Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. We’ll also explore effective follow-up strategies using advanced tools like HubSpot, along with other beneficial resources for sellers. So keep trying.

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Objectives and Key Results Objection handling Technique Pitch 52

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Price Objections The price tag is often where prospects hesitate.

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Objection handling Cold Call Contract Pitch 52

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of sales team building games, is objection handling. 2 – Sell Me This Pen.

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Gaming Objection handling Pitch Sales 134

Highspot

JANUARY 4, 2024

It addresses all of sales, from product knowledge to customer relationship building. The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel.

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Objection handling Pitch Sales Technique 52

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. You'll provide a brief overview of your product or service and try to gain their interest. What factors do you consider when evaluating potential solutions or vendors?”

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Objection handling Negotiate Cross-sell Contract 73

Highspot

NOVEMBER 9, 2023

Efficiency and Productivity A digital sales room centralizes all essential sales resources, tools, and information in one platform. Content Management and Consistency Sales collateral, such as product information, presentations, and sales scripts, can be managed and updated efficiently within a digital sales room.

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Objectives and Key Results Objection handling Teamwork Sales 59

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Each stage requires specific selling skills to satisfy prospect needs. Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services.

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Technique B2B Cross-sell Negotiate 52

Salesforce

DECEMBER 19, 2023

In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. 11 Time-Saving GPT Prompts for Sales Crafting a good GPT prompt can be deceptively simple, but getting it just right requires nuance that can deliver a big productivity win, especially in sales. Here’s our advice.

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Objection handling Customer Relationship Management Negotiate CRM 115

Gong.io

NOVEMBER 19, 2021

Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Launch (knee-jerk styles) into a monologue about how their product solves the problem. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

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Objection handling Technique Sales Pitch 108

Cerebral Selling

OCTOBER 30, 2022

I was instantaneously thrust into a world of tests, scans, special doctors, surgeries, follow-up treatments, and the crazy rollercoaster of emotions that go with all the above. However, despite my secrecy, there were people I opened up to immediately about my experience. For a time, my future had been stolen. 100% of buyers are humans.

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Quota Intrinsic Sales Negotiate 213

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.

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Objection handling Objectives and Key Results Sales Cold Call 52

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. If they do, I’m willing to bet that your respect for them jumps up a notch. Cold calling isn’t about discovery – it’s about selling the meeting.

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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.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of fun sales training games, is objection handling. 2 – Sell Me This Pen.

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Gaming Objection handling Pitch Sales 98

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. Ditch the pitch and become an educator instead.

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Objection handling Quota Pitch Technique 71

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Conduct research that offers guidance around which products will solve your buyer’s challenges.

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Objectives and Key Results Pitch X-functional Sales 69

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

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Objectives and Key Results Negotiate Objection handling Pitch 52

Gong.io

NOVEMBER 9, 2022

It depends on what you’re selling, how you’re selling it, and who you sell it to. . New sales reps can get up and running faster when there is a proven and repeatable process they can follow. A buyer persona describes the ideal person your reps should pitch to. But the sales cycle isn’t the same for every company.

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Pitch Cold Call Sales Referrals 62

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? Between that and being a cold-calling account executive, you can pretty much talk to anyone because you have been exposed to being hung up on and, all kinds of things. I ended up leaving them. I managed a floor of people.

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Cold Call Objection handling Promote Negotiate 95

The 5% Institute

FEBRUARY 5, 2021

Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Sales resistance is the resistance a potential client or customer feels before they buy a product or service. Sales objections usually come from two places. Read on to learn more.

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Objection handling Sales Trust Presentation 128

Gong.io

JUNE 25, 2019

Most salespeople are overtrained on their products and undertrained on sales skills. Here’s a fix for that: Sign up for our free Sales Success Master Class video series. You’re in the middle of a discovery call and your buyer blurts out: “Can you just show me the product?”. Hint: It’s not about your product. Bear with me!

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Objectives and Key Results Pitch Hospitality Objection handling 108

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. What are sales plays?

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Objectives and Key Results Technique CRM Follow-up 59

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. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. The sales cycle has seven stages, from customer research to close.

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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. Be clear and transparent about product information. Be Clear and Transparent When You Communicate Product Information.

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Negotiate Closing Objectives and Key Results Objection handling 111

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.

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Cold Call Objectives and Key Results Negotiate Cross-sell 71

The 5% Institute

JULY 22, 2020

Sales Training Idea #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

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Objection handling Appointment Sales Clients 52

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

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Objectives and Key Results Pitch Cold Call Sales 75

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. Product demo flows. Product demo flows. Objection handling. Best-in-class sales playbooks include: .

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Territory Objectives and Key Results Contract Price 118

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. Why not take a similar approach with your sales team? Get certified.

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Gaming Pitch Sales Objection handling 100

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game. I wouldn’t say it doesn’t matter at all.

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Objection handling Quota Negotiate Presentation 59

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. You should have clear goals and objectives laid out before the call. The aim is to showcase how the product goes beyond solving problems.

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Negotiate Closing Objectives and Key Results Technique 52

Gong.io

JUNE 10, 2019

There’s no point in improving the speed of the other vehicles if there’s a slow one holding everything up. but you’re weak at, say, objection handling. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer. Presentations that sell.

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Objection handling Sales Negotiate Pitch 91

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

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Sell Objection handling Assembly Line Territory 92

The 5% Institute

JULY 5, 2023

Introduction: Defining Sales Collateral Sales collateral refers to a collection of materials and resources that sales teams use to support their selling efforts. These materials are designed to provide valuable information about a product or service, showcase its benefits, and address customer concerns. Types of Sales Collateral 3.1

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Objection handling Sales Click Through Rate Lead generation 52

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase.

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Sales Cross-sell Pipeline Negotiate 105

Salesforce

MAY 30, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. It’s crucial to stay up to date on skills and education (via sales certifications, typically). Salesforce also just launched training and certification for sales reps looking to level up their core selling skills.

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Education Objection handling Cold Call Up-sell 52

Sales Hacker

SEPTEMBER 15, 2021

Instead, I’m analyzing them all and focusing coaching conversations around where I can make the most difference: objection handling. Sentiment supercharges objection handling. All you need to do is nudge them from your competitor’s product to yours. The key to overcoming bad-timing objections is urgency.

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Objection handling Sales Price Prospecting 87