Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. Our mindset about objections tends to be combative, it’s the customer resisting our pitches, objections are something to overcome.

Objection handling 62

Objection handling Technique Pitch Conversion 62

SaaStr

JULY 2, 2025

Have them shadow customer success calls, onboarding sessions, and even product team meetings. Give them a clear sales playbook with scripts, email templates, and objection-handling guides if you can. Are they booking meetings? Are they booking meetings? Are they handling objections well?

Start-ups 56

Start-ups Objection handling Commission Pitch 56

Highspot

OCTOBER 29, 2024

With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback. Did you know?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

JULY 21, 2025

But too often, we never take the time to understand these, instead applying the same standard prospecting, qualifying, objection handling, discovery, proposal, closing approaches for everyone. We’d love to meet with [Insert Company Name (or maybe an individual)] to demo address how we help you do this.

GTM 120

GTM Objection handling Trust Meeting 120

Partners in Excellence

NOVEMBER 21, 2024

Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. It will schedule a meeting for us and provide us the notes before we go into the meeting. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up.

Objection handling 123

Objection handling Up-sell Technology Technology 123

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation. TIP : Review reps’ meeting recordings to gain clear visibility into their behaviors in buyer conversations.

Process 52

Process Objection handling Quota Sales 52

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. Mediation & Conflict Resolution When colleagues clash over sales leads or roles, meetings become tense, deals stall, and finger-pointing takes over.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

JUNE 23, 2025

Harnessing AI, data, and tech to drive real outcomes According to Bain’s 2025 B2B Growth Agenda, more than 90% of companies are experimenting with artificial intelligence (AI) and those deploying it at scale are meeting or exceeding their expectations. Maybe your reps are getting stuck because they skipped objection-handling content.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Highspot

JUNE 24, 2025

Use these sales role-play scenarios during onboarding, quarterly business reviews (QBRs), weekly team meetings, or individual coaching sessions to target specific skills and boost confidence. Objection handling Buyer objections are invitations to share even more information and insight. ” Buyer: ” Not really.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 119

Objectives and Key Results Objection handling GTM Pipeline 119

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Conduct the Performance Review The actual review meeting should feel like a collaborative discussion. Celebrate achievements: Everyone loves to be recognized.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

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 67

Referrals GTM Objectives and Key Results Trust 67

SaaStr

MARCH 29, 2025

Include scripts, objection handling, and key metrics. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week. This includes: Ideal Customer Profile (ICP): Who are you selling to? Be specific. If its not in the CRM, it doesnt exist.

Commission 79

Commission Objection handling Quota Sales 79

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 52

Sell Objectives and Key Results GTM Hospitality 52

Highspot

MAY 15, 2025

The better you understand your partners, the better you can tailor your enablement strategy to meet their needs based on the number of staff members, skill level, and type of prospect they interact with. You can mix live sessions, online courses, on-demand content, and certifications to meet different learning styles.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Martech

JULY 10, 2025

Marketing builds tailored decks, one-pagers, objection-handling sheets and landing pages that authentically reflect the buyer’s world. Proper messaging segmentation is how you meet someone when they’re ready to listen with the exact message only they need to hear. ” the message fails, and the value disappears.

Product 67

Product Objection handling Campaign Strategize 67

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. For instance, you might discover that some reps struggle with objection handling by monitoring calls. What is the Difference Between Sales Enablement and Sales Training?

Pitch 52

Pitch Sales Technique Cross-sell 52

RingDNA

MARCH 31, 2025

Analyze sales conversations in real-time to improve coaching and objection handling. Sales Ops is Shifting from Activity Tracking to Outcome-Based Metrics For years, sales teams have focused on quantity-driven KPIs like calls made, emails sent, and meetings booked.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Sales Gravy

JULY 1, 2025

You can have the perfect pitch, flawless product knowledge, and ironclad objection handling skills, but if you walk into that appointment carrying the baggage from your last three rejections, you're dead in the water before you even ring the doorbell. Here's how to think about it: That homeowner you're about to meet?

