The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. Sales Training Activity #1 – Objection Handling. When handling sales objections as a part of your sales training activity, don’t necessarily look for a script.

Objection handling 98

Objection handling Sales Appointment Clients 98

Partners in Excellence

JANUARY 17, 2019

As Regina and I walked back to her station, I said, “Great job of up-selling and objection handling!” ” I played back what I’d seen, but using sales terminology around the upsell, objection handling and creating great value for customers. They know if they do, the revenue will follow.

Sell 90

Sell Objection handling Commission Appointment 90

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. And are there better strategies for selling to larger buyers? But it is. .

Quota 164

Quota Sales Strategize Objection handling 164

Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. The reality is, selling isn’t an unteachable art. The best managers understand that the right follow-up ensures coaching actually sticks. But according to SiriusDecisions , up to 70% of B2B content sits unused.

Quota 93

Quota Cross-sell Objection handling Up-sell 93

The 5% Institute

MARCH 28, 2022

Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. During your sales conversations, we recommend asking the following question examples: Finding pain.

Technique 144

Technique Sales Clients Consult 144

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. Conversion Rate Optimization Sales Training and Enablement : Provide your sales team with comprehensive training and resources to improve their selling skills. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

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 76

Objectives and Key Results Pitch Cold Call Sales 76

Lead Fuze

JULY 18, 2023

Plus, we’ll highlight the importance of following up with customers post-sale to ensure satisfaction with their purchase or service received. So buckle up as we take you through this free guide on how to fill your sales funnel by becoming proficient at closing sales! It’s like a road trip with twists and turns.

Technique 52

Technique Closing Sales Follow-up 52

Sales Hacker

AUGUST 25, 2021

We decided on a four-step game plan: 1. We started getting emails like these: Best of all, our reps got out of the spreadsheets and back to what they do best: selling! They follow a messaging strategy that’s already been laid out and tested. Only automate follow-ups, 1-2 nurture emails, and the final break-up/referral email.

Strategize 100

Strategize Referrals Territory Objection handling 100

Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Lead Fuze

SEPTEMBER 30, 2023

Outreach’s AI-powered selling capability, for instance, leverages more than 3 billion data points each week to refine its system continually ( Research 1 ). Made just for you Important Lesson: Using AI in your sales strategy can totally change the game.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

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

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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

The 5% Institute

MAY 6, 2020

The 5% Sales Blueprint consists of the following steps: Build rapport. Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. Qualify and positioning. Discuss money.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

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

The 5% Institute

JUNE 7, 2023

So, let’s dive in and discover how in-person sales can be a game-changer for your business. Definition of in-person sales In-person sales refer to the process of selling products or services through direct interactions between sales professionals and customers. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

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…. Repeat this mantra as soon as you wake up.

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Confession: Guilty as charged.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Lead Fuze

NOVEMBER 30, 2021

This is crazy specific, but you could find all the people that match the following: . 6 Ups Account Executive Interview Questions to Find the Best Talent. Can you describe your process for staying up to date on current developments in your business or target demographic. With the rise of social selling (i.e.,

Quota 52

Quota Objection handling Sales Follow-up 52

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales 100

Sales Gaming Objection handling Quota 100

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Being a lifelong learner gives you a competitive advantage in the game of sales. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching.

Technique 97

Technique Angle Profit margin Sales 97

SalesLoft

OCTOBER 25, 2018

Let’s explore each of these areas independently to see how your team might be able to leverage these tools to become better listeners and deliver a better selling experience. The ability to record and accurately transcribe notes is a game changer for sales reps. Their job is to sell, not be an expert notetaker! Click To Tweet.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Cience

DECEMBER 16, 2019

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” 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

According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.” 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

Sales Hacker

APRIL 26, 2018

Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Using a business-centric frame of reference, he or she should be able to perform the following: See the big picture as well as the little details comprising a business organization. Business Acumen Vs. Sales Acumen.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Education Objection handling 48

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

SEPTEMBER 10, 2021

There’s an article from Napoleon Hill on personal achievement, one from Carl May on the strategy for winning, and a selling power piece from Les Brown. And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. But don’t just blurt out words. .

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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. We practice (and use) what we preach (and sell). Jared Nielsen is also an avid user of Gong, the solution he sells on the daily. Manage follow-ups. To overcome objections. No problem.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Gong.io

SEPTEMBER 22, 2021

Of course, if they give up too soon, they’re throwing away potential deals. Are your reps’ calls leading to productive conversations that open up new opportunities, or are they stuck in voicemail purgatory and sidelined by hangups? If there’s no meeting, there’s no potential sale being lined up, and no analytics to guide you.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132