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

SalesLoft

MARCH 31, 2022

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: For the first time we’ve created a joint marketing and sales go-to-market plan that is part of our new OKR (objective and key results) process.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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. And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. Pro tip: Prompts are key to getting the output you need.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

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

DECEMBER 2, 2019

I’ve been revealing key takeaways from their talks. The panelists represented functions that are the ‘backbone’ of sales, including sales enablement and product marketing: Robin Norris, SVP Sales Effectiveness at Experian; Nikki Curtis, Head of Enablement at Slack; and Yuri Solomon, Head of Product Marketing at G2.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

The 5% Institute

MAY 6, 2020

Handle objections. Only by using a consistent system, can you get consistent results. A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

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. And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. Pro tip: Prompts are key to getting the output you need.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Lead Fuze

SEPTEMBER 30, 2023

Increase in productivity: AI not only optimizes outreach efforts but also allows your sales reps to focus on what matters most – closing deals. Made just for you Important Lesson: Using AI in your sales strategy can totally change the game. Improving Sales Forecasting with AI The key is leveraging artificial intelligence.

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. With the assumption that sales is a numbers game, companies think that being able to increase the number of calls, demos and leads will invariably mean better sales. by Howard Brown, CEO of ringDNA.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

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 25, 2021

” Our product gives sales leaders data-backed insights into their sales team. 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. We’re serious about data. Hello reality.”

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Sales Hacker

OCTOBER 16, 2020

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. Believe in your product. The trick is that believing in your product isn’t some one-and-done thing. For the rest of you, listen up.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

PandaDoc

APRIL 24, 2023

The role of sales enablement leaders is to increase the productivity of their sales teams in a measurable way. Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

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? Most reps had at least one embarrassing call like that. Have you ever tried to outsource?

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

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

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? Me-message (our company, our product). Cold Calling Scripts — Do We Even Need Them?

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. This may include product information, case studies, and other relevant resources within the buying process.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE. Product conversations are, well, all about your product. . Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. Product Knowledge. Successful sales reps should know as much as they possibly can about the product or service she sells. Successful sales reps should know as much as they possibly can about the product or service she sells. No more excuses. We are all busy.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. It’s more than a mindless numbers game.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

JUNE 11, 2021

They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Demo scripts are the starting points for how to run an effective demo of your product or service. Objections.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . The key: Reframing your sales questions to elicit the responses you want. The key is talking about VALUE. Product conversations are, well, all about your product. . Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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? Go to their website and learn everything you can about their product. .

Quota 81

Quota Objectives and Key Results Sales Follow-up 81

Sales Hacker

MAY 14, 2018

It doesn’t matter if your product or service is the best in the world. Here’s the bottom line: if you want to drive sales results, you need a repeatable, scalable process you can apply to your entire sales team. It has become a key sales function that top sales organizations recognize as a strategic advantage. Didn’t think so.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Gong.io

MARCH 26, 2021

Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). Focus >> results. The fishing pole of self-coaching: Game tape. Consistency is key. Sales training is the most underrated growth driver. This ensures focus. Form habits.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

Sales Hacker

OCTOBER 31, 2017

Customers lose sleep over their problem, not your product. Being well-versed about your product, your target customers, your industry, and the unique value your brand provides can never be overstated. This is where you articulate the unique value your customers will experience if they purchase your product or adopt your solution.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Mindest : Be a Student, not just of the product, but of the process. It was a game-changer in my career. Anita Nielsen. Christin Myers. Become the Beyonce of B2B sales.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. He began with the most elemental statement of all, focused not on upping -the-game but on lowering the game down to its most fundamental element. No, he said something far more provocative. Conclusion?.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Highspot

JULY 18, 2023

Below are a few key points on the importance of an effective sales training program: It improves rep retention: In order for sales reps to succeed, they need to be equipped with the proper tools, resources, and materials. Having a program that provides your reps with all the material they need (e.g.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52