The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? Think of it as a system.

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B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? The Complex Sales Process – A Step By Step Guide. What Is A Complex Sales Process?

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Process Objectives and Key Results Objection handling Sales 98

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one.

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Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

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Objection handling Technique Pitch Promote 126

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

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Objection handling Quota Entertainment Up-sell 117

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. This call allows the prospect to visualize how your solution can solve their problems and meet their needs. Pro Tip : Your CRM could make tracking your prospect's progress a cleaner, easier process.

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Objection handling Negotiate Cross-sell Contract 72

The 5% Institute

DECEMBER 15, 2020

Sales team building 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.

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Gaming Objection handling Pitch Sales 134

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Step 1 – Prospecting: Get the First Meeting Every Time.

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Process Objectives and Key Results Cold Call Objection handling 103

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Overcome price, budget, and competitor objections effortlessly.

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Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. What Does the B2B Sales Process Look Like? The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

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Technique B2B Cross-sell Negotiate 52

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel. Is an abbreviation enough to save your sales team?

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Process Objectives and Key Results Quota Sales 62

Highspot

JANUARY 4, 2024

The strategy ensures reps are well-prepared to meet and exceed sales targets. The goal of a blended and financially supported approach is to transform sales professionals into exceptional performers, equipped and ready to meet evolving customer needs and achieve measurable business outcomes.

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Objection handling Pitch Sales Technique 52

Gong.io

NOVEMBER 19, 2021

But you can learn how to handle them. Even the top-performing reps encounter sales objections. They’re not something you can avoid by doing a great job in the sales process, so get comfortable with them. What matters is knowing which type of objection you face, and using the right strategy to overcome it.

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Objection handling Technique Sales Pitch 108

The 5% Institute

JUNE 8, 2023

Handling objections is an essential skill for any real estate professional. When clients raise concerns or express doubts, it’s crucial to address their objections effectively to move forward with the buying or selling process. Timing objections: “It’s not the right time for me to buy/sell.”

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The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #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.

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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.

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Gaming Objection handling Pitch Sales 98

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?

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The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. Pick a niche that you want to serve and sell to. Implement your sales process. Your Consistent Sales Process.

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Closing Objectives and Key Results Lead generation Sales 145

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

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Objectives and Key Results Cross-sell Objection handling Sales 105

Martech

JULY 19, 2023

They wanted me to go to Walmart stores and manage the inventory process and I thought about it and I was like I can’t say that I work for Walmart. I got to really know outbound marketing: Objection handling, what do we say to a customer? I ended up leaving them. I was going to be an inventory manager. A : Exactly.

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Cold Call Objection handling Promote Negotiate 98

Gong.io

DECEMBER 19, 2019

That’s everything captured using Gong during web conference meetings, phone calls, and emails. As you see above, presenting ROI at any point in your sales process correlates with a 27% drop in close rates. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling.

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Cold Call Objection handling Technique Sales 122

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. Building and Leading a High-Performing Sales Team Only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. Communication Foster open and transparent communication within the team.

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Objectives and Key Results Quota Technique Construction 59

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Step 1 – Prospecting: Get the First Meeting of the Sales Process.

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Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

JULY 11, 2022

In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models. Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams.

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The 5% Institute

MAY 25, 2021

New home sales consultant training is crucial for not only New Home Sales Consultants, but also for seasoned Sales Professionals who want to refresh their sales process , and even learn new skills and ideas. Selling new homes; although lucrative, can also be very competitive. Pick a niche that you want to serve and sell to.

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Consult Objectives and Key Results Lead generation Sales 119

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. Download Now.

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Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Split everyone into groups, and have them brainstorm the right questions to ask, specific for your sales process.

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Objection handling Cold Call Objectives and Key Results Sales 92

Veloxy

MAY 24, 2023

Let’s delve into the core elements that make up this dynamic metric and explore the formula for calculating sales velocity. It provides valuable insights into the health and effectiveness of your sales process, allowing you to identify areas for improvement and drive revenue growth.

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Objectives and Key Results Pipeline Pharmaceutical CRM 130

Sales Hacker

SEPTEMBER 11, 2019

Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal. Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Approach the Meeting With a Deep Understanding of Your Prospect and Their Business Goals.

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Negotiate Closing Objectives and Key Results Objection handling 111

Openview

JULY 23, 2018

If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots. But if you give your team too much flexibility, you end up with inconsistent results. It’s often referred to as the “art” of selling. Did you ask them if IT needs to be in the evaluation process?

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Objectives and Key Results Process Contract Objection handling 62

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.

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Objection handling Appointment Sales Clients 52

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.

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Objectives and Key Results Negotiate Objection handling Pitch 52

The 5% Institute

APRIL 14, 2021

Sales Training For Executives Topic #1 – Sales Process. The first important topic in regard to sales training for Executives, is for you and your sales team to understand the importance and benefits of using a consistent sales process. Using a sales process has several key benefits. Topic #6 – Help People Sell Themselves.

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Salesforce

OCTOBER 10, 2023

It’s important to note that, while they’re often used synonymously, a sales cycle is slightly different than a sales process. Think of the sales cycle as the “what” — or the steps — of a sale, whereas the sales process is the “how” of a sale – the way salespeople carry out those steps to move prospects to the next stage.

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Objectives and Key Results Negotiate Sales Technique 110

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 gives you insight into your sales processes and allows you to evaluate their effectiveness. You can adjust and make necessary improvements to their sales process.

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Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JANUARY 15, 2021

Sales Training For Small Business Owners Topic #1 – Sales Process. The first important topic in regard to sales training for Small Business Owners, is for you and your sales team to understand the importance and benefits of using a consistent sales process. Using a sales process has several key benefits.

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Objectives and Key Results Sales Clients Objection handling 131

Sales Hacker

AUGUST 25, 2021

But meetings booked were low, and the team was drowning in spreadsheets. We started getting emails like these: Best of all, our reps got out of the spreadsheets and back to what they do best: selling! Goal 3: Tailor the process based on buyer persona’s behaviors. Instead, we decided to build out this process with the team.

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