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

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

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

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.

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Cold Call Pitch Education Objection handling 123

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. The second pitch started with the outcome, letting the conversation unfold from there.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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

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 106

Prospecting Cold Call Referrals Objectives and Key Results 106

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

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 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. 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 48

Cold Call Pitch Education 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.

Quota 52

Quota Objection handling Sales Follow-up 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. This support helps the entire team to meet sales targets. This can aid and improve sales pitches.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Cience

DECEMBER 16, 2019

They don’t meet their quota, or their ROI isn’t satisfying. Write a sales pitch and try to turn it into a question. A perfect example would be Black Mirror’s Bandersnatch or a pen-and-paper role-playing game. And provide answers to these questions that lead to the main goal of your conversation — setting an appointment.

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. Write a sales pitch and try to turn it into a question. A perfect example would be Black Mirror’s Bandersnatch or a pen-and-paper role-playing game. Linear: contains only a sales pitch. 5-10 objection handling answers, a voicemail script.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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

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 4 Sales Skills for Pitching: The 9-minute rule.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s more than a mindless numbers game. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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 4 Sales Skills for Pitching: The 9-minute rule.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. It has do’s and don’ts and pitch scripts. And… meeting booked. Tip #5: Have your objection handling game on the ready. Terms and definitions. A time-zone map.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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.

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Cold Call Objectives and Key Results Price Sales 132

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. Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Want more Jared/AE insights?

Follow-up 118

Follow-up Objection handling GTM Meeting 118

InsightSquared

JULY 21, 2020

A thorough knowledge of the product enables inside sales reps (ISRs) to develop effective sales pitches that highlight the proper product features. It prepares reps for every question, objection, or speculative comment a prospect makes. All of these options are fair game for quota-carrying ISRs to begin their prospecting.

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Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

APRIL 3, 2020

I wanted to hear the pitch, but more importantly, I wanted to hear how this person would respond to objections. ” And then the pitch. ” And then she took the product out and proceeded to want to rub it on my hand to which I said, “No thanks,” kind of raising my first objection. ” “Yes.”

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Objection handling Sales Commission Prospecting 70

SalesLoft

AUGUST 13, 2019

Meeting with the new hire class on that very first day to explain what is expected of them, and what they should expect of us. Its certifications on objection handling and discovery and the deck and the demo, making sure they deeply understand how to articulate value by persona. Kiva: It’s a ton of project work.

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Objection handling Sales Pitch Up-sell 40

PandaDoc

MARCH 20, 2020

We shouldn’t talk about pushing meetings back, we should talk about how anyone NOT using PandaDoc will function. Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). They want their entire company on it. An ROI calculator can help make this point. Mikita Mikado.

Sales 52

Sales Objection handling Start-ups Prospecting 52

Sales Hacker

OCTOBER 31, 2017

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. Pitch/Presentation. Objection Handling. A sales process systematizes your approach in meeting specific objectives (e.g.,

Process 82

Process Objectives and Key Results Repeat business Referrals 82

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. It was a game-changer in my career. And to always keep in mind it is about the client, not the product you are pitching. Not sure where to start? No one does it alone. Don’t let the imposter syndrome win.

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Sales Start-ups Up-sell Cross-sell 130

Highspot

JULY 18, 2023

pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately. Provide them with the opportunity to practice high-pressure situations like cold calling and elevator pitches. By conducting this exercise, reps become more familiar with what they’re pitching and what messaging works.

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Objection handling Objectives and Key Results Sales Cold Call 52