Highspot

APRIL 20, 2025

In this guide, we’ll explore why microlearning is a game-changer for GTM success and show you how to put it into practice. Varied formats: Text, videos, infographics, audio, and interactive games. Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Veloxy

FEBRUARY 13, 2023

Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor. This means you’re going to have to address objections, concerns, and perceptions that the customer has with your product or service. 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

FEBRUARY 1, 2019

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. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

NOVEMBER 12, 2021

. #4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be. The problem: You are 3x+ longer than your sales pitch should be. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 3, 2018

Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls. If you launch into their pitch way too early, you’re likely to have no understanding of what the prospect actually wants. And to make a great pitch, a few wisely-placed discovery questions might help.

Cold Call 123

Cold Call Pitch Education Prospecting 123

Salesforce

DECEMBER 19, 2023

This post shows salespeople how to use GPT prompts to write sales pitches and emails, analyze market data, and more. We give specific, tested examples of prompts to use for sales enablement, customer research, social selling, call scripts, objection handling, and negotiation guidance. Here’s our advice. Read the post 8.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align. No worries.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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. Other segments can come down to a numbers game. Building rapport with prospects. Leveraging information to become your prospects doctor.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

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. Tip #5: Have your objection handling game on the ready. The objection-handling script should follow three key points: .

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ? Intimidated by AI?

Objectives and Key Results 95

Objectives and Key Results Pitch Cold Call Sales 95

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

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

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Gong.io

JANUARY 12, 2021

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. All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”).

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Salesforce

FEBRUARY 3, 2025

Objection handling The process of addressing potential customers’ concerns or hesitations during sales. Using objection handling , sales reps can navigate objections by listening actively, empathizing with the prospect’s needs, providing data and social proof, and reframing the objection with a solution.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

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. Discovery Questions Stop pitching. Objection Handling If objections scare you, its because you dont practice. Discovery Questions Stop pitching. Lets call this what it is: avoidance.

Closing 52

Closing Objection handling Cold Call Contract 52

Highspot

NOVEMBER 9, 2023

Presentation and Pitch Multimedia Content: Sales reps can use multimedia content, such as videos and interactive presentations, to create compelling and memorable sales pitches. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

NOVEMBER 12, 2021

. #4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be. The problem: You are 3x+ longer than your sales pitch should be. Objections are inevitable.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

Gong.io

SEPTEMBER 22, 2021

As in, if it’s late in the game and they’re still thinking about the competition, that’s a problem.). Objection handling. How well do your reps respond when buyers raise objections? During sales calls, reps should shorten their pitch to leave more time to work through next steps without rushing.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

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.”

Objection handling 85

Objection handling Sales Commission Prospecting 85

Hubspot

MAY 10, 2022

One way to stay ahead of the game? Sales Text Message for Objection Handling. It gives you an opportunity to meet them in person and deliver a pitch in an environment where pitches are expected. It’s unadvisable to fall behind. Few people appreciate getting texts in the night. Below are a few examples.

Prospecting 69

Prospecting Conversion Legal Sales 69

Sales Hacker

APRIL 26, 2018

They’d rather find and consume product information online at their own convenience than be personally called over the phone by a rabid salesperson prodded by a sales quota, armed with a call script, and conditioned not to go beyond a prefabricated sales pitch. . 8) Innovation and Commercialization, Massachusetts Institute of Technology.

Drivers/motivators 72

Drivers/motivators Non-Profits B2B Consult 72

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.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Sure, you’re looking for a conversational rhythm in which your volume, pitch, talking speed, and pauses align. No worries.

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. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Being your sounding board Stuck on a sales pitch ? Intimidated by AI?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Cience

DECEMBER 16, 2019

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. Remember, you’re the game master here, but you need to take into account as many probable reactions of a prospect as possible. And so on and so forth. Rewrite each as a question.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Gong.io

MAY 3, 2018

Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls. If you launch into their pitch way too early, you’re likely to have no understanding of what the prospect actually wants. And to make a great pitch, a few wisely-placed discovery questions might help.

Cold Call 48

Cold Call Pitch Education Prospecting 48

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. Closing plays Outline steps and techniques to help your team close deals effectively, whether creating a sense of urgency, addressing last-minute objections, or getting the deal through procurement.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Cience

DECEMBER 16, 2019

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. Remember, you’re the game master here, but you need to take into account as many probable reactions of a prospect as possible. Linear: contains only a sales pitch.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

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 Sales Objection handling Follow-up 52

PandaDoc

MARCH 20, 2020

Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). Telling the story of data and ROI tends to land in a different way for the prospect when delivering it this way because it focuses the conversation on a business need, rather than on a numbers game.

Sales 52

Sales Objection handling Prospecting Start-ups 52

SalesLoft

AUGUST 13, 2019

Its certifications on objection handling and discovery and the deck and the demo, making sure they deeply understand how to articulate value by persona. Specifically, we give them our intro deck and we give them a quick demo, then we have them pitch us that deck and demo back to us. Kiva: It’s a ton of project work.

Objection handling 40

Objection handling Sales Pitch Up-sell 40

Lead Fuze

JULY 18, 2023

Nailing Key Milestones for Smooth Sailing Towards Close You need a compelling sales pitch tailored specifically for your target audience. Understanding the Emotional Stakes in Closing Deals Closing deals can be a high-stress game. It’s like riding a roller coaster with no lines. Overcoming Apprehension in Closing Sales Fear not.

Technique 52

Technique Closing 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 can aid and improve sales pitches. Seek to define your expectations, aims, processes, and business needs.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

FEBRUARY 9, 2019

Pitching 5. Objection Handling 6. 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. Pitch a targeted value prop. Successful cold calls ALMOST ALWAYS involve making such a pitch: I know, I know.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Consider it done.

Objection handling 108

Objection handling Technique Sales Pitch 108