Partners in Excellence

JUNE 3, 2020

We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. ” As sales people, we have to think, “How am I helping my customers and prospects?” Each emphasizes certain things.

Objection handling 166

Objection handling Negotiate Consult Quota 166

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. Prospecting is hard. The Top 7 Prospecting Objections.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. When digital marketing emerged in the early 2000s, automation made it easy to reach massive numbers of leads, but often overwhelmed sales and marketing teams with unqualified prospects.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

MAY 13, 2022

They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. We have terrific programs about how we sell. They may be broadly based methodology programs. All are useful and important for us to master.

Sell 123

Sell Objection handling Negotiate Customers 123

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. For example, if you work for a software company, you might call a prospect to introduce your advanced project management software and its benefits.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Partners in Excellence

SEPTEMBER 27, 2016

They may focus on certain aspects of selling, like questioning, prospecting, objection handling, closing, negotiating, selling against competition, creating/articulating value. It would probably be different from most other sales books you read. Most of them, talk about skills in being a sales person.

Objection handling 94

Objection handling Negotiate Sales Up-sell 94

Partners in Excellence

NOVEMBER 27, 2018

Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 115

Sell Objection handling Assembly Line Territory 115

PandaDoc

MARCH 25, 2025

Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Customize the solution: You know your prospects needs, so now its time to put together a package that will work for their needs and budget.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

AUGUST 6, 2019

Train reps on how your company handles prospecting. How does your company prospect? When they can troubleshoot basic issues -- like asking prospects to mute their microphones if an echo arises during a presentation -- they’re one step closer to being ready for a live call. Practice negotiating and common object handling.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. Objection handling assessment 3. Negotiation assessment 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

APRIL 5, 2018

I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics. When you’re teaching your “ Discovery Call 101 ” class, align your questions with possible answers from a prospect and the eventual reveal of the value proposition aligned with that question. What’s your pricing?

Cold Call 89

Cold Call Objection handling Technique Sales 89

Hubspot

DECEMBER 16, 2019

Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides.

Real Estate 88

Real Estate Objectives and Key Results Negotiate Education 88

Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. For example, prospecting is a stage in the sales cycle.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. B2B Inbound Sales Process.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

JUNE 10, 2019

Prospecting. 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.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Partners in Excellence

OCTOBER 29, 2020

In today’s selling methodologies, we tend to focus on sales specific skills and capabilities, we talk about prospecting skills, qualifying, objection handling, negotiation, closing and other skills. Many of those skills are agnostic or independent of the current methodologies.

Sales 123

Sales Objection handling Represent Negotiate 123

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Handling objections.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Hubspot

OCTOBER 14, 2020

You can see, first-hand, what they're doing well and where they have room to grow when interacting with prospects and customers. It's constructive for them to explicitly see the most effective language they used, questions and topics that made them stumble, and what they shouldn't say when talking to actual prospects.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

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. While those are table stakes, we do have to master those skills.

Customers 71

Customers Objection handling Negotiate Technique 71

Sales Hacker

OCTOBER 5, 2018

Competencies can be anything from listening and closing skills to negotiation skills and objection-handling – anything a rep needs to be proficient at to be successful. Activities can include the first prospecting call, first demo call or first sales call. Certification = First Prospecting Call.

Objectives and Key Results 89

Objectives and Key Results Objection handling Sales Negotiate 89

Engage Selling

MARCH 17, 2023

When it comes to sales closing, sales training, or sales prospecting, have you been taught how to actually close? I meet a lot of salespeople who regularly struggle to meet … The post Sales Closing: How to Ask for the Sale first appeared on Colleen Francis - The Sales Leader.

Closing 62

Closing Sales Prospecting Meeting 62

Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

The 5% Institute

MAY 9, 2023

From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. This includes knowing how to identify potential customers, build relationships, qualify leads, handle objections, and close deals.

B2B 52

B2B Objection handling Negotiate Technique 52

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. These delays are usually related to the prospect still needing to get buy-in either from stakeholders and/or decision makers. Objections are Opportunities. Handling Objections. The Art of Powerful Responses.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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. A few years back, we shared the 12 best objection handling skills. . Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

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

Hubspot

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Coaching centers around the individual sales representative and their goals, providing its own benefits. Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

Salesforce

FEBRUARY 17, 2025

Leverage the sales funnel model The sales funnel represents the customer journey from awareness to purchase, helping businesses understand where prospects drop off and how to guide them toward conversion. A well-crafted article or insightful video can engage prospects long before they’re ready to speak with a salesperson.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? There are a few ways to get out of objections, and one is the defusing objection framework. People who Raise Objections Are Real: What to Avoid. When you feel like your prospects are objecting to what you’re saying, then this is the right place for you.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

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

Objection Handling Skills. Negotiations. Curious Prospecting (Motivated lateral thinking). Objection Handling Skills. Negotiations. Curious Prospecting (Motivated lateral thinking). Curious Prospecting (Motivated lateral thinking). Social Intelligence ( Sales EQ ). Presentation Skills.

Objection handling 52

Objection handling Negotiate Drivers/motivators Sales 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. 4 Dirty Negotiating Tricks (and How to Counter Them). Some awesome recent posts: 4 Quick Tips for End-of-the-Summer Prospecting. Who Couldn’t Use An Extra $10 Million In Sales? Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

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. If your sales team doesn’t know your product inside out—how are they supposed to guide prospects in understanding the value it brings to their respective needs and pain points?

Sales 110

Sales Gaming Quota Objection handling 110

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Sellers can benefit from public speaking sessions to build confidence and clarity in speech as they pitch to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52