Gong.io

JUNE 25, 2021

Success rates increase when sellers present slides in mid and late-stage meetings. Slides are less about conversation, more about presentation. Sales Stat #13: Talk price early in the cycle. Discuss pricing on the first call. Pricing sometimes feels taboo to discuss – especially so early in the sales relationship.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Highspot

JANUARY 3, 2024

Unique Offer Close The unique offer close is about presenting something special that only you can provide. It could be an exclusive feature, service, or pricing. By directing your sales presentation towards them, you ensure that you’re heard and considered by those who can actually green-light the deal.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Negotiating and closing contracts. Demo/presentation. Negotiation. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Salesforce

FEBRUARY 19, 2024

Product information A thorough overview of your products or services should also be included, showcasing features, benefits, pricing, and competitor analyses. It can also help when handling objections from prospects. This section is crucial for ensuring your team understands what they’re selling.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48

Sales Hacker

FEBRUARY 2, 2021

Presentation. In the presentation stage, sales teams demonstrate how their product or service directly meets the prospect’s needs. The presentation should be tailored to identify and address the prospect’s pain points and offer a solution. Be ready with responses to your prospect’s objections. Closing the sale.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

MAY 12, 2019

It works in some situations (like negotiations), but it doesn’t work on cold calls. PS: This Objection Handling Master Class is 100% worth your time: Sales Tactic 8: What’s Changed since We Last Talked? Sales Tactic 14: Get Real Closure on Objections. STOP saying “list price,” “typical price,” or “standard price”.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. The Gatekeeper. A lot of our customers used to or still use Competitor X.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Salesforce

NOVEMBER 20, 2023

The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. Then create a slide deck or presentation specifically addressing those needs. Do you owe the prospect a spec sheet or a price quote? Prospects qualified? Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Lead Fuze

JANUARY 1, 2022

Presentation. In the presentation stage, sales teams show how their product or service can help a prospect overcome challenges. The presenter should tailor this to identify and address any pain points that they have found through research. I was also wrong about my objection handling. Closing the sale.

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. Products and pricing. This section should cover the essentials like pricing, key value propositions, and use cases. In sales, it’s not much different.

Sales 99

Sales Gaming Objection handling Quota 99

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 31, 2021

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. Pricing options. Objection handling. Sales presentations. Sales presentations. Pricing: Oh, so important.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

minute sales deck presentations, on average, during the introductory sales meeting. Impact: How is this presenting itself as a problem to the business? 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Losing deals had 11.4-minute

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more. Are they up to date, though?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Hubspot

JANUARY 22, 2018

Price: Can you anticipate the return of the training will be at least 5X its price? We’ve rounded up some of the most valuable training programs at a variety of price points, locations, themes, and delivery options. Focus: Prospecting, negotiating and closing, social selling, and sales management. Vendor: Jeff Hoffman.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Presentations have a visual slide presentation. Never present for more than 9 minutes at a time. Our data shows that lost deals have presentations that lasted 11.4

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Outreach

APRIL 9, 2019

A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Performance ramp.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Engage Selling

NOVEMBER 19, 2016

Let’s call a spade a spade. What Wells Fargo did was illegal. They used private customer information to create bogus accounts, forged signatures and authorized charges that customers were not made aware of. I, for one, am sick of the … Read More »

Objection handling 48

Objection handling Customers Presentation Account management 48

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. Why people raise objections. The problem with overcoming objections. A way out: examples of the defusing objections framework. .”

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Instead, what inspired and energized me was presenting, training, and empowering others to succeed. Remember this when you are negotiating your pay. Not all feedback is for you.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. And every episode of Sales Pipeline Radio past, present, and future is always available and salespipelineradio.com.

Pipeline 75

Pipeline Cold Call Sales Prospecting 75