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Whatever the flavor, the phone remains your fastest path to building pipeline. ObjectionHandling If objections scare you, its because you dont practice. Objections arent stop signstheyre buying signals. Whatever the flavor, the phone remains your fastest path to building pipeline. Phone Calls Cold calls.
Prioritize training resources on what skill sets you need to develop, such as strong communication, negotiation and objectionhandling, as well as skills unique to any specific complexities of the sales environment. Automation keeps deals flowing through the sales pipeline more quickly by taking care of repetitive tasks.
For example, in the first 30 days, they should master the pitch and handle basic objections. By 60 days, they should be generating pipeline and closing smaller deals. Give them a clear sales playbook with scripts, email templates, and objection-handling guides if you can. Provide a Playbook. At Least of Some Sort.
The teams seeing 40%+ increases in pipeline from AI tools aren’t the ones looking for shortcuts. The Bottom Line AI sales tools absolutely work. But only if you treat them like the sophisticated tools they are, not like magic solutions to all your sales problems.
Speaker: Matt Sunshine, CEO at The Center for Sales Strategy
From coaching and messaging to prospecting and pipeline accountability, artificial intelligence is giving managers and SDRs the new tools they need to work smarter, sell better, and close more. AI isn’t replacing salespeople—it’s empowering them.
Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objectionhandling?
This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objectionhandling, tailoring pitches, and delivering compelling messages. By acting as a virtual co-pilot, AI virtual assistants help sales representatives navigate complex customer calls with confidence and finesse.
B2B reps benefit from deep product training, sales process mastery, and strategic skills like objectionhandling, ROI modeling, and stakeholder mapping. B2C reps need to focus on fast rapport-building, objection response scripts, and closing techniques. Retention, account expansion, and trust are essential in B2B strategy.
Include scripts, objectionhandling, and key metrics. CRM Setup: Use a CRM like Salesforce or HubSpot to track leads, deals, and pipeline. You need to continnue to join key sales calls, review pipeline reports, and talk to customers. This includes: Ideal Customer Profile (ICP): Who are you selling to? Be specific.
Maybe your reps are getting stuck because they skipped objection-handling content. Instead of guessing what to say or send, your reps get timely guidance, objection-handling tips, and approved messaging. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline.
Hiring managers don't just want to know what you sold — they want to know how fast you moved deals through the pipeline. Shorter sales cycles mean quicker revenue, higher efficiency, and a greater capacity to handle more opportunities. Show your process for handling tough objections.
To streamline workflows and improve data accuracy, sales ops teams are consolidating their tech stacks by: Choosing integrated platforms that combine multiple functions, like conversation intelligence , pipeline management, and coaching tools. Analyze sales conversations in real-time to improve coaching and objectionhandling.
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, objectionhandling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.
For example, sales reps who skipped interactive role-plays in training struggled with objectionhandling. For example, if data shows a sales rep struggles with objectionhandling, coaches can deploy targeted role-plays or microlearning modules. Diagnostic analytics: Digs into why something happened.
Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objectionhandling , sales presentation skills, and pipeline management. Build a culture of collaboration: Regular conversations align staff and sales leaders and boost morale via team collaboration. Id like help there.
Despite all the AI buzz, the phones are still ringing and still driving pipeline. When faced with objections, agree with the prospect first to lower their defenses. Example objectionhandling: Prospect: “Were already working with [Competitor].” But one unassuming topic that kept coming up? Cold calling.
Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Objectionhandling assessment 3. Complete onboarding 2. Successfully deliver who, what, why, how 3.
This leads to more intelligent decision-making for sales outreach and accelerates buyers through the sales pipeline. For example, an AI virtual assistant will learn your team’s objection-handling scripts and suggest talking points, like those tied to competitors’ offerings, to bring up on tough calls in which prospects push back.
For example, reps getting to practice pitch delivery and objectionhandling at scale (not to eliminate reps, but to sharpen them). Recommendations This guide on AI SDR Agents by Qualified is a practical intro to how to generate pipeline with AI agents. Codify “what good looks like.” You can’t coach what isn’t defined.
