Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. 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. As a result, each deal requires its own strategy.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

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. A well-defined sales cycle has two key benefits. Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). That’s why we created a key-metrics-only sales report template in Excel. Not getting great results? Not getting great results? We’re down with sharing it.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

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. Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., Pro tip: Prompts are key to getting the output you need. Intimidated by AI? Don’t worry.

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

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. 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.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

DECEMBER 2, 2019

I’ve been revealing key takeaways from their talks. It’s based on the systems, processes, and institutional knowledge that result in five positive outcomes: Understanding deals in flight. Getting a handle on at-risk deals. so problems are solvable and the sales team can focus on its quarterly objectives. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

Gong.io

FEBRUARY 9, 2019

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. It’s more than a mindless numbers game. Quick Links 1. Prospecting 2. Starting Meetings 3.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., Pro tip: Prompts are key to getting the output you need. Intimidated by AI? Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

JUNE 25, 2021

Steve, a CRO friend, did an A|B test and shared the results with me in this email: . line resulted in a 6.6x Cold calls that led with this question resulted in a greater than 10% success rate. Here’s an (underrated) key to super-effective sales demos: Exactness. Sales Stats For Objection Handling.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. When the Green Bay Packers showed up for spring training after having lost the NFL Championship to the Philadelphia Eagles in 1961, their coach, Vince Lombardi did not say, “Gentlemen, we need to take our game to the next level.”

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Lead Fuze

SEPTEMBER 30, 2023

Made just for you Important Lesson: Using AI in your sales strategy can totally change the game. AI tools have become a game-changer in sales execution platforms by automating tasks and personalizing messages. Moreover, these AI systems… Sales outreach can feel like a chore, but AI tools are here to change the game.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

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. Focus >> results. That’s what we call “Deal Warnings” (I listed the top 5 pipeline troublemakers for you here ). Back-up pipeline. The fishing pole of self-coaching: Game tape.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

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. . He got the same result with less work. . Prospecting is your game now.

Cold Call 70

Cold Call Objection handling Objectives and Key Results Represent 70

Gong.io

JUNE 19, 2018

seconds on successful cold calls and for eight seconds on unsuccessful cold calls: The key takeaway: polish your pitch and get them hooked. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? The result? The results may surprise you. (We You guessed it.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. A dedicated onboarding track for sales roles that reviews the key elements of your go-to-market: Ideal Customer Profile (ICP). Objections. Levers to grow a peer-to-peer learning culture.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. But we can’t know that for sure unless we see whether it gets results.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Sales Hacker

AUGUST 19, 2019

There is no “great line” for closing more deals or handling objections perfectly. . Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. How to handle a specific objection? What are your favorite objection techniques? What’s the trick?

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. What were your key growth challenges in 2019? For example, our SDR makes a call to talk about a prospect’s sales pipeline.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. What were your key growth challenges in 2019? For example, our SDR makes a call to talk about a prospect’s sales pipeline.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Sales Hacker

OCTOBER 31, 2017

A sales process refers to the series of steps — each consisting of several activities and involving one or more sales methodologies — that are aimed at finding and connecting with customers; getting them to make a purchase; and creating a template for achieving sales objectives and replicating a desired level of performance.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Gong.io

JUNE 19, 2018

seconds on successful cold calls and for eight seconds on unsuccessful cold calls: The key takeaway: polish your pitch and get them hooked. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? The result? The results may surprise you. (We You guessed it.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 24, 2023

Content that supports and assists your sales team with closing more deals can include: Product walkthrough videos: In-house demos of key product features. Datasheets: For use cases and specific product results. Ebooks: Downloadable guides on how your sales team should handle particular customer call scenarios.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. It was a game-changer in my career. Anita Nielsen is a best-selling author and sales performance coach.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. 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. The key for reps is to make sure you are spending your time wisely. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62