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.

Objection handling 108

Objection handling Technique Sales Pitch 108

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. But that doesn’t do them any good if they have a thin pipeline. This is why generating pipeline and prospecting is your next sales training priority. No pipeline, no glory. It advances the conversation toward a booked meeting.

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

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 76

Objectives and Key Results Pitch Cold Call Sales 76

Highspot

DECEMBER 19, 2023

The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline. 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.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . They train you on how to introduce yourself, the company’s value prop, and objection handling. .

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

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 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

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

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

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

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. Here are some examples: Q. Buyer Persona.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

PandaDoc

APRIL 24, 2023

Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios. Battlecards : Information on how your sales team can improve their objection-handling skills. It’s important that leaders keep tabs on all pipeline deals so they can deliver useful coaching sessions at the optimum time.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Heinz Marketing

OCTOBER 15, 2018

Late in 2015 we started producing a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. Matt: Thank you very much everyone for joining us on another episode of Sales Pipeline Radio. Because you’re working together to actually get in front of people and set meetings.

Pipeline 62

Pipeline Strategize Sales B2B 62

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 Price Sales 132

Gong.io

MARCH 26, 2021

But too often, we dive right into pipeline. She “skips the CRM” and instead pulls data from Gong for her pipeline. Here is how to weave coaching into your weekly check-ins with your team: Review a recorded sales call: Gong’s VP Sales and Strategic Accounts, Bob Spina, suggests reps come to the meeting with one call.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Gong.io

DECEMBER 22, 2021

Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. What happens in each coaching meeting is different, from the area of focus to the improvement plan. And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. .

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Inside sales reps do not have the benefit of meeting prospects face-to-face, making it a challenge to quickly connect with busy and often hostile strangers over the phone. Has your champion cancelled the last three meetings? Time Management.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. After all, you can’t close any deals if you don’t have a pipeline to work with. Or making hundreds of dials a day hoping that someone agrees to meet with you.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

AUGUST 19, 2019

Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. Regardless of what people tell you, there is value in the statement, “Sales is a numbers game.” Sales is a compound game, so this stuff adds up! . Have A Big Enough Pipeline Not To Care. They work.

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. No matter where they exist and in what format, having demo scripts ensures your sales reps are on top of their game as your product evolves with new and enhanced features. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SBI

JUNE 2, 2020

In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Sellers are calling 90% of them, however, they aren’t converting enough calls to meetings. Upstream vs Downstream thinking. What are you missing? No, he said something far more provocative.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Sales Hacker

OCTOBER 31, 2017

To ensure a healthy customer pipeline, prospecting should be an always-on instinct across your sales organization. Calling, corresponding via digital tools, or meeting a prospect in person for the first time is a great opportunity to probe deeper into their situation and assess their real needs. Objection Handling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

MAY 31, 2018

Sales development teams identify the best prospects to connect with and assess which of these can be considered promising enough to vet into the official pipeline as Sales-Qualified Leads (SQLs). . An organization’s sales development strategy greatly impacts its chances of meeting revenue targets and achieving growth.

SQL 48

SQL Appointment Pipeline Lead generation 48

Sales Hacker

OCTOBER 7, 2021

See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. It was a game-changer in my career. Not sure where to start? No one does it alone.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MARCH 12, 2019

Totally changes the game. The game has changed but we haven’t caught up. If you ever asked me to come to your board meetings, I want this to be the first slide. How often we run that meeting is how fast we learn. That’s was a sales manager does, hire, coach, hire, coach, not run pipeline.

Growth 83

Growth Cross-sell Contract X-functional 83