Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. A playbook is a comprehensive guide that outlines your team’s approach to selling. It compiles best practices, strategies, and tactics specific to the team and spells out roles, responsibilities, and objectives.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

Objection handling 108

Objection handling Technique Sales Pitch 108

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. Did the quarterback throw a pass before the ball was snapped?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

DECEMBER 19, 2019

Here’s why that happened (steady yourself for some bad news, my friend): Using social proof techniques during early-stage calls plummets eventual close rates by 47%. Objections are tough. Buyers’ objections can throw salespeople off their game. Respond to objections by asking questions. It’s painful, but true.

Cold Call 122

Cold Call Objection handling Technique Sales 122

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.

Technique 144

Technique Sales Clients Consult 144

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. Improving your conversion rates through effective sales techniques, personalized approaches, and tailored solutions can have a significant impact on your sales velocity. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

The 5% Institute

MAY 6, 2020

Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. Related article: Positioning In Sales – How To Sell Effectively. Ask for the sale. To Close A Deal – You Need Consistency.

Closing 98

Closing Objectives and Key Results Technique Objection handling 98

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. Definition of in-person sales In-person sales refer to the process of selling products or services through direct interactions between sales professionals and customers. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. 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.

Technique 97

Technique Angle Profit margin Sales 97

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. And you know what?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . 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

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Sales Stat #11: Use these words that sell.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

SBI

FEBRUARY 10, 2020

With the assumption that sales is a numbers game, companies think that being able to increase the number of calls, demos and leads will invariably mean better sales. To be successful requires a level of personalized training and ongoing engagement that can eat up most of a sales manager’s time.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

JANUARY 25, 2019

These interview questions will help you size up a candidate’s sales potential. Sign-up to learn 7 ways to ramp new sellers lightning fast : Magic Bullet Sales Interview Questions. To tee it up well, let the candidate know that your hiring process includes talking to former bosses. They’ll show up ready to impress and inspire.

Quota 80

Quota Sales Drivers/motivators Objection handling 80

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Education Objection handling 48

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

InsightSquared

JULY 21, 2020

Successful sales reps should know as much as they possibly can about the product or service she sells. Reps may know the product like the back of their hand, but without prospects to sell to, it’s of little use. . All of these options are fair game for quota-carrying ISRs to begin their prospecting. Communication Up.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

APRIL 3, 2020

So we’re going to cover three things: a mindset that I want you to get into whenever you hear an objection, some phraseology or words that you can use, and then an offer at the end, which, yes, is a blatant sales pitch. But you’re not going to be able to raise any objections because this is a one-way webinar. Step three.

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MAY 14, 2018

In today’s fast-paced world, you need to get your junior reps up to speed quickly. They already know how to sell, so they don’t need sales training.” . Your reps know everything there is to know about selling? They’re always up-to-speed on your messaging, product offerings, and buyer personas? Didn’t think so.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. Disruptive technologies offer smarter ways of selling services and ideas. While some experts view selling as an art of persuasion, all successful businesses approach it as a science composed of data, methods, metrics and processes. Objection Handling. Pitch/Presentation.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. Imagine a hockey coach who only saw the final score from games and got weekly or monthly stats. Master these sales coaching techniques ASAP. And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. .

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Partners in Excellence

SEPTEMBER 14, 2016

It was a thoughtful article, I ended up being unconvinced, but it helped reminded me how badly we misunderstand coaching. 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 90

Objection handling Territory Quota Technique 90

Sales Hacker

MAY 31, 2018

It’s a lot better to sell to qualified prospects than to try your luck on a complete stranger. The key takeaway: selling success is directly proportional to the efficiency of your sales development team. . Ignore lead if resources required to sell outweigh potential value. Sales Development Process.

SQL 48

SQL Appointment Pipeline Lead generation 48

SalesLoft

FEBRUARY 26, 2013

I just finished the book, SNAP Selling. Written by Jill Konrath, SNAP is likely going down in history as one of the best books in the game. While it’s tempting to follow up with a “just checking in” message, that’s the worst thing you can do [ Tweet This ]. Be matter-of-fact [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52