Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

JUNE 17, 2024

Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics. Good Camera: This can be a game changer, but it’s not required to get started.

Pipeline 74

Pipeline Referrals Objection handling Sales 74

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. What is it? It helps you gauge the potential revenue associated with each opportunity.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 111

Objection handling Territory Quota Technique 111

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 87

Cold Call Objection handling Objectives and Key Results Represent 87

Gong.io

SEPTEMBER 22, 2021

When you know the exact number of sales meetings that are booked, it’s easier to forecast the number of future opportunities in your pipeline. Follow-up is essential to converting them into real pipeline opportunities. . Watch these metrics to see whether your plan for improving your win rate works: Affected pipeline.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Gong.io

JUNE 19, 2018

Bear in mind that it’s not a refusal to adjust speech patterns that make top reps successful at this game. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. You’ve just done an amazing demo, so why is your buyer voicing objections?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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 97

Quota Objectives and Key Results Sales Prospecting 97

Sales Gravy

APRIL 10, 2025

They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Whatever the flavor, the phone remains your fastest path to building pipeline. Objection Handling If objections scare you, its because you dont practice. Phone Calls Cold calls. Warm calls.

Closing 52

Closing Objection handling Cold Call Contract 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

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

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. SalesSuccess” Click to Tweet Utilizing Sales Tools for Killer Follow-ups In the sales game, you gotta use tech to stay ahead. One tool that’s a total game-changer is HubSpot Sales.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 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. How to follow up even further: Let’s say you got an objection related to data privacy. No more missed opportunities, and your pipeline health is in its prime. Intimidated by AI? Don’t worry.

Objectives and Key Results 93

Objectives and Key Results Pitch Cold Call Sales 93

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. 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. What are the next steps?

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

SBI

JUNE 2, 2020

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.” In this case, we’d be neglecting a more fundamental and basic question, “Are we calling on the right people?”

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

Gong.io

JUNE 11, 2021

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. Objections.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

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). . Vet lead into the sales pipeline as Sales Qualified Lead (SQL) if potential value justifies further allocation of resources .

SQL 58

SQL Appointment Pipeline Lead generation 58

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Active listening not only helps reps build rapport with prospects, but makes their sales cycles more efficient and improves visibility throughout the pipeline. Objection Prevention. Objection Handling. Communication Up.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

JULY 17, 2018

If you missed episode 15, check it out here: The Art and Science of Pipeline Generation. Objection handling — that one is very easy to understand. If you’re new to the sales game, practice not talking so much and practice being comfortable with short answers. What You’ll Learn. That’s what we do.

Objection handling 65

Objection handling Technology Technology Growth 65

Sales Hacker

APRIL 26, 2018

These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. Thus, making it harder to grow the sales pipeline and walk prospects through different stages in the funnel. Salespeople with strong business acumen are the new power players in the game of B2B selling.

Drivers/motivators 69

Drivers/motivators Non-Profits B2B Consult 69

Cience

DECEMBER 16, 2019

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. For example, our SDR makes a call to talk about a prospect’s sales pipeline. This is Andrew from CIENCE.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Sales Hacker

JUNE 12, 2018

Proper objection-handling. Bonus read: 5 Game-Changing Trends Shaping the Future of Sales [New Report]. This way your pipeline has a lot of opportunities that are going nowhere. Understanding proper buyer motivation. Using modern psychology to more effectively engage your prospects. The key tactics to effective discovery.

Cold Call 52

Cold Call Objection handling Sales Quota 52

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

Cience

DECEMBER 16, 2019

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. For example, our SDR makes a call to talk about a prospect’s sales pipeline. This is Andrew from CIENCE.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Salesforce

OCTOBER 16, 2024

They can identify areas for improvement, such as developing better talk-listen ratios (how much a seller spoke versus the prospect) or objection handling, which can help enhance the seller’s performance. First, use a sales analytics tool built into your CRM for visibility across the sales pipeline.

Conversion 59

Conversion Customers Territory CRM 59

Gong.io

DECEMBER 22, 2021

Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. That means tracking more than traditional KPIs, like pipeline numbers or bookings or quota. . Focus on issues in discovery, objection handling, and low-email velocity. Unfortunately, that’s often what happens in sales.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Gong.io

JUNE 19, 2018

Bear in mind that it’s not a refusal to adjust speech patterns that make top reps successful at this game. If they talked about coaching for seven minutes, onboarding for four, and pipeline management for five, start the demo with the coaching use case. You’ve just done an amazing demo, so why is your buyer voicing objections?

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

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. How to follow up even further: Let’s say you got an objection related to data privacy. No more missed opportunities, and your pipeline health is in its prime. Intimidated by AI? Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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

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

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. Zoom in on the deals that make up your pipeline.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

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. We’re talking with Kristen Alexander, the CMO of Certain, today on Sales Pipeline Radio.

Pipeline 68

Pipeline Sales Strategize B2B 68

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. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

MAY 2, 2018

Your sales and marketing teams may experience a serious pipeline drought when GDPR (General Data Protection Regulation) goes into effect on May 25. That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. 1) Evolve from “Pipeline Management” to “Deal Execution”.

Pipeline 65

Pipeline Objectives and Key Results Objection handling Sales 65

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

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. Objection Handling Sales Tips. Quick Links 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Zoom in on the deals that make up your pipeline.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48