Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). But we don’t train them to have business conversations that are meaningful to the customer.

Objection handling 109

Objection handling Quota Entertainment Up-sell 109

Sales Hacker

MAY 2, 2018

Your sales and marketing teams may experience a serious pipeline drought when GDPR (General Data Protection Regulation) goes into effect on May 25. That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. 1) Evolve from “Pipeline Management” to “Deal Execution”.

Pipeline 50

Pipeline Objectives and Key Results Objection handling Sales 50

Score More Sales

AUGUST 16, 2019

Cold Call Objection Handling – Outreach (is gated). Expand Your Pipeline. How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

Cold Call 97

Cold Call Objection handling Inside sales Manufacturing 97

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Zoom in on the deals that make up your pipeline.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Gong.io

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them.

Objection handling 108

Objection handling Technique Sales Pitch 108

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. 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. What is it? It helps you gauge the potential revenue associated with each opportunity.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. Pipedrive: Master pipeline management and track your sales progress like a champ. Important Lesson: Mastering objection handling techniques is crucial for sales success. So why wait? and S.P.I.N.,

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Salesforce

AUGUST 25, 2022

Sales reps are the engine that drives your pipeline. For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. Want more sales enablement tips?

Engineering 98

Engineering Sell Objection handling Negotiate 98

Partners in Excellence

JANUARY 25, 2024

We train our people in competitive differentiation and objection handling. After all, since it seems the majority of organizations seem happy with 15-20% win rates, we just need to make sure our qualified pipelines are 5-7X our goals and that we are doing enough demand gen to fill those pipelines. And PLG???

Customers 112

Customers Objectives and Key Results Growth Objection handling 112

Partners in Excellence

JULY 14, 2022

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 objection handling?

Commission 74

Commission Objection handling Pipeline Quota 74

Veloxy

FEBRUARY 13, 2023

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]?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

The 5% Institute

MAY 16, 2023

Enhanced Sales Skills: By honing essential skills such as prospecting, qualifying leads, objection handling, and closing deals, sales coaches empower salespeople to excel in their roles. Sales Strategy and Pipeline Review Coaches review the sales strategies and pipelines of individual salespeople or the entire team.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Sales Hacker

NOVEMBER 1, 2019

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: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

Negotiate 85

Negotiate Objection handling Pipeline Cold Call 85

Highspot

OCTOBER 11, 2023

Sales Forecasting Accurate sales forecasting and pipeline management helps in resource allocation and planning. Objection Handling: Equip your team with objection-handling techniques to overcome common customer objections effectively. Sales managers are responsible for forecasting future sales trends.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. But that doesn’t do them any good if they have a thin pipeline. This is why generating pipeline and prospecting is your next sales training priority. No pipeline, no glory. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 86

Objection handling Technique Construction Finance 86

SalesLoft

DECEMBER 12, 2021

Here’s how Email Sentiment takes the guesswork out of effective emails to help sellers get more yeses and fill their pipelines with winning deals. With Salesloft’s Email Sentiment , your revenue team is empowered to: Generate enough qualified pipeline and convert more leads into real opportunities so you can consistently hit your number.

Objection handling 52

Objection handling Pipeline Quota B2B 52

SalesLoft

JANUARY 16, 2024

About Qualified Qualified is the pipeline generation platform for revenue teams that use Salesforce. But powerful AI stretching across Salesloft’s revenue workflow platform unburdens sales teams from labor-intensive decisions and adds predictability across the full sales cycle.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Partners in Excellence

MAY 17, 2021

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.

Objectives and Key Results 103

Objectives and Key Results Technique Manufacturing Objection handling 103

Highspot

DECEMBER 19, 2023

The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline. It will guide you to capitalize on the most fruitful channels, ensuring a robust pipeline of potential customers.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Gong.io

JULY 11, 2022

Pipeline management. Inside sales processes are typically presented in the form of a pipeline that shows which stage each customer is at in the process and allows reps to prioritize activities. Objection-handling skills. CRM and sales pipeline software. Coaching and development. One-on-one meetings. Call reviews.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Highspot

MARCH 26, 2024

This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objection handling, 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.

