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

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. 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. In a word, they steamroll the objection. Are you selling to a hospital?

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

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

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 are some key areas where transformation is already well on its way: Superhuman efficiency (e.g.,

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

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. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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. Have an idea of when each step should be taken, from first contact to following-up, all the way to actually closing the deal.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

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 are some key areas where transformation is already well on its way: Superhuman efficiency (e.g.,

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. Here’s an example.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. With the proper training, salespeople can turn objections into opportunities.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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. . Steve, a CRO friend, did an A|B test and shared the results with me in this email: . Silence, followed by phone hanging up sound. line resulted in a 6.6x

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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. With the rise of social selling , everyone is vying for a spot among the thought leaders.

Quota 76

Quota Objectives and Key Results Sales Objection handling 76

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Sales Hacker

OCTOBER 5, 2018

When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to. Get buy-in from key stakeholders such as sales leadership and sales managers.

Objectives and Key Results 81

Objectives and Key Results Objection handling Sales Negotiate 81

Gong.io

JUNE 8, 2022

It helps you qualify buyers so the right ones end up in your sales funnel. Unqualified leads pop up time and again, derailing forecasts and draining precious resources. They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Identify pain : What are their primary business objectives?

Process 62

Process Objectives and Key Results Quota Sales 62

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner-up: “How are you?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Chances are you’ve heard the advice, “ Don’t sell something you don’t believe in. ” Sell time on your calendar. For the rest of you, listen up. Selling a product in the Enterprise space takes time.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Next, comes the silence and the prospect hangs up. As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. So she followed-up in a minute, apologizing for the mistake. Never mind!

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Next, comes the silence and the prospect hangs up. . As a result, SDRs don’t rely on improvisation and don’t leverage the natural flow of a conversation. So she followed-up in a minute, apologizing for the mistake. Never mind!

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

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

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email. Now you enter pitch mode.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Pitching 5. Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. When you make a call, here’s a key sales technique: State your full name and company name upfront. Cold calling isn’t about discovery – it’s about selling the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email. Now you enter pitch mode.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: .

Territory 118

Territory Objectives and Key Results Contract Price 118

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. Of course, if they give up too soon, they’re throwing away potential deals. Go on… have a boo.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132

InsightSquared

JULY 21, 2020

However, coaching is key to the development of sales reps. Successful sales reps should know as much as they possibly can about the product or service she sells. A thorough knowledge of the product enables inside sales reps (ISRs) to develop effective sales pitches that highlight the proper product features. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Hubspot

JUNE 13, 2018

It’s one of the most well-known -- not to mention oldest -- selling systems. To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide: Introduction to SPIN Selling. SPIN Selling Book Summary. SPIN Selling Questions. Modern SPIN Selling.

Sell 101

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

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

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

SBI

NOVEMBER 28, 2017

The ability to effectively and consistently articulate your company’s value proposition is the primary key to sales success, so it’s critical that companies invest in the right sales training tools to create competent and effective sellers. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Sell 38

Sell Objectives and Key Results Pitch Technology 38

SBI

NOVEMBER 28, 2017

The ability to effectively and consistently articulate your company’s value proposition is the primary key to sales success, so it’s critical that companies invest in the right sales training tools to create competent and effective sellers. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Sell 34

Sell Objectives and Key Results Pitch Technology 34

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. 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