The 5% Institute

AUGUST 10, 2023

Their expertise lies in effectively communicating a business’s value proposition and setting up meaningful appointments that can lead to conversions. Crafting Compelling Pitches A well-crafted pitch is essential for grabbing the prospect’s attention. What Is An Appointment Setter?

Appointment 52

Appointment Lead generation Objection handling Pitch 52

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT?

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. A sales cycle is the collection of sequential stages sales reps follow when converting a prospect into a customer. What you’ll learn: What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. What’s the best way to earn the right to ask questions during an intro sales meeting? It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. SALES MISTAKE #4 : “Steamrolling” objections.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

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 Pitch 52

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. A disarming response like this may bring their guard down enough to get a concrete meeting scheduled. Just send me the information.

SQL 92

SQL Objection handling Angle Pitch 92

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

MAY 10, 2022

To get customers to sign up, you can ask them to text a keyword to a mobile number. Don’t forget to send a confirmation text (ie “You’ve been signed up on our mailing list! The following guidelines will help you reap the benefits of text while staying professional. Confirming a call or meeting. Text STOP to opt out”).

Prospecting 69

Prospecting Conversion Legal Sales 69

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. 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.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Highspot

JANUARY 29, 2024

This not only helps foster long-term relationships but also allows you to tailor your sales pitch accordingly. Timely Follow-Up: After initial discussions, follow up promptly and consistently. Positive Body Language: During face-to-face meetings or video calls, maintain positive body language.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Why not take a similar approach with your sales team? Get certified.

Gaming 100

Gaming Pitch Sales Objection handling 100

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. 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. . Provide context. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” ” “What’s the script?”

Objection handling 96

Objection handling Pitch Pipeline Closing 96

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Gong.io

MAY 27, 2018

So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process, and never show up just to “wing it.”. A great sales call structure starts with a great “opening” to the meeting. Let’s get started. Is that alright with you?”

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

So what sales call steps should you follow? We’ve formatted everything into 7 concise steps for you to follow. They’ve rehearsed their sales call process , and never show up just to “wing it.”. A great sales call structure starts with a great “opening” to the meeting. Let’s get started. Is that alright with you?”

Closing 48

Closing Objectives and Key Results Objection handling Price 48

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. A company in the Financial Services or Banking industry.

Quota 52

Quota Objection handling Sales Follow-up 52

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Lead Fuze

JANUARY 1, 2022

This is crazy specific, but you could find all the people that match the following: . It can be defined as the steps, beginning with identifying clients and following up after closing deals. Its important for sales teams to be knowledgeable about their prospects and do research on the person before they go into a meeting.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. Lots of time.

Prospecting 104

Prospecting Cold Call Referrals Objectives and Key Results 104

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. Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios. What are the elements of a sales enablement strategy?

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 48

Cold Call Pitch Education Objection handling 48

Sales Hacker

JANUARY 22, 2020

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own). Which is more important: meeting quota or customer happiness? If a deal is lost, how do you follow-up with the prospect?

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

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

Lead Fuze

DECEMBER 1, 2021

This is crazy specific, but you could find all the people that match the following: . 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. ” She used this objection to her advantage. Validating the Objection.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 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. . 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

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. They focus on objection handling , active listening, presenting skills, storytelling, and more. (As

Process 62

Process Objectives and Key Results Quota Sales 62

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