident when it comes to objection handling to help them field a wide gamut of customer concerns and issues.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52