Sales Hacker

NOVEMBER 26, 2019

Break Through Mediocrity: Changing the Game for Long-Term Success. Sales is more than just a numbers game — it’s a mental game. Master the mental game and you can adapt to any sales environment, process, or buyer. Don’t miss this talk, and stay ahead of the game. Thursday, December 12: Winning the Game.

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. Sales Training Activity #1 – Objection Handling. Related article: Sales Objection Handling – A Step By Step Guide. Politely, yet confidently answer the question.

Objection handling 98

Objection handling Sales Appointment Clients 98

Gong.io

DECEMBER 19, 2019

Presenting ROI to your customers awakens the wrong part of their brains. As you see above, presenting ROI at any point in your sales process correlates with a 27% drop in close rates. Objections are tough. Buyers’ objections can throw salespeople off their game. Respond to objections by asking questions.

Cold Call 122

Cold Call Objection handling Technique Sales 122

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

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. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

MAY 30, 2024

Content Strategy for Revenue Enablement The best way for sales reps to connect with today’s educated buyers is to present compelling content that convinces them to move to the next stage of the customer journey. This includes templates, scripts, presentations, and objection-handling guides.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. If any employees are new to presenting, this is a good chance to outline best practices and tips for public speaking. But it takes careful planning to get to the end zone. Too simple, and you might not be ready when things go awry.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

The 5% Institute

MARCH 28, 2022

During the pre-frame, you want to cover three important things: Ensure all decision makers are present. Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. 9 – Objection Handling.

Technique 144

Technique Sales Clients Consult 144

SalesLoft

MARCH 31, 2022

More and more, sales teams (mine included) are spending much more time prepping the deal champion because there will not be an opportunity to present to the economic buyer. 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.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

The 5% Institute

JUNE 7, 2023

So, let’s dive in and discover how in-person sales can be a game-changer for your business. Immediate feedback and objection handling During in-person sales meetings , sales professionals can gather immediate feedback from customers, allowing them to address concerns or objections promptly. Introduction A.

Represent 52

Represent Technique Sales 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

The 5% Institute

MAY 6, 2020

Present your solution. Handle objections. During the pre-frame, you want to cover three important things: Ensure all decision makers are present. Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection. Presenting.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

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. Step 8 – Present: Flip Your Presentation On Its Head. Let’s get on with the demo (or sales presentation ), shall we? You’ve just done an amazing demo, so why is your buyer voicing objections? No worries.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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

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

FEBRUARY 1, 2019

And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling. Hearing buyers’ objections can throw some people off their game. Respond to objections by asking questions. It gets your buyer to reveal their real pain point, which helps you address their objection.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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. There are many more — like call scripts, presentation tips, and general validation (to name just a few).

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel.

Sales 99

Sales Gaming Objection handling Quota 99

Veloxy

MAY 24, 2023

Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. Optimize the different stages of your sales process, addressing pain points and objections, to guide leads smoothly through the funnel and improve conversion rates.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Hubspot

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Prepare for objection handling. Confident communication is critical for success.

Technique 96

Technique Angle Profit margin Sales 96

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. There are many more — like call scripts, presentation tips, and general validation (to name just a few).

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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. Step 8 – Present: Flip Your Presentation On Its Head. Let’s get on with the demo (or sales presentation ), shall we? You’ve just done an amazing demo, so why is your buyer voicing objections? No worries.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Lead Fuze

JULY 18, 2023

Understanding the Emotional Stakes in Closing Deals Closing deals can be a high-stress game. The steps to close a sale include identifying customer needs, presenting your solution, handling objections, confirming the deal with a test drive close, and following up post-sale. source) What do you say when closing a sale?

Technique 52

Technique Closing Sales Follow-up 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. Copywriters should create algorithmic scripts rather than linear ones. Anyway, it’s worth to repeat it here.

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. 5-10 objection handling answers, a voicemail script. Anyway, it’s worth to repeat it here.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 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

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

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

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. I suspect we are attracted to this advice because it absolves us of the responsibility of learning, adapting, being present, and being engaged. The number of words/tone or call to action of that email. to the particular solution.

Objection handling 103

Objection handling Healthcare Territory Sports 103

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. We are simply looking at the method and applying tidbits presented nearly three decades ago that are, surprisingly, still relevant today. Tip #5: Have your objection handling game on the ready.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. It’s more than a mindless numbers game. Presentations have a visual slide presentation. Never present for more than 9 minutes at a time. Quick Links 1. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. .” Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

InsightSquared

JULY 21, 2020

All of these options are fair game for quota-carrying ISRs to begin their prospecting. Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling. Objection Handling. Understanding of Prospect Roles and Influence. Gaining Buy-in.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

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