Highspot

JANUARY 4, 2024

The strategy ensures reps are well-prepared to meet and exceed sales targets. The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. It’s tailored to meet the unique training needs of your team and aligns with business and sales goals.

Objection handling 52

Objection handling Pitch Sales Technique 52

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Each stage requires specific selling skills to satisfy prospect needs. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

Technique 52

Technique B2B Cross-sell B2C 52

Cerebral Selling

OCTOBER 30, 2022

I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. For a time, my future had been stolen. 100% of buyers are humans.

Quota 213

Quota Intrinsic Sales Negotiate 213

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. 2 – Sell Me This Pen.

Gaming 98

Gaming Objection handling Pitch Sales 98

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

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Also, keep your prospect’s communication and engagement preferences in mind as you prepare your pitch.

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 95

Cold Call Objection handling Promote Negotiate 95

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. What’s the best way to earn the right to ask questions during an intro sales meeting? It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. SALES MISTAKE #4 : “Steamrolling” objections.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

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. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sales Hacker

SEPTEMBER 11, 2019

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. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

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!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT?

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

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

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. Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Objection handling 123

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. Here’s an example.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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

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!) Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

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. It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JULY 5, 2023

Introduction: Defining Sales Collateral Sales collateral refers to a collection of materials and resources that sales teams use to support their selling efforts. It serves as a powerful tool that helps build credibility, highlight the unique selling points of a product or service , and overcome objections.

Objection handling 52

Objection handling Sales Click Through Rate Lead generation 52

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Then, have them develop — on their own or in groups — the most convincing counters to those objections. Sell me this pen. Why not take a similar approach with your sales team?

Gaming 100

Gaming Pitch Sales Objection handling 100

Salesforce

MAY 30, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. 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). Have a question?

Education 52

Education Objection handling Cold Call Up-sell 52

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. You should have clear goals and objectives laid out before the call. This preparation doesn’t happen in a black box though.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 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

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. Talk with the right people: Focus your sales pitch on decision-makers.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Partners in Excellence

MAY 15, 2014

.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” ” “If I just had a killer pitch!” If you want to be successful in selling.

Objection handling 98

Objection handling Pitch Pipeline Closing 98

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. Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. For the rest of you, listen up.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

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. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Sales Hacker

JANUARY 22, 2020

With the rise of social selling , everyone is vying for a spot among the thought leaders. More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own). On a similar note… 3.

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

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. Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal. Sales teams get to meet clients in person or through video conferencing apps and email.

Commission 52

Commission Sales Cross-sell Pipeline 52

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

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. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Education Objection handling 48

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. With the rise of social selling (i.e., That’s why they will be on board with consultative selling. Who use Hubspot.

Quota 52

Quota Objection handling Sales Follow-up 52

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. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48