Sales 52

Sales Technique Objection handling Pitch 52

The 5% Institute

JUNE 15, 2023

The Role of a Sales SDR The primary role of a Sales SDR is to create a pipeline of qualified leads for the sales team. Training should cover effective communication, product knowledge, objection handling, and sales techniques.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Salesforce

JANUARY 3, 2024

Keep testing your messaging, questions, and objection-handling techniques. Get a full visual of your business in an instant Get complete visibility of your pipeline, forecast, and team — with Revenue Intelligence from Sales Cloud. Do they work? Why or why not? Learn more

Retail 64

Retail Objection handling Sales Cross-sell 64

Partners in Excellence

NOVEMBER 27, 2018

Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 91

Sell Objection handling Assembly Line Territory 91

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. A sales manager has numerous roles within a business setting, and preparing a sales pipeline lies among the most important ones. A sales pipeline is a visual representation of a company’s sale process.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

The 5% Institute

JULY 4, 2023

Training programs , workshops, and mentoring can enhance sales skills such as negotiation, objection handling, and product knowledge. It provides valuable insights into customer behaviour, preferences, and sales pipeline management. How can companies stay agile in a rapidly changing market?

Objectives and Key Results 52

Objectives and Key Results Customer Relationship Management Technique Drivers/motivators 52

Partners in Excellence

MARCH 24, 2021

Ben] “green-lighted” me to offer you a free 1-on-1 analysis of your current sales development pipeline. I’ve counseled Don on his objection handling skills, just in case they reject his money.) Here’s the letter, names/links adapted… Hi Don, Hey Don, [Carl] here. If that interests you, let’s talk.

Assembly Line 62

Assembly Line Objection handling Appointment Prospecting 62

Gong.io

DECEMBER 2, 2019

Bring sales enablement and product marketing into your sales forecast and pipeline meetings so they know what you’re up against. It’s worth uncovering, for example, that your reps handle objections by talking up product features. Retraining them on objection handling is the right solution. Ban Bandaids.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

CloserIQ

OCTOBER 30, 2018

Sales training participants can also benefit from the advice and stories of the most successful reps at various points in the pipeline. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways. Avoid lectures or online webinars and get hands-on.

Objectives and Key Results 98

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

Sales Hacker

FEBRUARY 15, 2018

Building a High Performing Sales Culture – Training, Onboarding, Ramp, Comp Plans, Spiffs, Incentives, Pipeline Reviews. The Psychology Behind Objection Handling – Mastering the Sales Discovery Process – Crafting Winning Sales Decks & Demos. How to leverage SEO & Content Strategy to Build an Evergreen Lead Machine.

Cold Call 66

Cold Call Customers Objection handling Education 66

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . They train you on how to introduce yourself, the company’s value prop, and objection handling. .

Cold Call 69

Cold Call Objection handling Objectives and Key Results Represent 69

SBI

DECEMBER 8, 2021

Targeted coaching in areas like objection-handling and best practices adherence took less time, and sales reps gained insight into their strengths and growth opportunities. Turn sales objections into opportunities Prospects will always bring up concerns, but they don’t have to derail your calls. Linkedin.

Objection handling 55

Objection handling Sales Prospecting Trust 55

Sales Hacker

JULY 26, 2023

How to follow up even further: Let’s say you got an objection related to data privacy. Ask ChatGPT to dive deeper to help you improve your objection-handling for next time: This kind of output helps reveals what ChatGPT is ideal for. No more missed opportunities, and your pipeline health is in its prime.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. They are committed to meeting target metrics such as the required volume of prospecting activity they need to perform daily — even when their pipeline is already humming or when they have just closed a major deal. Discipline can help keep pipelines flowing. Lead generation.

Cold Call 97

Cold Call Objection handling Technique Finance 97

Partners in Excellence

MAY 15, 2014

.” 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.

Objection handling 97

Objection handling Pitch Pipeline Closing 97