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

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

Veloxy

FEBRUARY 13, 2023

If your CRM records are dominated by close ended data, you’re likely losing out on a lot of pipeline and closed deals. Opportunity focused questions At the end of the day, you’re looking to fill your pipeline with more opportunities. The same is true in sales. What concerns do you have about using [solution]?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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

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

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

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 CRM Pipeline 62

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 76

Objectives and Key Results Pitch Cold Call Sales 76

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

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 Price Sales 132

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

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

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

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

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 81

Quota Objectives and Key Results Sales Follow-up 81

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 GTM Price Territory 103

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 25, 2021

Sales Stats For Objection Handling. after objections. The best-of-the-best salespeople pause 5 TIMES longer than the average rep after objections compared to the “normal” parts of a sales conversation: Top sales reps all do this. But to the top sales reps, objections are opportunities. Sales Stat #21: Hit pause.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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 89

Objection handling Territory Quota Technique 89

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

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

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 48

SQL Appointment Pipeline Lead generation 48

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 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 52

Objection handling Growth Technology Technology 52

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 45

Cold Call Objection handling Sales Quota 45

Sales Hacker

OCTOBER 31, 2017

To ensure a healthy customer pipeline, prospecting should be an always-on instinct across your sales organization. Objection Handling. Reluctance, objections, complaints and outright rejection are so common in sales that any salesperson who lacks grit and the ability to roll with the punches will soon be out of the game.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

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 54

Drivers/motivators Non-Profits B2B Strategize 54

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

Pipeline 62

Pipeline Strategize Sales B2B 62

SaaStr

MARCH 12, 2019

Totally changes the game. The game has changed but we haven’t caught up. It’s like the stuff that we typically associate with a car salesperson, closing ability, convincing, objection handling, negatively correlated. That’s was a sales manager does, hire, coach, hire, coach, not run pipeline.

Growth 84

Growth Cross-sell Contract X-functional 84

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

OCTOBER 7, 2021

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. I’m passionate about inbound and outbound pipeline generation, workflows and processes, and cross-team collaboration. Elevating the inner game of sales.

Sales 130

Sales Start-ups Up-sell Cross-sell 130