Appointment 65

Appointment Objection handling Pitch Quota 65

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 62

Closing Sales Prospecting Meeting 62

Salesforce

DECEMBER 3, 2024

It lays out how the two sides will communicate, from meeting length and frequency to the outcomes of every interaction. That solution must be within the stated budget and meet the criteria set up during step two. Setting an upfront contract: No, this isn’t a contract for a sale. Get the template

Sell 52

Sell Technique Contract Territory 52

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. They can fit training into their busy schedules without interrupting their work, whether between meetings or on the road. Focus on one high-value area (objection handling). Define a single objective. Keep it short.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. Objection handling: Customers may have concerns about pricing, competitors, or implementation. You can also gain more information on their budget and how soon they are looking to implement a solution.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

AUGUST 19, 2024

Objection handling 4. I'm curious, what will change between now and then that's preventing us from meeting today?” Closing the Deal: Securing the Next Steps Even if you've nailed the introduction, delivered a compelling value prop, and handled objections like a pro. Closing the call to book a meeting.

Cold Call 80

Cold Call Objection handling Follow-up Technique 80

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. Schedule weekly sync meetings to review progress, refine strategies, and align KPIs using performance data.

Healthcare 52

Healthcare Objectives and Key Results Finance Sales 52

Highspot

JULY 9, 2025

Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objection handling, and delivery. The result: coaching that’s more focused, more effective, and grounded in what reps actually need.

GTM 52

GTM Launch Objection handling Negotiate 52

SalesHood

JULY 11, 2025

They research independently, evaluate vendors asynchronously, and expect digital tools—not just sales meetings—to guide their journey. With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objection handling—without waiting for a manager to review their call.

Quota 52

Quota Objection handling Price Trust 52

Highspot

JULY 9, 2025

5 tips to improve your sales efficiency Here are some best practices you and other GTM leaders at your company can follow to steadily improve your sales efficiency ratio, help your reps consistently meet quotas and optimize their day-to-day work, and better contribute to tangible business growth.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Salesforce

FEBRUARY 3, 2025

Account development representative (ADR) A sales professional responsible for developing sales strategies, identifying potential customers, maintaining market awareness, and initiating outreach to book more demos and meetings. Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Sales Hacker

JULY 1, 2025

Now, when I actually meet somebody in a conversation. And each of those is delivering a handful of meetings a month. And, two, we just started putting meetings on the board. You’d book five to 10 meetings, a month, which was a, a great [00:32:00] strategy. it comes up half the time. And that worked for us.

GTM 78

GTM Growth Sell X-functional 78

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. “Why aren’t they meeting those goals? What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? “Where are they struggling? ” I ask.

Real Estate 109

Real Estate GTM Objectives and Key Results Objection handling 109

Highspot

JULY 15, 2025

You need the right tools to meet customers where they are. Since most healthcare professionals also have limited time and prefer either completely virtual or hybrid meetings, you need to align your engagement strategy to match. Many HCPs now prefer virtual or hybrid sales engagement.

Healthcare 52

Healthcare Customers GTM Hospitality 52

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. And my bot might be responding to that Joe DiMento: Yeah. Um, I love it. Final question.

GTM 95

GTM Quota Drivers/motivators Sales 95

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. ” or “What would happen if we couldn’t meet this price?”

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Highspot

MARCH 24, 2025

For example, host 60-minute monthly online sessions and quarterly business reviews (QBRs) where sales, marketing, and customer success teams discuss best practices, review recent wins, and practice objection-handling techniques. When incentives are misaligned, teams become siloed and lose focus.

GTM 52

GTM Cross-sell Pipeline CRM 52

Salesforce

APRIL 16, 2025

Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology. Request demos and free trials to test the software firsthand and ensure it meets your specific needs.

Technique 89

Technique Territory Sales Price 89