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 76

Objectives and Key Results Pitch Cold Call Sales 76

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

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

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.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JUNE 25, 2021

Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation. Presenting ROI at any point in your sales process correlates with a 27% drop in close rates. However, any of the following may be true: Presenting ROI doesn’t work.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

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

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

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

PandaDoc

APRIL 24, 2023

Slide decks: Presentations including information on market trends, industry challenges, and how your products solve customer pain points. 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.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Highspot

NOVEMBER 9, 2023

Improved Sales Engagement The interactive and personalized nature of digital sales rooms makes sales presentations more engaging and relevant to potential customers. Personalization and Relevance Digital sales rooms allow sales professionals to tailor their presentations and content to the specific needs and interests of each prospect.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. The list of required skills can go on and on.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

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. You’ve talked more than you listened.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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

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. I wouldn’t say it doesn’t matter at all.

Objection handling 59

Objection handling Quota Negotiate Presentation 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. You’ve talked more than you listened.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. We are simply looking at the method and applying tidbits presented nearly three decades ago that are, surprisingly, still relevant today.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

SEPTEMBER 22, 2021

It also makes it easier for reps to find weak links in their deal by presenting all their activities and the associated analytics in one dashboard. As in, if it’s late in the game and they’re still thinking about the competition, that’s a problem.). Objection handling. They can bring those “weak links” (i.e.,

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

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

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. Why people raise objections. The problem with overcoming objections. ” And then the pitch. What You’ll Learn. “Why?

Objection handling 70

Objection handling Sales Commission Prospecting 70

SalesLoft

AUGUST 13, 2019

How do you through interactive sessions, tests, presentations, role-play certifications… really accelerate the forced learning so that people aren’t just sitting through sessions taking notes and digesting that information on their own timetable? Kiva: It’s a ton of project work. Not an insignificant task.

Objection handling 40

Objection handling Sales Pitch Up-sell 40

Sales Hacker

OCTOBER 31, 2017

Pitch/Presentation. 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. Stay relevant by bridging the prospect and the product. . Inbound Selling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

PandaDoc

MARCH 20, 2020

Using an ROI calculator like this one we recently built is great for objection handling (especially during a crisis). This tool, combined with some of our more recent customer stats , can be extremely useful BEFORE presenting pricing. Start using an ROI calculator and success KPIs to make a business case.

Sales 52

Sales Objection handling Start-ups Prospecting 52

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Instead, what inspired and energized me was presenting, training, and empowering others to succeed. It was a game-changer in my career. Not all feedback is for you. Angela Chapoy.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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