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 103

Gaming Objectives and Key Results Sales Up-sell 103

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

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 99

Gaming Pitch Sales Objection handling 99

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

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them. Consider it done.

Objection handling 108

Objection handling Technique Sales Pitch 108

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

Gong.io

DECEMBER 19, 2019

That’s everything captured using Gong during web conference meetings, phone calls, and emails. Objections are tough. Buyers’ objections can throw salespeople off their game. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. The best way to do that?

Cold Call 122

Cold Call Objection handling Technique Sales 122

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

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. An example of a sales play might be sending a personalized email, followed by making a phone call and then arranging a meeting. For example, create an email template for follow-ups after initial meetings.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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

Gong.io

MAY 18, 2018

That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. Ramp new hires faster.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. It advances the conversation toward a booked meeting. Sales Training #4: Objection Handling. Running sales training on objection handling techniques should be next. No pipeline, no glory. That’s what top sellers do.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

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

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. These interactions can take place in various settings, such as retail stores, trade shows, conferences, or client meetings. Preparing for the sales meeting Prior to the sales meeting , thorough preparation is essential.

Represent 52

Represent Technique Sales Objection handling 52

Gong.io

MAY 18, 2018

That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. Ramp new hires faster.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

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

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 72

Cross-sell Objection handling Territory Up-sell 72

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 91

Quota Cross-sell Objection handling Up-sell 91

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 74

Objectives and Key Results Pitch Cold Call Sales 74

Gong.io

MAY 18, 2018

That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. Ramp new hires faster.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Sales Hacker

MAY 2, 2018

That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. Record your discovery calls, demos, and other sales meetings.

Pipeline 50

Pipeline Objectives and Key Results Objection handling Sales 50

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 99

Strategize Referrals Territory Objection handling 99

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 104

Prospecting Cold Call Referrals Objectives and Key Results 104

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 69

Cold Call Objection handling Objectives and Key Results Represent 69

Gong.io

DECEMBER 2, 2019

Bring sales enablement and product marketing into your sales forecast and pipeline meetings so they know what you’re up against. It’s worth uncovering, for example, that your reps handle objections by talking up product features. Retraining them on objection handling is the right solution. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

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

SalesLoft

OCTOBER 25, 2018

Most sales professionals know it’s important to listen more than they talk during meetings. And that’s only a few of the things going through a salesperson’s head during a meeting. The ability to record and accurately transcribe notes is a game changer for sales reps. Buyers want salespeople to be better listeners, too.

Technology 52

Technology Technology Objectives and Key Results Objection handling 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. 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 52

Objectives and Key Results Pitch Cold Call Sales 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

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 98

Sales Gaming Objection handling Quota 98

Hubspot

MAY 10, 2022

One way to stay ahead of the game? My customers tell me it’s faster and more convenient to confirm our meetings or get information over text than email.”. Acceptable ones include: Checking your prospect's availability for a call or meeting. Confirming a call or meeting. Sales Text Message for Objection Handling.

Prospecting 69

Prospecting Conversion Legal Sales 69

Highspot

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency.

Growth 52

Growth Objectives and Key Results 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 isn’t about discovery – it’s about selling the meeting.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Veloxy

MAY 24, 2023

Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. By providing a comprehensive solution that meets multiple customer needs, you can increase the perceived value and encourage customers to opt for larger deals.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

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

NOVEMBER 30, 2021

More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t enough. Great answers to the above questions will show that the candidate you’re interviewing is on top of their game. With the rise of social selling (i.e.,

Quota 52

Quota Objection handling Sales Follow-up 52

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. A perfect example would be Black Mirror’s Bandersnatch or a pen-and-paper role-playing game. Remember, you’re the game master here, but you need to take into account as many probable reactions of a prospect as possible. Which one describes your situation best?

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55