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. Imagine this scenario without a sales cycle in place: A rep reaches out to an interesting prospect on LinkedIn and sends a link to a demo, technical product information, and a full pricing grid.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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? Product conversations are, well, all about your product. . 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

JUNE 27, 2023

By highlighting the features, benefits, and value proposition of the car, sales professionals can demonstrate how it meets the buyer’s needs and address objections effectively. Addressing Price Concerns Price objections are among the most common challenges faced by car sales professionals.

Closing 52

Closing Finance Negotiate Technique 52

Highspot

JANUARY 3, 2024

An advanced sales training software can provide insights, strategies, and analytics that can help shape successful interactions and elevate your sales team’s productivity. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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. Sales playbooks help everyone on your sales team talk about your products and deal with customers in a similar way.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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. Answering buyer queries and demonstrating product knowledge. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Highspot

JANUARY 4, 2024

It addresses all of sales, from product knowledge to customer relationship building. When done well, it will boost sales productivity and efficiency, and enhance customer interactions. When a rep knows their product, they can easily earn customers’ trust and respect.

Objection handling 52

Objection handling Pitch Sales Technique 52

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? Product conversations are, well, all about your product. . 9 Sales Skills for Presentations: Show them their pain. 10 Sales Skills for Objection Handling: Pause.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Closing Bigger

JANUARY 7, 2020

In today’s podcast I talk about the 8 rules that will help you understand the Right Brained Sales Revolution: If you commodify your clients they will commodify you Don’t aim to fit the sales culture, aim to be indispensable If it’s predictable, duplicable and repetitive it will be automated People skills eat sales hacking skills for breakfast Stop (..)

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Presentation Skills. Objection Handling Skills. Negotiations. They improve products and processes. Presentation Skills. Objection Handling Skills. Negotiations. They improve products and processes. * In addition to this I discuss 27 Right Brain Sales Skills: Rapport Building.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

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. Product demo flows. Product demo flows. Objection handling. Sales presentations. Sales presentations.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Presentation. Handling objections. Preparation.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

JUNE 25, 2021

” Our product gives sales leaders data-backed insights into their sales team. These words and phrases put them in charge, helping them imagine what it’s genuinely like to use your product or service. Success rates increase when sellers present slides in mid and late-stage meetings. minutes sharing sales deck presentations.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Gong.io

JUNE 10, 2019

Negotiation. but you’re weak at, say, objection handling. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer. Again, take note: This difference in objection handling habits isn’t massive. Presentations that sell.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

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. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Hubspot

AUGUST 6, 2019

Product Training. Product or service training. Whether it’s pool supplies or software, it’s important to train them on how to administer, use, and see the value of your product or service. HubSpot’s sales new hires go through extensive product and Inbound Marketing training. What will your rep be selling?

Negotiate 88

Negotiate Territory CRM Objection handling 88

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. A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. Then create a slide deck or presentation specifically addressing those needs.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). At the risk of repeating myself, these programs have been upgraded in how they are being presented.

Sell 92

Sell Objection handling Assembly Line Territory 92

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. Second, d on’t sell the product, sell the next step. The Gatekeeper.

Prospecting 101

Prospecting Objection handling Appointment SQL 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. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. You SELL THE MEETING, not your product.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Partners in Excellence

OCTOBER 29, 2020

I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. For example, those products or solutions that are bought frequently by buyers, in which they have great experience in the buying process will probably fall into the simple category.

Sales 106

Sales Objection handling Represent Negotiate 106

The 5% Institute

JUNE 8, 2023

Start by researching the company’s products, services, target market, and competitors. This knowledge will enable you to align your answers with the company’s objectives and showcase your enthusiasm for the role. Preparing for the Interview To excel in a sales interview, preparation is key.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Lead Fuze

JANUARY 1, 2022

The sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. The process of sales prospecting is to identify potential clients who are interested in your product or service. Presentation. Handling objections. What is a sales cycle?

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. All in all, using ChatGPT as a personal assistant is like strapping a rocket to your productivity and letting it launch. Trust me: I’m an AE who’s embraced the change. Intimidated by AI? Don’t worry.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Partners in Excellence

MAY 18, 2016

We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process. We spend billions training people in those skills.

Customers 51

Customers Objection handling Negotiate Technique 51

Gong.io

MAY 12, 2019

It works in some situations (like negotiations), but it doesn’t work on cold calls. Measure them using Gong’s stats tab : Sales Tactic 7: Handle Objections with Questions. You’re ready to demo your product. Even if things go well, you’ll probably encounter objections. It makes them feel powerful. Buyer: Yes.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Engage Selling

APRIL 8, 2017

“How do I find time so I can be more productive?” ” I hear that question often, but never with a satisfying answer. Because you can’t find or make more time. It’s our most precious, non-renewable resource. It’s the only … Read More »

Product 48

Product Objection handling Presentation Account management 48

Engage Selling

DECEMBER 16, 2017

Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to be a stand-out sales performer. They show you that anything … Read More »

Product 48

Product Service Objection handling Sales 48

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. All in all, using ChatGPT as a personal assistant is like strapping a rocket to your productivity and letting it launch. Trust me: I’m an AE who’s embraced the change. Intimidated by AI? Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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. Start with the usual suspects—whether this be your VP Sales, Product Marketing or Sales Enablement—you want them in the room with you. Products and pricing.

Sales 98

Sales Gaming Objection handling Quota 98

Sales Hacker

OCTOBER 31, 2017

Customers lose sleep over their problem, not your product. Being well-versed about your product, your target customers, your industry, and the unique value your brand provides can never be overstated. Pitch/Presentation. Stay relevant by bridging the prospect and the product. . Objection Handling.

Process 82

Process Objectives and Key Results Repeat business Referrals 82

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. The Objection Handling Mindset (04:09). “Why?

Objection handling 70

Objection handling Sales Commission Prospecting 70

PandaDoc

NOVEMBER 15, 2021

The quality of your sales culture determines how much your salespeople sell, how productive they are, how long they stay with your organization, and what benefits can your sales organization expect to reap from how you’ve structured your sales team. Let’s have a look at how they might appear. Low turnover of reps. Bottom line?

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

APRIL 26, 2018

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. Richard Branson.

Drivers/motivators 53

Drivers/motivators Non-Profits B2B Strategize 53

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Anita Nielsen. Christin Myers.

Sales 130

Sales Start-ups Up-sell Cross-sell 130