Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Treat sales meetings as precious assets.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Veloxy

FEBRUARY 13, 2023

If your CRM records are dominated by close ended data, you’re likely losing out on a lot of pipeline and closed deals. Opportunity focused questions At the end of the day, you’re looking to fill your pipeline with more opportunities. Go a step further and meet your customer at lunch or for coffee.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Salesforce

AUGUST 25, 2022

Sales reps are the engine that drives your pipeline. 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. Want more sales enablement tips?

Engineering 98

Engineering Sell Objection handling Negotiate 98

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. What is it? It helps you gauge the potential revenue associated with each opportunity.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them.

Objection handling 108

Objection handling Technique Sales Pitch 108

SalesLoft

JANUARY 16, 2024

It ranks them based on the likelihood a seller gets a booked meeting or an open opportunity, as well as deal importance. For all Conversations happening in Salesloft, AI extracts summaries and action items that help customer-facing teams sort through the details of the meeting. But that’s not all.

Process 52

Process GTM Objectives and Key Results Objection handling 52

The 5% Institute

MAY 16, 2023

Unlike a sales manager, whose focus is on overseeing the team and meeting targets, a sales coach focuses on the individual development of each salesperson. Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. Sales Forecasting Accurate sales forecasting and pipeline management helps in resource allocation and planning. Objection Handling: Equip your team with objection-handling techniques to overcome common customer objections effectively.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Booking meetings on behalf of other sales agents.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. Close more deals. Increase revenue. Improve win rates. Sales resources. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. But that doesn’t do them any good if they have a thin pipeline. This is why generating pipeline and prospecting is your next sales training priority. No pipeline, no glory. It advances the conversation toward a booked meeting.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

SalesLoft

DECEMBER 12, 2021

Wouldn’t it be great if there was a way to automatically know which emails result in booked meetings with prospects? Here’s how Email Sentiment takes the guesswork out of effective emails to help sellers get more yeses and fill their pipelines with winning deals. All of these quota-crushing results (and more!) Not interested.”

Objection handling 52

Objection handling Pipeline Quota B2B 52

Highspot

MARCH 26, 2024

Speech and Sentiment Analysis: AI can analyze call recordings and meetings to evaluate rep’s communication skills, tone, and effectiveness in building rapport with customers. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Sales 52

Sales Technique Objection handling Pitch 52

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. After all, you can’t close any deals if you don’t have a pipeline to work with. Or making hundreds of dials a day hoping that someone agrees to meet with you.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

The 5% Institute

JUNE 15, 2023

The Role of a Sales SDR The primary role of a Sales SDR is to create a pipeline of qualified leads for the sales team. Regular meetings and knowledge sharing sessions foster alignment, empowering Sales SDRs to provide valuable insights and contribute to the sales process.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Gong.io

MARCH 26, 2021

But too often, we dive right into pipeline. She “skips the CRM” and instead pulls data from Gong for her pipeline. Here is how to weave coaching into your weekly check-ins with your team: Review a recorded sales call: Gong’s VP Sales and Strategic Accounts, Bob Spina, suggests reps come to the meeting with one call. Form habits.

Drivers/motivators 62

Drivers/motivators Sales CRM Pipeline 62

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 105

Sales Cross-sell Pipeline Negotiate 105

Highspot

DECEMBER 19, 2023

The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline. It will guide you to capitalize on the most fruitful channels, ensuring a robust pipeline of potential customers.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Salesforce

JANUARY 3, 2024

Keep testing your messaging, questions, and objection-handling techniques. If you find that there are people in the wrong seats, it’s your job to reassign them to meet your goals. When teams aren’t afraid to fail and seek to learn from experiences, they can become more agile. Do they work? Why or why not?

Retail 64

Retail Sales Objection handling Cross-sell 64

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 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . Booking a meeting time on the phone call.

Pitch 62

Pitch Cold Call Sales Referrals 62

Sales Hacker

JANUARY 11, 2018

Yet the best salespeople are able to operate as adept project managers who successfully guide everyone on the team to complete tasks well within expectations, and high-performing sellers who consistently meet revenue targets — share a surprising number of things in common. Demos, objection handling, closing. Lead qualification.

Cold Call 98

Cold Call Objection handling Technique Finance 98

The 5% Institute

JULY 4, 2023

It is a measure of how well a company performs in terms of meeting or surpassing its sales objectives. Training programs , workshops, and mentoring can enhance sales skills such as negotiation, objection handling, and product knowledge. How can companies stay agile in a rapidly changing market?

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . 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

Gong.io

DECEMBER 2, 2019

Bring sales enablement and product marketing into your sales forecast and pipeline meetings so they know what you’re up against. It’s worth uncovering, for example, that your reps handle objections by talking up product features. Retraining them on objection handling is the right solution. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

CloserIQ

OCTOBER 30, 2018

This will require a combination of research, talking to sales reps, listening in on calls and possibly tagging along on meetings with prospects. Sales training participants can also benefit from the advice and stories of the most successful reps at various points in the pipeline. Actionable takeaways. Actionable takeaways.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

SBI

JUNE 2, 2020

In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Sellers are calling 90% of them, however, they aren’t converting enough calls to meetings. Upstream vs Downstream thinking. What are you missing? Nancy Nardin Founder, Smart Selling Tools.

CRM 49

CRM Objectives and Key Results Objection handling Cold Call 49

SBI

DECEMBER 8, 2021

Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. It could be a matter of pricing or a lack of faith that your product will meet their needs. Linkedin.

Objection handling 55

Objection handling Sales Prospecting Trust 55

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

DECEMBER 22, 2021

What happens in each coaching meeting is different, from the area of focus to the improvement plan. And in the next coaching meeting, they start by following up to see whether the right numbers are moving in the right direction. . That means tracking more than traditional KPIs, like pipeline numbers or bookings or quota. .

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

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 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. 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. . Provide context. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Openview

MARCH 2, 2018

If there’s one thing that’s always a constant in an organization’s sales pipeline , it’s change. While that’s a positive factor when deals are progressing forward and are moving from discovery to proposal to closed won, change is also often negative, caused by deals going dark or falling out of the pipeline altogether.

Objectives and Key Results 65

Objectives and Key Results Finance Pipeline Objection handling 65

Sales Hacker

OCTOBER 2, 2020

SEPs provide core sales enablement functionality: automating manual tasks, scheduling meetings and follow-ups, setting up sequences, and more. But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. Read More: The Forrester Wave : Sales Engagement, Q3 2020.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

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 110

Objectives and Key Results Negotiate Sales Technique 110