Hubspot

JULY 18, 2025

The buyer’s journey helps you attract and convert new leads by meeting them where they are in their decision-making process. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs. Sometimes through brand storytelling.

Referrals

Highspot

JUNE 17, 2025

Notably, they: Lack time to effectively plan for and analyze their sales calls Worry about meeting quarterly sales targets and quotas Have too many time-consuming tasks that prevent them from completing the work that matters: building relationships with potential customers The good news? How does it organize content for fast, accurate search?

Sell

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. Objection handling: Customers may have concerns about pricing, competitors, or implementation. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer.

Objectives and Key Results

Highspot

MAY 18, 2025

Sales playbook components include: Objection-handling tips: Quick responses to common pushbacks, like budget or timing concerns, to keep conversations moving. Besides that, just-in-time training and AI sales coaching help reps prepare for crucial moments in the sales process, whether a first call, demo, or negotiation.

Healthcare

Highspot

JULY 9, 2025

In today’s market, pressure is high and performance is non-negotiable. Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objection handling, and delivery. Pipeline is harder to build. Buyers are harder to reach. And the margin for error? Nearly gone.

GTM

Engage Selling

MARCH 17, 2023

I meet a lot of salespeople who regularly struggle to meet … The post Sales Closing: How to Ask for the Sale first appeared on Colleen Francis - The Sales Leader. When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close?

Closing

Sales Hacker

FEBRUARY 18, 2025

You know, a bunch of Q& A and sort of objection handling. And then maybe you have the other person who’s just the sort of very charming, very extroverted kind of goes and networks like crazy and can win any meeting over. Now, people should still negotiate within that. Scott Barker: Yeah. Which do you want?

GTM

Salesforce

FEBRUARY 17, 2025

Activity KPIs track the day-to-day work (such as calls made, emails sent, and meetings booked). From prioritizing effective one-on-one meetings to coaching reps, here are some advanced strategies to drive growth. When negotiating price, the first rule is simple: make sure you’re speaking with the actual decision maker.

Territory

Salesforce

APRIL 16, 2025

Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology. Maybe they need help with negotiation tactics or product knowledge. Request demos and free trials to test the software firsthand and ensure it meets your specific needs.

Technique

Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect.

Negotiate

SaaStr

NOVEMBER 24, 2020

The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with PandaDoc will take place at 2 PM PST on December 9 – don’t miss out! The post We are 14 days away from SaaStr Scale – meet our sponsors! Their process improves deal workflows, insights and speed for their customers. .

Meeting

The 5% Institute

JULY 21, 2023

Dealing with objections is an essential skill for anyone in sales, negotiation, or even everyday conversations. When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. Objection Handling Techniques FAQs Q: How can I anticipate objections?

Objection handling

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Each emphasizes certain things. All of these focus on how we succeed as sales people or leaders.

Objection handling

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Any non-negotiables we should be aware of?” “Can

Objection handling

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. If they ask a product question, recommend that you show them in the next meeting.

Prospecting

Hubspot

DECEMBER 16, 2019

Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides.

Real Estate

Salesforce

AUGUST 25, 2022

For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. It’s what Galem Girmay , revenue enablement manager at UserTesting, calls “relevant enablement.”.

Engineering

Hubspot

AUGUST 6, 2019

That way, even if your day is packed, your new hire will know where to go and who to meet. Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase. Have your reps role play an exploratory call, demo, negotiation, and closing call.

Negotiate

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. American businessman, author, and academic (and former hostage negotiator) Chris Voss refer to “fair” as “the F-word,” saying it’s the “single most powerful word in any negotiation.”.

Cold Call

Gong.io

MAY 12, 2019

That’s true whether you meet them in person or on a cold call. It works in some situations (like negotiations), but it doesn’t work on cold calls. In fact, Gong’s data shows that using it makes you 40% less likely to book a meeting: Luckily, there’s an alternative that works. Sales Tactic 5: Book a Meeting Using This Question.

Cold Call

Sales Hacker

FEBRUARY 2, 2021

In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. Be ready with responses to your prospect’s objections. Presentation.

Sales

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? The message was stop traveling and just meet people on video. I also think women just need to ask for whatever they want and know how to negotiate properly and know their value. It was credit cards and. It was a call center.

Cold Call

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Determine value/ROI.

Closing

Salesforce

OCTOBER 10, 2023

If there are stakeholders that you need to meet, ask for an introduction and do discovery with them as well. Instead of getting defensive when these objections arise, ask follow-up questions to make sure you understand the root of their concerns. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. A few years back, we shared the 12 best objection handling skills. .

Territory

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy.

Prospecting

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Negotiation Skills Negotiation is a critical part of B2B sales.

B2B

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. It’s easier to accommodate the prospect and get in touch ASAP when you don’t need to fly out reps for a meeting.

Inside sales

The 5% Institute

JUNE 8, 2023

Address objections with solutions: Offer negotiation strategies for price-related objections: If clients raise concerns about the price, provide them with negotiation strategies that can potentially bridge the gap between their expectations and the seller’s asking price. Handling Objections in Different Scenarios A.

Real Estate

The 5% Institute

JUNE 27, 2023

It enables companies to: Increase revenue and profitability Acquire and retain customers Build a strong brand reputation Gain a competitive edge in the market Adapt to evolving customer needs and preferences A well-executed sales motion empowers sales teams to meet targets, exceed customer expectations, and drive sustainable growth.

Objection handling

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Sales Skills Training Sales skills training hones the art of complex negotiation, communication, and persuasion tactics.

Technique

Sales Hacker

JULY 26, 2023

Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for.

Objectives and Key Results

The 5% Institute

JUNE 27, 2023

Providing Value and Solutions One effective strategy for overcoming objections is to focus on providing value and offering solutions. By highlighting the features, benefits, and value proposition of the car, sales professionals can demonstrate how it meets the buyer’s needs and address objections effectively.

Closing