Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Then, set key performance indicators (KPIs) to track progress. times more likely to exceed seller revenue targets.

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Gong.io

FEBRUARY 1, 2019

Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. Most pitches would look something like this: Well Mr. Politician, it all starts with this empty plot of land: It doesn’t look like much, I know. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 25, 2019

It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. SALES MISTAKE #4 : “Steamrolling” objections. Here’s what most salespeople do with an objection: They immediately address it with a wordy answer, almost interrupting their buyer. START with a “discovery prompter.”.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Hubspot

SEPTEMBER 29, 2023

The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Sales Coaching Tools Gong.io

Objectives and Key Results 81

Objectives and Key Results Price Objection handling Pitch 81

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The price defines the value and worth of your product — making it key to position it properly.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

PandaDoc

MARCH 25, 2025

Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 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. Objection handling. Every result or goal you want to achieve is preceded by a process. Results aren’t all bad. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

DECEMBER 16, 2019

Here are the key skills we recommend honing in on when pursuing continuing education as a real estate agent. Working through objections. Handling objections is a common part of your job description as a real estate professional. However, objections don’t always have to lead to an immediate "no." Negotiation.

Real Estate 88

Real Estate Objectives and Key Results Negotiate Education 88

Salesforce

FEBRUARY 3, 2025

70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms? This metric reflects how well you retain customers: Churn rate formula = (Total customers/Number of customers lost) 100 Closed-won Indicates that a deal has been finalized, resulting in a new customer acquisition.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). That’s why we created a key-metrics-only sales report template in Excel. Not getting great results? Not getting great results? Not getting great results?

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! Pro tip: Prompts are key to getting the output you need. is probably the question you have right now.

Objectives and Key Results 95

Objectives and Key Results Pitch Cold Call Sales 95

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. Get buy-in from key stakeholders such as sales leadership and sales managers. RELATED: 3 Unmatched Sales Enablement Strategies to Try in 2018.

Objectives and Key Results 92

Objectives and Key Results Objection handling Sales Negotiate 92

Sales Hacker

JANUARY 22, 2020

There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. Too many sales managers have trouble identifying the key questions to ask. How do you handle objections? So what’s the problem? But all is not lost.

Quota 102

Quota Objectives and Key Results Sales Objection handling 102

Hubspot

JUNE 13, 2018

SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Features and benefits are the most common ways to pitch a product to the buyer. Preventing Objections. What are their objectives?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Lead Fuze

JUNE 30, 2023

This post will delve into key aspects that define successful salespeople. Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. Finally, we’ll analyze activity levels vs results correlation before concluding with seven steps towards selling excellence.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Highspot

JULY 24, 2023

As a result, content has become the center of the modern sales cycle, rewarding sellers who engage their target audience with valuable insights and subject matter expertise. Sales pitch / sales script Sales pitches are another great asset for sales team members. Is your sales team continually getting objections from prospects?

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. The problem: You are 3x+ longer than your sales pitch should be.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. A well-defined sales cycle has two key benefits. This is called “multi-threading” and is key for larger deals where many stakeholders are involved. Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Lead Fuze

DECEMBER 1, 2021

Why people raise objections. The problem is that I can’t seem to overcome objections. 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. And then the pitch. ” She used this objection to her advantage.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Sales Hacker

OCTOBER 16, 2020

As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. As a result, a salesperson will naturally jump in and tell the prospect why they are calling. The key is to engage smarter. Tip #2: Build Rapport in 15 Seconds. The problem is that It’s not about you.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

The 5% Institute

AUGUST 14, 2023

A well-structured and effective 30 60 90 day sales plan can be your ticket to achieving remarkable results and standing out in a competitive market. Understanding the 30 60 90 Day Sales Plan The 30 60 90 day sales plan is a proven method that outlines your objectives and tasks during the initial three months of your employment.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. A thorough knowledge of the product enables inside sales reps (ISRs) to develop effective sales pitches that highlight the proper product features. It prepares reps for every question, objection, or speculative comment a prospect makes. Objection Prevention.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Highspot

JULY 18, 2023

Below are a few key points on the importance of an effective sales training program: It improves rep retention: In order for sales reps to succeed, they need to be equipped with the proper tools, resources, and materials. pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

The 5% Institute

MARCH 12, 2024

Clear Communication : The key to successful basic sales lies in clear and concise communication. Crafting an Irresistible Sales Pitch The Anatomy of a Persuasive Sales Pitch Compelling Headlines: Capture your audience’s attention with attention-grabbing headlines that resonate with their needs and desires.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

The 5% Institute

MAY 16, 2023

A sales coach is a professional who specializes in providing guidance, training, and support to salespeople to improve their skills, performance, and results. Here are some key qualities to look for when hiring a sales coach: 1. This clarity will guide you in finding a coach who aligns with your objectives.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Gong.io

APRIL 27, 2018

They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? Try saying something like this: “The sole objective of this meeting is simply to determine if we should schedule a second meeting. The results may surprise you. (We Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? Try saying something like this: “The sole objective of this meeting is simply to determine if we should schedule a second meeting. The results may surprise you. (We Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Highspot

JANUARY 29, 2024

You should have clear goals and objectives laid out before the call. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. This not only demonstrates your expertise but also builds confidence in your ability to deliver results.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

PandaDoc

JUNE 11, 2024

From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Key takeaways B2B sales models drive benefits like increased brand awareness, customer loyalty, reliable revenue, and higher average order value. What is B2B sales? What is your budget?

B2B 52

B2B Process B2C Objectives and Key Results 52

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps?

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

The 5% Institute

FEBRUARY 18, 2020

Instead of selling your products or services as another commodity, you need to approach your sales conversations with from a place of prescribing your offer, rather than simply pitching it like your competitors may be doing. It sounds promising – but it just hurts your wallet and does nothing for your overall results.

Closing 52

Closing Objectives and Key Results Sales Objection handling 52

Sales Hacker

JULY 26, 2023

Here are some key areas where transformation is already well on its way: Superhuman efficiency (e.g., Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! Pro tip: Prompts are key to getting the output you need. is probably the question you have right now.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. What were your key growth challenges in 2019? Write a sales pitch and try to turn it into a question. It can be helped, you know.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

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