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

The 5% Institute

MAY 25, 2021

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Presenting.

Consult 119

Consult Objectives and Key Results Lead generation Sales 119

Salesforce

OCTOBER 10, 2023

A well-defined sales cycle has two key benefits. Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships. Why is a sales cycle important? Here’s a closer look at each sales cycle stage: 1.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

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 #3: Presenting. Discovery sets the trajectory of the deal.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. More and more, sales teams (mine included) are spending much more time prepping the deal champion because there will not be an opportunity to present to the economic buyer.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

The 5% Institute

JUNE 8, 2023

How To Close A Sales Interview – Introduction The sales interview process can be challenging, as it requires you to showcase your sales expertise, interpersonal skills, and ability to handle objections. Preparing for the Interview To excel in a sales interview, preparation is key.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Partners in Excellence

MAY 17, 2021

” Likewise, as financial types start talking “debits, credits, etc.” ” I start getting a little dizzy. I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood.

Objectives and Key Results 106

Objectives and Key Results Technique Manufacturing Objection handling 106

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. Timely Follow-Up: After initial discussions, follow up promptly and consistently.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Outreach

JULY 29, 2020

During their presentation, Yong and Andrew showed off Intent Reporting, which sales managers use to understand the context of their reps' conversations with prospects. Our platform also automatically captures key information from customer emails to help reps better engage with their prospects. Budget objection is a classic example.

Objectives and Key Results 69

Objectives and Key Results Objection handling Sales Relationship building 69

SalesLoft

JANUARY 16, 2024

Kristin and Sarah dive into the Salesloft platform to learn how it prioritizes sellers’ daily workflows, recommends follow-up timing and copy, provides AI-powered forecasting, flags potential issues with the buying committee, and orchestrates your deal cycles from start to finish so you never miss a target again. What do you say?

Process 52

Process GTM Objectives and Key Results Objection handling 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 76

Objectives and Key Results Pitch Cold Call Sales 76

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. Here’s the first one: Your questions didn’t respect your prospect’s stage in the buyer’s journey: Most salespeople are trained to start by diagnosing a buyer’s problems. START with a “discovery prompter.”. Everyone knows not to feature dump.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Gong.io

JUNE 25, 2021

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. Open up your next cold call with the following question: . line resulted in a 6.6x Cold calls that led with this question resulted in a greater than 10% success rate. Annoyed prospect.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

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. It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Objectives and Key Results Negotiate Technique 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. Please don’t.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

The 5% Institute

NOVEMBER 20, 2019

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Presenting.

Consult 98

Consult Objectives and Key Results Lead generation Sales 98

The 5% Institute

JULY 12, 2021

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Having been a part of literally thousands of sales meetings and presentations , Consultants generally approach their sales with this approach: They say hello, and build some basic rapport. Presenting.

Consult 52

Consult Closing Objectives and Key Results Sales 52

The 5% Institute

OCTOBER 5, 2020

There are a number of key things you’ll need to focus on to ensure you’re successful. Consistently deliver results. Having been a part of literally thousands of sales meetings and presentations , salespeople generally approach their sales with this approach: They say hello, and build some basic rapport. Presenting.

Objectives and Key Results 52

Objectives and Key Results Lead generation Sales Objection handling 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? Or use the runner up: “How are you?”. It’s straight up vanilla, but any version of it will do the trick.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? In addition to observation and feedback, you can start with data. Look at your sales enablement metrics to assess what your training should cover for the best results. This includes those who are good at cold calling, objection-handling, closing and cross-selling.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Gong.io

MAY 27, 2018

Let’s get started. They’ve rehearsed their sales call process, and never show up just to “wing it.”. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? Prepare in advance and know how to move your conversations smoothly from start to finish.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

APRIL 27, 2018

Let’s get started. They’ve rehearsed their sales call process , and never show up just to “wing it.”. They jump around a lot less than their low-performing peers who are all over the place: The key takeaway for reps? Prepare in advance and know how to move your conversations smoothly from start to finish.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

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. Put worries to rest as quickly as possible by following up on your full name, company name, and “How’ve you been?”, Start questions with one of these phrases: Can you help me understand …. Who is this?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Openview

JULY 23, 2018

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. But if you give your team too much flexibility, you end up with inconsistent results. As a result, discovery calls tend to have a consistent logical flow.

Objectives and Key Results 62

Objectives and Key Results Process Contract Objection handling 62

The 5% Institute

NOVEMBER 12, 2019

By hiring correctly up front, you’ll have steps in place to avoid the mistake of having to manage and train people who are not the right fit for your sales team or business. How To Manage A Sales Team #2 – Be Clear On The Desired Results. Contrary to popular belief; many Sales Professionals don’t turn up to work purely for the money.

Objectives and Key Results 52

Objectives and Key Results Profit margin Drivers/motivators Objection handling 52

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? WHEN : December 9–13, 2019. COST : Nada.

Gaming 106

Gaming Objectives and Key Results Sales Up-sell 106

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? Or use the runner-up: “How are you?”. It’s straight up vanilla, but any version of it will do the trick.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 24, 2023

It’s their job to head up your approach. The following five sales enablement functions make up the core of a strong sales enablement strategy: 1. Content that supports and assists your sales team with closing more deals can include: Product walkthrough videos: In-house demos of key product features.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

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. Decision process : What’s the process, start to finish?

Process 62

Process Objectives and Key Results Quota Sales 62

PandaDoc

APRIL 3, 2023

Streamline onboarding A well-written sales playbook is a crucial onboarding tool, because it helps new team members become familiar with your sales procedures, tactics, and tools to get them up to speed faster. The result? They can start making their first sales faster, and do so with more confidence. Let’s look at the details.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Salesforce

JANUARY 18, 2024

The number of steps in the sales process may change depending on the type of industry you’re in, what product you’re selling, and who your prospect is, but typically include four key stages: research, prospecting, sales call and close, and relationship-building/upsells. Why is a sales process important? If so, when?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

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. Sales presentations. Sales presentations. Round up your corporate-approved, top-notch sales decks.

Territory 118

Territory Objectives and Key Results Contract Price 118

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . 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.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 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

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! When you make a call, here’s a key sales technique: State your full name and company name upfront.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41