Sales playbook components include: Objection-handling tips: Quick responses to common pushbacks, like budget or timing concerns, to keep conversations moving. Thats where sales enablement comes in by providing the tools and resources they need to engage with high-value accounts confidently.
Pipeline is harder to build. Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objectionhandling, and delivery. In today’s market, pressure is high and performance is non-negotiable. Buyers are harder to reach. And the margin for error? Nearly gone.
That means integrating it directly into the sales process, tying it to pipeline stages, and surfacing it dynamically based on deal context. With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objectionhandling—without waiting for a manager to review their call.
Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?
Think about it: It's much easier to look at a dashboard and say, "You need to talk more," than it is to actually listen to calls, analyze technique, and provide meaningful feedback on discovery questions, objectionhandling, or closing skills. Pipeline Velocity How quickly are deals moving through your sales process?
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. I think also just The way that we organized the team was much more around the goal of, of pipeline.
Also, managing deals very well, changes our win rates, impacts our pipeline dynamics, and our prospecting. The post “I Never Lost A Deal Because Of ObjectionHandling… ” appeared first on Partners in EXCELLENCE. We started discussing much of what we see about the “secrets to sales success.”
What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.
Here are some key indicators of your teams effectiveness and overall business health: Conversion Rates and Pipeline Velocity: These show how well leads move toward becoming paying customers. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.
Back to top ) Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Topics could include a deep-dive discovery, advanced closing techniques, objectionhandling, negotiation skills, and buyer psychology.
For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour. Move the deal back to an earlier stage where the objection should have been addressed, which involves re-engaging other stakeholders to resolve it.
We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objectionhandling is using a question-based framework that puts the prospect at ease. Why is objectionhandling important?
This article outlines actionable steps for leveraging AI tools, such as Salesforce Einstein , HubSpot AI , and Pipeliner CRM Voyager AI Gen2, to automate these tasks. AI tools like Pipeliner CRM Voyager AI Gen2, Salesforce Einstein, and HubSpot AI can automatically capture data from emails, calls, and meetings.
If your CRM records are dominated by close ended data, you’re likely losing out on a lot of pipeline and closed deals. Opportunity focused questions At the end of the day, you’re looking to fill your pipeline with more opportunities. The same is true in sales. What concerns do you have about using [solution]?
By understanding all the gives and gets along the way and matching them up, we can know exactly what to ask for, and when, in order to move the deal through the pipeline to closure — or get out before it’s too late. Just have a BIG FAT PIPELINE. RELATED: ObjectionHandling Techniques For Negotiating In Sales: How To Earn Your Worth.
We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objectionhandling, closing). But we don’t train them to have business conversations that are meaningful to the customer.
Here are 5 ways to teach your team to handle rejections, objections, and losses, and come back up swinging. Practice objection-handling Prepare your sellers in advance on how to handleobjections before they are even stated. You feel the pain more when your pipeline is soft. The next win.
Have you listened to our live show, Sales Pipeline Radio? This time we hear from Jeb Blount in an episode we call “Sales ObjectionHandling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. I’ll help you keep your pipeline full.
When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves. The mindset of the customer is oriented around their businesses, goals, objectives. They are focused on how they work together to get things done to achieve their shared company goals.
.” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” People come to me for answers about how to handle specific situations.
The sales pipeline should be three times the annual quota.” You might know this as the “3x Pipeline Coverage” rule. ” Then I became a chief revenue officer, and the pipeline suddenly became real. I’d sit down with sales reps for pipeline reviews , and we couldn’t answer the most basic question: “How big is big enough?”
Others look at skills like questions, objectionhandling, and so forth. If we focus on closing, we empty our pipelines and have nothing left to close. Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).
Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objectionhandling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objectionhandling techniques, closing techniques, qualifying techniques, and so forth.
Objectionhandling. Gong eliminates some of the guesswork by using actual activity from both reps and buyers from more accurate forecasting (aka, pipeline analytics). Bonus: Check out our 7-Point Checklist For Airtight Pipeline Reviews and get your sales strategy up and running ASAP. . Sales resources. Team processes.
I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh???? How do we count the number of objections they get, so we can comp them on objectionhandling?
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