Highspot

MARCH 6, 2025

If done right, they are a real game-changer for company culture and sales performance management. Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. But they dont have to be. Id like help there.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. In this guide, we’ll explore why microlearning is a game-changer for GTM success and show you how to put it into practice. Varied formats: Text, videos, infographics, audio, and interactive games. Define a single objective.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Highspot

JULY 9, 2025

This launch also brings major AI-powered advancements across Adaptive Learning, Skill Coaching, and Role Play —so your reps can ramp faster, build critical skills, and practice like it’s game day. Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objection handling, and delivery.

GTM 52

GTM Launch Objection handling Negotiate 52

Salesforce

DECEMBER 3, 2024

It lays out how the two sides will communicate, from meeting length and frequency to the outcomes of every interaction. That solution must be within the stated budget and meet the criteria set up during step two. Get started Comparing Sandler to other sales systems The Sandler sales methodology is not the only game in town.

Sell 52

Sell Technique Contract Territory 52

Salesforce

FEBRUARY 3, 2025

Account development representative (ADR) A sales professional responsible for developing sales strategies, identifying potential customers, maintaining market awareness, and initiating outreach to book more demos and meetings. Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Salesforce

FEBRUARY 17, 2025

Activity KPIs track the day-to-day work (such as calls made, emails sent, and meetings booked). From prioritizing effective one-on-one meetings to coaching reps, here are some advanced strategies to drive growth. ” or “What would happen if we couldn’t meet this price?”

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

APRIL 16, 2025

It equips you with the acumen to remain at the top of your sales game with a newly sharpened competitive edge. Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology.

Technique 89

Technique Territory Sales Price 89

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 110

Objection handling Technique Price Sales 110

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Not All Sales Team Building Games Are Equal. 1 – Objection Handling.

Gaming 134

Gaming Objection handling Sales Pitch 134

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Not All Fun Sales Training Games Are Equal. 1 – Objection Handling.

Gaming 98

Gaming Objection handling Sales Pitch 98

The 5% Institute

APRIL 13, 2021

Team meetings can sometimes feel a bit stale and repetitive. Practicing sales for the sake of having fun is fine; however, these shouldn’t be reserved to replace your team meetings. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling. 4 – Name The Client.

Closing 145

Closing Objection handling Gaming Sales 145

Sales Hacker

NOVEMBER 26, 2019

Break Through Mediocrity: Changing the Game for Long-Term Success. Sales is more than just a numbers game — it’s a mental game. Master the mental game and you can adapt to any sales environment, process, or buyer. Don’t miss this talk, and stay ahead of the game. Thursday, December 12: Winning the Game.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Hubspot

SEPTEMBER 30, 2019

That’s why we’ve made a list of the best sales training ideas, activities, and games. Objection handling training exercises. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. Use a sales training template. Download This Template for Free.

Gaming 101

Gaming Pitch Sales Objection handling 101

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Price Sales 48

Gong.io

NOVEMBER 22, 2021

But what separates the top salespeople from the average ones is how these cold call objections are handled, deflected, and turned into something that keeps the buyer on the phone and, ideally, helps book that first meeting. Follow this 3-point framework to overcome any and all cold call objections you will face.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

Veloxy

FEBRUARY 13, 2023

Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor. This means you’re going to have to address objections, concerns, and perceptions that the customer has with your product or service. What concerns do you have about using [solution]?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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. Related article: Sales Objection Handling – A Step By Step Guide. Activity #3 – Pre-Frame. Final Thoughts.

Objection handling 98

Objection handling Sales Appointment Clients 98

Gong.io

APRIL 23, 2021

Professional athletes review past performance to constantly improve their game. What would happen if your reps used game tape? Having game tapes that nobody watches is kinda sorta altogether silly madness. Having game tapes that nobody watches is kinda sorta altogether silly madness. The key: Listen to the game tape.

Gaming 62

Gaming Objection handling Territory Sales 62

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

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling. Hearing buyers’ objections can throw some people off their game. Start every meeting that way.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. 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. And many many calls and meetings. Other segments can come down to a numbers game.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually. Penny Orme , Commercial Director at iManage.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Outreach

AUGUST 9, 2018

Objections are part of the cold calling game. You need ways to keep your prospect on the line, and buy enough time to educate them and sell the meeting. And that's where objection handling comes in. Knowing how to sidestep cold call objections can separate a good seller from a great one. . Happy Selling!

Cold Call 56

Cold Call Objection handling Gaming Education 56

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel.

Sales 111

Sales Gaming Quota Objection handling 111

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”).

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

SEPTEMBER 20, 2019

They train you on how to introduce yourself, the company’s value prop, and objection handling. . Two weeks went by of us occasionally playing games and them saying things like, “Wow, Pat’s getting tricky…” and eventually I couldn’t lose. . Prospecting is your game now. Who handles procurement? . My response? .

Cold Call 89

Cold Call Objection handling Objectives and Key Results Represent 89

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 isn’t about discovery – it’s about selling the meeting.

Cold Call 123

Cold Call Pitch Education Prospecting 123

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? ” These are important and can be game changing. About 25% respond, “We’re struggling with things like value creation, communication, delivery.

Cross-sell 76

Cross-sell Objection handling Territory Up-sell 76

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

MAY 19, 2022

Train sellers to address objections. Selling is a game of both quantity and quality. Our analysis of tens of thousands of sales calls and meetings found that 37% of calls contain more positive sentiment than negative. Read more: How I Reduced My Sales Team’s Objection Rate by 254%. But oftentimes, that’s not reality.

Quota 111

Quota Cross-sell Objection handling Up-sell 111

Gong.io

SEPTEMBER 10, 2021

And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. And… meeting booked. Tip #5: Have your objection handling game on the ready. Do people really still answer their calls while in a meeting? A time-zone map.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Sales Hacker

AUGUST 25, 2021

But meetings booked were low, and the team was drowning in spreadsheets. We decided on a four-step game plan: 1. But making the pilot process fun—naming the group, meeting weekly, highlighting their membership to sales and marketing leadership—helped our reps get invested early on. I’m not blaming our SDRs.

Strategize 111

Strategize Referrals Territory Follow-up 111

Hubspot

JUNE 17, 2024

This blog will explain how to use video to schedule and close meetings. Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics.

Pipeline 74

Pipeline Referrals Objection handling Sales 74

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. Did the game jump from the first quarter to the fourth, skipping the middle two quarters? There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? How to follow up even further: Let’s say you got an objection related to data privacy. Intimidated by AI?

Objectives and Key Results 95

Objectives and Key Results Pitch Cold Call Sales 95