Gong.io

NOVEMBER 19, 2021

Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Launch (knee-jerk styles) into a monologue about how their product solves the problem. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

Objection handling 108

Objection handling Technique Sales Pitch 108

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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. 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.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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 91

Cold Call Objection handling Promote Negotiate 91

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

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.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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

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. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

NOVEMBER 24, 2020

Don’t miss their sessio n at 7 AM PST on December 9 – Mastering the Art and Science of Product-Led Growth with Gainsight. Freshworks helps businesses of all sizes with a packed product suite that teams love. Products include CRMs, customer support, IT management, project management, HR and much more. Freshworks.

Meeting 92

Meeting Objection handling Negotiate Contract 92

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. The result?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Let’s get started. Let’s start with PROSPECTING! If they do, I’m willing to bet that your respect for them jumps up a notch. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

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). Before They Start. Product Training. Product or service training. It takes time. Pre-week training.

Negotiate 86

Negotiate Territory CRM Objection handling 86

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?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Gong.io

JUNE 25, 2021

” Our product gives sales leaders data-backed insights into their sales team. Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Before you start your next video call, check out these 10 tips for deal-making video calls. We’re serious about data. But wait.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 92

Sell Objection handling Assembly Line Territory 92

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. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

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. Sales Training #4: Objection Handling. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

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. 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.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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. How important is the follow-up after a sales interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52

Sales Hacker

OCTOBER 5, 2018

Reps that take too long to ramp can have a difficult time hitting revenue targets – on average, reps spend 10 weeks in training but only become productive after 11 months. Software companies used to spend months or years developing new products. Sprints: start executing on your list and get feedback along the way.

Objectives and Key Results 81

Objectives and Key Results Objection handling Sales Negotiate 81

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. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 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

MAY 31, 2019

But the wrong technology (or the right technology at the wrong time) can end up costing you. Look for up-skill opportunities. The best place to start is Process Investigation… Process Investigation. The Up-Skill Battle. They can also be measured in customer experience, product fit, and renewed deals.

Objection handling 60

Objection handling Technology Technology Commission 60

Sales Hacker

OCTOBER 22, 2018

In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence.

Sales 99

Sales Gaming Objection handling Quota 99

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. It can be defined as the steps, beginning with identifying clients and following up after closing deals. Prospecting starts with a company formulating an Ideal Customer Profile.

Commission 52

Commission Sales Cross-sell Pipeline 52

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. Validating the Objection. Let me show you.”. Why not?”.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Sales Hacker

APRIL 3, 2020

Objections Are Real: What to Avoid (00:00). Ever get tongue tied when prospects raise objections? I’d like to start by telling you a story. ” 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.

Objection handling 70

Objection handling Sales Commission Prospecting 70

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Their bosses are raising their team quotas all the time, and they cannot understand how anyone could struggle to sell your product or solution. Not enough leads from marketing — no support from engineering – finance is pushing back on the discounts needed to sell the product.

Sales 52

Sales Objection handling Quota Legal 52

Sales Hacker

MAY 14, 2018

It doesn’t matter if your product or service is the best in the world. In today’s fast-paced world, you need to get your junior reps up to speed quickly. They’re always up-to-speed on your messaging, product offerings, and buyer personas? Start by examining your new hire onboarding process. Didn’t think so.

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

OCTOBER 31, 2017

Customers lose sleep over their problem, not your product. New engagement channels are propping up. However, to move forward faster with more clarity and flexibility, you can start with the seven-stage sales process used by many business organizations: 1. Stay relevant by bridging the prospect and the product. .

Process 82

Process Objectives and Key Results Repeat business Referrals 82

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. What would you tell a woman just starting a career in sales? 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.

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

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. Quite a number of popular business personalities pop up each time the term “business acumen” is used. Like Buffett, Virgin Group founder Richard Branson started running a business early.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Node. 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. We’re on iTunes.

Territory 41

Territory Cross-sell Up-sell Objection handling 41