Salesforce

OCTOBER 10, 2023

Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. Track relevant industry keywords on LinkedIn.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

SEPTEMBER 10, 2021

There’s an article from Napoleon Hill on personal achievement, one from Carl May on the strategy for winning, and a selling power piece from Les Brown. And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. It has do’s and don’ts and pitch scripts.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

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

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. While digital buying is also on the rise, making up a quarter of initial purchases, it’s clear that a mix of personal and digital engagement strategies works best. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. minute sales deck presentations, on average, during the introductory sales meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Gong.io

JULY 11, 2022

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. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. I wouldn’t say it doesn’t matter at all.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Whether your chosen methodology is consultative, Challenger, Sandler, or something else, it’s all about finding a framework that resonates with your sales team and enhances their natural selling style.

Objection handling 52

Objection handling Pitch Sales Technique 52

Highspot

JANUARY 3, 2024

You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale. Objection Close This technique involves directly addressing sales objections the client might have. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Closing Bigger

JANUARY 7, 2020

Photo credit Jejimenejlc The post Sales Podcast – The Right Brained Sales Revolution appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Presentation Skills. Objection Handling Skills. Negotiations. Managing Complex Business Relationships (Selling to multiple stakeholders). Needs Analysis Selling / Discovery Selling.

Objection handling 52

Objection handling Negotiate Drivers/motivators Networking 52

Gong.io

JUNE 25, 2021

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. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Sales Stat #11: Use these words that sell.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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

PandaDoc

APRIL 3, 2023

We’re passionate about enabling sales teams to be more efficient and sell more — and we know a thing or two about sales playbooks, too. It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. The result?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Gong.io

JUNE 10, 2019

There’s no point in improving the speed of the other vehicles if there’s a slow one holding everything up. 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.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

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. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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. If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 92

Sell Objection handling Assembly Line Territory 92

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. Objection handling. Sales presentations. Sales presentations. Best-selling author, Hal Elrod, once said: .

Territory 118

Territory Objectives and Key Results Contract Price 118

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

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. 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?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Negotiate 86

Negotiate Territory CRM Objection handling 86

The 5% Institute

JUNE 8, 2023

Prepare compelling answers that highlight your achievements, problem-solving abilities, and your approach to handling challenging situations. Be ready to provide specific examples of successful sales campaigns, difficult negotiations, and effective sales strategies you have implemented in the past.

Closing 52

Closing Objectives and Key Results Technique Sales 52

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!) Here’s an example prompt: Set this up, tune it to your needs, and then paste your proposals in, one after another!

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Presentation. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

Gong.io

MAY 12, 2019

That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. It works in some situations (like negotiations), but it doesn’t work on cold calls. Put worries to rest as quickly as possible by following up on your full name, company name, and “How’ve you been?”,

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

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!) Here’s an example prompt: Set this up, tune it to your needs, and then paste your proposals in, one after another!

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Sales Hacker

OCTOBER 22, 2018

Never has this been more true than in the art of selling. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different.

Sales 99

Sales Gaming Objection handling Quota 99

Sales Hacker

OCTOBER 31, 2017

New engagement channels are propping up. Disruptive technologies offer smarter ways of selling services and ideas. While some experts view selling as an art of persuasion, all successful businesses approach it as a science composed of data, methods, metrics and processes. Pitch/Presentation. 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. A way out: examples of the defusing objections framework.

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. The role of congruence in sales. Conclusion. What is the definition of sales culture?

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Selling is pretty straightforward: You won’t go very far if you don’t know your customer. .

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Engage Selling

DECEMBER 2, 2017

Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it’s happening in a selling market that’s changing faster … Read More » Do more: it’s an expectation imposed on sales reps constantly.

Quota 48

Quota Sales Up-sell Sell 48

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

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. A hand-picked stack of technology solutions will perform the heavy lifting, complete manual tasks, and free up more time for human sellers to actually sell. The B2B Sales Process: A Brief Introduction. Human sellers drive B2B sales.

B2B 65

B2B Process Objection handling Negotiate 65