Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. As a result, it seems everything is “coaching.”

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Veloxy

FEBRUARY 13, 2023

While close ended questions give you faster and direct results, open ended questions deliver richer and more valuable insights. Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. Gone are the days of selling one to one.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Cerebral Selling

SEPTEMBER 12, 2022

As a result, they suffer with low close rates and poor forecast accuracy. “We spoke to the customer a number of times and identified their key issues. I refer to this in my objection handling course as “ turning the future into the past ”). the real reason they buy). Does this narrative sound familiar? Stick around?

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. Then, you will receive a summary of the results by the end of the session.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Sales Pop!

SEPTEMBER 13, 2024

This leaves less time for actual selling. Set Up the Integration : Connect the AI tool to your email, calendar, and CRM system. Missing key points or failing to handle objections effectively can result in missed opportunities. Compare the result with a previous call where AI was not used.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. Traditional sales coaching focuses on tactical issues and deal reviews – leaving little time for the kind of coaching that actually gets the desired results.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. A sales performance evaluation is a structured review of a salespersons results, skills, and areas for improvement. Each type brings its strengths, tailored to your sales objectives.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Sales Pop!

SEPTEMBER 5, 2024

These methodologies are designed to ensure consistency, improve efficiency, and ultimately drive better sales results. These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal. This ensures that no crucial step is missed during the interaction.

Objectives and Key Results 130

Objectives and Key Results Technique Objection handling Follow-up 130

Highspot

APRIL 20, 2025

Key Takeaways Microlearning delivers targeted knowledge in bite-sized, engaging formats. Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. You’re not alone. Did you know?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Partners in Excellence

MAY 17, 2021

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. This language, as well as understanding key processes, problems, challenges is all part of what we call “business acumen.”

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 145

The 5% Institute

AUGUST 9, 2021

There are a number of key things you’ll need to focus on to ensure you’re successful. Pick a niche that you want to serve and sell to. Consistently deliver results. Objection handling, and then again – ask for the sale. Handling objections. Sales; although lucrative, can also be very competitive.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. Objections are Opportunities. Objections are Opportunities.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

The 5% Institute

APRIL 14, 2021

Using a sales process has several key benefits. A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. A very important topic in your sales training for Executives arsenal, is the ability to overcome objections early, and position yourself as a trusted advisor.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

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 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. This means many Sales Professionals wing it with their sales, which gives them inconsistent results. A system is created to give you consistent results.

Process 98

Process Objectives and Key Results Objection handling Sales 98

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. This means many Sales Professionals wing it with their sales, which gives them inconsistent results. A system is created to give you consistent results.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Objection handling: Customers may have concerns about pricing, competitors, or implementation.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

JANUARY 15, 2021

Using a sales process has several key benefits. A famous quote associated with selling is “If you try to serve everyone, you end up serving no one”. A very important topic in your sales training for Small Business Owners arsenal, is the ability to overcome objections early, and position yourself as a trusted advisor.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

The 5% Institute

MAY 25, 2021

Selling new homes; although lucrative, can also be very competitive. There are a number of key things you’ll need to focus on to ensure you’re successful. Pick a niche that you want to serve and sell to. Consistently deliver results. Objection handling, and then again – ask for the sale. Handling objections.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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. And you know what?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 25, 2019

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

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Sales Hacker

OCTOBER 2, 2020

It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. 70 key sales terms explained Sales terms reps should avoid Quick guidelines for clearer communication What are sales terms? You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 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

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 Sales Price 132

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. WHEN : December 9–13, 2019. COST : Nada.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Veloxy

MAY 24, 2023

Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Understanding Sales Velocity To harness the power of sales velocity, it’s crucial to grasp its fundamental concept and its key components. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

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

The 5% Institute

MAY 6, 2020

Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. Only by using a consistent system, can you get consistent results. The reason the pre-frame is key, is for two reasons.

Closing 98

Closing Objectives and Key Results Technique Consult 98

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Sales Hacker

AUGUST 28, 2019

Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Here are some simple ways to ramp up SDRs to see those results as soon as possible. Social selling.

Objectives and Key Results 87

Objectives and Key Results Cold Call Objection handling Inside sales 87

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects.

Objectives and Key Results 98

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

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?”, Measure them using Gong’s stats tab : Sales Tactic 7: Handle Objections with Questions.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107