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

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. 1 – Objection Handling. Not All Fun Sales Training Games Are Equal.

Gaming 98

Gaming Objection handling Pitch Sales 98

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? Between that and being a cold-calling account executive, you can pretty much talk to anyone because you have been exposed to being hung up on and, all kinds of things. I ended up leaving them. I managed a floor of people.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Hubspot

SEPTEMBER 29, 2023

Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Source Chorus.ai Pricing: Pricing is available upon request.

Objectives and Key Results 66

Objectives and Key Results Price Objection handling Pitch 66

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) AI is starting to take this work off our hands — all while giving far better outputs.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. Here’s the first one: Your questions didn’t respect your prospect’s stage in the buyer’s journey: Most salespeople are trained to start by diagnosing a buyer’s problems. START with a “discovery prompter.”. Everyone knows not to feature dump.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 52

Objection handling Appointment Sales Clients 52

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) AI is starting to take this work off our hands — all while giving far better outputs.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 123

Cold Call Pitch Education Objection handling 123

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Sales Call Tip #3: Start Your Sales Call Right. A great sales call structure starts with a great “opening” to the meeting.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. A disarming response like this may bring their guard down enough to get a concrete meeting scheduled. Just send me the information.

SQL 92

SQL Objection handling Angle Pitch 92

Salesforce

MAY 30, 2023

You pick them because of their reputation, how they relate to you, and how they meet your needs. It’s crucial to stay up to date on skills and education (via sales certifications, typically). Get started What are sales certifications? I recommend starting with “The Psychology of Selling” by Brian Tracy.

Education 52

Education Objection handling Cold Call Up-sell 52

Hubspot

MAY 10, 2022

To get customers to sign up, you can ask them to text a keyword to a mobile number. Don’t forget to send a confirmation text (ie “You’ve been signed up on our mailing list! Allow prospects to opt out, only send follow-up texts after a certain period, and remain concise and professional. Confirming a call or meeting.

Prospecting 69

Prospecting Conversion Legal Sales 69

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

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage. What Is a Sales Cycle?

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Highspot

JANUARY 29, 2024

This not only helps foster long-term relationships but also allows you to tailor your sales pitch accordingly. Timely Follow-Up: After initial discussions, follow up promptly and consistently. Positive Body Language: During face-to-face meetings or video calls, maintain positive body language.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Sales Call Tip #3: Start Your Sales Call Right. A great sales call structure starts with a great “opening” to the meeting.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Luckily, there are a few things you can do today to start improving how you go about the rigorous, rejection-filled prospecting days. Lots of time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Gong.io

MAY 27, 2018

Let’s get started. They’ve rehearsed their sales call process, and never show up just to “wing it.”. Prepare in advance and know how to move your conversations smoothly from start to finish. A great sales call structure starts with a great “opening” to the meeting. Sales Call Step 1: Prepare like a Strategist.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

Let’s get started. They’ve rehearsed their sales call process , and never show up just to “wing it.”. Prepare in advance and know how to move your conversations smoothly from start to finish. A great sales call structure starts with a great “opening” to the meeting. Sales Call Step 1: Prepare like a Strategist.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. 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 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

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. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold Calling Tip 3: Don’t Be Afraid to Pitch.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

Sales Hacker

DECEMBER 11, 2019

During our role-playing exercise , he started the phone conversation with, “Hi, this is Joe with Acme Inc, did you get my email?” While that’s a noble intention, he’s not doing himself any favors by starting a conversation with a closed-ended question like that. The insight is valuable. Tip #3: Ditch the Script.

Cold Call 57

Cold Call Objection handling Campaign Prospecting 57

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. Prospecting starts with a company formulating an Ideal Customer Profile. This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal.

Commission 52

Commission Sales Cross-sell Pipeline 52

Lead Fuze

NOVEMBER 30, 2021

6 Ups Account Executive Interview Questions to Find the Best Talent. Can you describe your process for staying up to date on current developments in your business or target demographic. Sales reps need to know when it’s time to give up on a lead. How do you follow up with a prospect once a transaction is lost?

Quota 52

Quota Objection handling Sales Follow-up 52

PandaDoc

APRIL 24, 2023

It’s their job to head up your approach. The following five sales enablement functions make up the core of a strong sales enablement strategy: 1. Battlecards : Information on how your sales team can improve their objection-handling skills. Start by taking a thorough look at all your business’s available materials.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. Decision process : What’s the process, start to finish? Is an abbreviation enough to save your sales team?

Process 62

Process Objectives and Key Results Quota Sales 62

Lead Fuze

DECEMBER 1, 2021

And then the pitch. When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. ” She used this objection to her advantage. Sometimes, prospects will have objections that you’ll need to answer. Validating the Objection. Let me show you.”.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Let’s get started. Let’s start with PROSPECTING! It’s PACKED with useful sales tips that will help you book more meetings: 1.

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Technique Cold Call Objectives and Key Results Objection handling 133

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 4 Sales Skills for Pitching: The 9-minute rule.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118