SaaStr

NOVEMBER 24, 2020

Paddle is a leading revenue delivery platform for SaaS companies that powers rapid growth across acquisition, renewals and expansion – making it easy for companies to scale-up. Working to automate security and compliance, starting with SOC 2 to protect customer data and build trust in internet businesses. ——-.

Meeting 96

Meeting Objection handling Negotiate Contract 96

The 5% Institute

APRIL 13, 2021

Team meetings can sometimes feel a bit stale and repetitive. Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities. 1 – Objection Handling. 2 – Sell Me This Pen.

Closing 145

Closing Objection handling Gaming Sales 145

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. 4 – Name The Client.

Gaming 134

Gaming Objection handling Pitch Sales 134

Veloxy

FEBRUARY 13, 2023

Let’s get started (or fast forward using the table of contents below)! 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?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

MAY 18, 2021

Objection handling. Rapport Building Sales Questions To Ask Customers: “Where were you working before you started at [current company]?”. First of all, it allows them to open up about themselves and their previous experience. Qualification. Read on to learn our recommended sales questions to ask customers.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Gong.io

NOVEMBER 22, 2021

But what separates the top salespeople from the average ones is how these cold call objections are handled, deflected, and turned into something that keeps the buyer on the phone and, ideally, helps book that first meeting. Follow this 3-point framework to overcome any and all cold call objections you will face.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

Partners in Excellence

MAY 30, 2023

We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 115

Objection handling Quota Entertainment Up-sell 115

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. It starts with Googling WAY too many things!

Quota 217

Quota Intrinsic Sales Negotiate 217

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

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.

Objection handling 98

Objection handling Sales Appointment Clients 98

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

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Revenue enablement can help meet these expectations effectively by driving a more holistic view of the customer journey and full alignment on revenue generation. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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 93

Cold Call Objection handling Promote Negotiate 93

criteria for success

JANUARY 20, 2022

This fear is also a leading cause of debilitating “head trash” that can keep salespeople from making enough cold-calls or setting up new business meetings. With that said, go into meetings and cold-calls prepared to field a wide range of objections. Handling Objections. Download Now.

Objection handling 52

Objection handling Cold Call Sales Trust 52

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.

Objection handling 52

Objection handling Pitch Sales Technique 52

The 5% Institute

DECEMBER 12, 2019

Objection handling. Rapport Building Questions To Ask A Potential Client: “Where were you working before you started at [current company]?”. First of all, it allows them to open up about themselves and their previous experience. Qualification. Read on to learn our recommended questions to ask a potential client.

Clients 98

Clients Objection handling Objectives and Key Results Drivers/motivators 98

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Follow-Up and Continuous Learning Process Establish a culture of continuous learning and development.

Technique 52

Technique B2B Cross-sell Negotiate 52

SalesLoft

JANUARY 16, 2024

Kristin and Sarah dive into the Salesloft platform to learn how it prioritizes sellers’ daily workflows, recommends follow-up timing and copy, provides AI-powered forecasting, flags potential issues with the buying committee, and orchestrates your deal cycles from start to finish so you never miss a target again. But that’s not all.

Process 52

Process GTM Objectives and Key Results Objection handling 52

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

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. We’ve established meeting room etiquette for the people who are there in-person.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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

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 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. To start, show your team the data behind asking great questions. Your sales team can be amazing at discovery, presenting, and objection handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

The 5% Institute

AUGUST 9, 2021

Having been a part of literally thousands of sales meetings and presentations , Sales Professionals generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Present their products or services. Inbound Prospecting. Outbound Prospecting.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Hubspot

SEPTEMBER 29, 2023

Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. It captures and analyzes customer calls and meetings through call recording and transcription, which enables you to quickly gain after-call insights like competitor mentions and feature requests.

Objectives and Key Results 64

Objectives and Key Results Price Objection handling Pitch 64

Salesforce

JANUARY 3, 2024

As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Here’s where that starts. Keep testing your messaging, questions, and objection-handling techniques. Then, they start going after those prospects. Do they work? Why or why not?

Retail 64

Retail Sales Objection handling Cross-sell 64

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! Our reps loved not having to start from scratch for each email. I’m not blaming our SDRs. The results? Even better?

Strategize 101

Strategize Referrals Territory Objection handling 101

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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

Salesforce

NOVEMBER 20, 2023

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. Speed up your sales Wait, what is a sales call? If so, with whom?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Salesforce

OCTOBER 10, 2023

“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. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. That’s a big mistake.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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 78

Objectives and Key Results Pitch Cold Call Sales 78

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

APACSMA

NOVEMBER 17, 2022

And it should be relevant, simplified, effective, and fast for a sales rep to get into the field and start meeting clients. Headquartered in Singapore and serving globally, APACSMA supports Global fortune 500, VC-funded high growth start-ups and SME enterprises across various industries.

Objection handling 52

Objection handling Education B2C Relationship Management 52

Sales Hacker

MAY 19, 2022

So while hiring for the right fit is certainly an important start, it’s very much possible to create an entire team full of unicorn salespeople. The best managers understand that the right follow-up ensures coaching actually sticks. But according to SiriusDecisions , up to 70% of B2B content sits unused. Rather, it’s a science.

Quota 95

Quota Cross-sell Objection handling Up-sell 95

The 5% Institute

MAY 25, 2021

Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale. Present their products or services. There are two kinds of sales prospecting methods.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

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