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

Cerebral Selling

JANUARY 18, 2021

It does not, however, endorse your agreement with the objection. In a selling context, the tactic may sound like this: Buyer : “I really like your product but it’s too expensive.”. For example: Buyer : “We like your product but we’re just a small business and we’re not sure we need a solution as fancy as yours.”.

Objection handling 178

Objection handling Negotiate Strategize Presentation 178

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

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. Sales Stat #13: Talk price early in the cycle. Discuss pricing on the first call. Then start talking about pricing.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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

criteria for success

MARCH 11, 2020

Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. If the buyer is analytical, they are likely to ask more questions or make “objections”, because they are dotting I’s and crossing T’s. She wants to sell for the best price.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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

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

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

The 5% Institute

JULY 4, 2023

It should include market analysis, target customer profiles, competitive analysis, pricing strategies, and promotional activities. A comprehensive sales plan provides a roadmap for the sales team and ensures alignment with the company’s overall business objectives.

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 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. Handling objections. And why is it important?

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. This avoids any surprises during the call itself, as you’ve already established alignment with product solutions and set expectations of what’s to come. Use this as a reference during the sales call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. How's your experience with our product/service been so far?". Objection handling. You should welcome objections: They give you a chance to address your prospect’s reservations and reasons not to buy. Negotiations.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

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

Lead Fuze

DECEMBER 1, 2021

When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. ” She used this objection to her advantage. And then she used a different rebuttal to get them interested in the product again. I applied this experience to how to diffuse objections. Why not?”.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 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. Handling objections. Just to give you an idea. Presentation.

Commission 52

Commission Sales Cross-sell Pipeline 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Some awesome recent posts: Ten Ways to Increase a Sales Rep’s Productivity. 4 Dirty Negotiating Tricks (and How to Counter Them). Who Couldn’t Use An Extra $10 Million In Sales? Congratulate them on Twitter!

Elevator Speech 77

Elevator Speech Cold Call Inside sales Objection handling 77

Gong.io

NOVEMBER 12, 2021

Product conversations are, well, all about your product. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Remain calm and use these objection handling techniques.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 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.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 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. Pricing options. Product demo flows. Product demo flows. Objection handling. Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

Product conversations are, well, all about your product. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Remain calm and use these objection handling techniques.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. 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.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

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. Price: Varies.

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. 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

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. 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.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

APRIL 3, 2020

” And then she took the product out and proceeded to want to rub it on my hand to which I said, “No thanks,” kind of raising my first objection. ” I threw another objection at her. ” To which she said, “You know, it’s hard to put a price on healthy skin. ” “Soap.”

Objection handling 70

Objection handling Sales Commission Prospecting 70

Sales Hacker

MAY 14, 2018

It doesn’t matter if your product or service is the best in the world. They’re always up-to-speed on your messaging, product offerings, and buyer personas? For example, what better time to reinforce your negotiation strategy than when your rep is prepping for a pricing discussion? Didn’t think so. Dos and Don’ts.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Outreach

MARCH 25, 2019

This makes it possible to determine the optimal velocity for each type of customer or product, as well as the sales team’s revenue efficiency. AKA sales cycle length) Additional Key Performance/Productivity Metrics. Some reports also show summaries of activities and metrics that directly impact sales performance and team productivity.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

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. Remember this when you are negotiating your pay. Mindest : Be a Student, not just of the product, but of the process. Don’t lean on your product to sell its self.

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. You can listen to full recordings of past shows at SalesPipelineRadio.com and subscribe on iTunes.

Pipeline 72

Pipeline Cold Call Sales Prospecting 72

Sales Hacker

FEBRUARY 1, 2019

Overcoming objections is an important step to winning any sale. How you approach objection handling is often the difference between gaining a new customer and losing an opportunity. The Four Most Common Types of Objections. Identify which category objections fall into as they arise so you can respond to them effectively.

Objection handling 87

Objection handling Negotiate Sales Trust 87