Sales Gravy

JUNE 5, 2025

Marketing takes credit because the prospect downloaded three whitepapers. Meanwhile, you're wondering why this kind of success feels so random—and why similar prospects are slipping away. This shared blueprint reveals exactly when prospects are ready for direct outreach versus when they need more nurturing.

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Sales Gravy

MARCH 20, 2025

Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. Timing, tone, objection handling, and reading the prospects emotional state. Hed faced every objection and lost more deals than Paul had even pitched. But his close rate was abysmal.

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Objection handling Construction Sports Negotiate 110

Engage Selling

SEPTEMBER 22, 2018

So has the routine sales pitch. The days of the “ideal buyer” have gone the way of the dinosaurs. In this new marketplace, your next hit might come from a company’s CFO instead of the customer service team you work … Read More »

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Sales Gravy

MAY 29, 2025

It handles the repetitive work faster and more accurately than you ever could. Feed it your ideal customer profile, and you can have a filtered list of prospects before you even finish your coffee. AI can analyze thousands of LinkedIn profiles in minutes to identify prospects who match your best customers' characteristics.

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Objection handling Angle Sales Follow-up 54

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

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Objection handling Technique Pitch Promote 139

The 5% Institute

AUGUST 2, 2022

Sales Drills #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. 3 – Pre-Frame.

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Highspot

OCTOBER 29, 2024

They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

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Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

MARCH 30, 2025

Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question. This is a cold call, but its well-researched.

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Cold Call GTM Objection handling Sales 67

Veloxy

FEBRUARY 13, 2023

Better understand customer needs and pain points If you were to ask ten prospects, “Do you wish you could improve the productivity of your team by two or three times?”, On the other hand, if you were to ask ten prospects, “What do you think is preventing your team from doubling their productivity?

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Objectives and Key Results Sales Objection handling Follow-up 246

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Their calendars are blocked with 76 meetings.

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The 5% Institute

DECEMBER 15, 2020

1 – Objection Handling. The first on our list of sales team building games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

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Gaming Objection handling Sales Pitch 134

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.]?” ” “If I just had a killer pitch!” ” “What’s the script?”

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The 5% Institute

JUNE 15, 2023

However, objections shouldn’t be seen as roadblocks but rather as opportunities to engage with your prospects and address their concerns effectively. In this article, we will explore the art of overcoming objections and provide you with valuable strategies to navigate through them successfully.

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Highspot

NOVEMBER 24, 2024

For instance, training teaches salespeople to pitch a product, ask better questions, or handle objections, while enablement ensures they can access customer data or case studies to support their pitch. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

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Pitch Technique Sales Cross-sell 52

criteria for success

AUGUST 1, 2019

Have you ever met that ideal prospect who agreed with everything you pitched and immediately bought whatever you were trying to sell? So in order to close more deals, sales reps need to have a thorough understanding of the [ ] The post The Objection Handling Process: What Sales Reps Need to Know!

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Objection handling Process Pitch Sales 40

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Your GTM team must understand product details and perfect messaging to overcome competitive objections, influence prospective buyer decisions, and drive real results. Focus on one high-value area (objection handling).

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Go To Market GTM Objectives and Key Results Objection handling 52

Gong.io

MAY 3, 2018

And the better you can map out the answers your prospect might have, the better prepared you will be. Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls. Cold Calling Tip 4: A Prospect That Doesn’t Say Much Isn’t Necessarily Bad. Cold Calling Tip 2: Educate.

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Gong.io

NOVEMBER 12, 2021

1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. Sound advice… but NOT for prospecting calls. The talk-to-listen ratio for successful prospecting calls is higher than unsuccessful ones. The goal of prospecting is to sell the meeting. It’s tough.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. Understand your prospect and their business goals. Top Negotiation Tips that Help Close the Deal.

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Negotiate Closing Objectives and Key Results Objection handling 111

The 5% Institute

FEBRUARY 20, 2020

1 – Objection Handling. The first on our list of fun sales training games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections.

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Gaming Objection handling Sales Pitch 98

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.

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Objection handling Technique Construction Finance 96

Partners in Excellence

MAY 17, 2021

The mindset of the customer is oriented around their businesses, goals, objectives. Concepts like prospecting, qualifying, pitching, objection handling, closing are objectionable to the customer. Our focus is on our objectives and achieving our goals, so we drive things based on month/quarter/year end goals.

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Objectives and Key Results Technique Manufacturing Objection handling 145

Partners in Excellence

NOVEMBER 27, 2018

Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. 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.

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PandaDoc

MARCH 25, 2025

Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Customize the solution: You know your prospects needs, so now its time to put together a package that will work for their needs and budget.

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Objectives and Key Results Contract Legal Sales 52

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. Prospects talk uninterrupted for 3.5

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Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JULY 6, 2018

If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Look at how long prospects talks on successful (3.5 Know when they are?

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Cold Call Objection handling Pitch Sales 103

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. In this post, we’ll walk you through the 8 most common objections and how to respond to each. Your product/service is too expensive.

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Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. I’m talking a bit differently to a prospective buyer in Seattle, my home town, as I am a fast-paced buyer in a big city like New York. Objection Handling. What Helps Most?

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Sell Objection handling Pitch Contract 90

Hubspot

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion. Text STOP to opt out”).

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Highspot

MAY 15, 2025

Consistent partner sales techniques: Clear guidelines and messaging prevent partners from going rogue or overlapping with your prospecting efforts. Ensure partners can easily access case studies, one-pagers, email templates, pitch decks, and call scripts. This is not reality. times more likely to exceed seller revenue targets.

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Healthcare Objectives and Key Results Niche Finance 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. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

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Objection handling Negotiate Cross-sell Contract 87

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. From there, in a mock selling situation with a prospect (either another new rep or someone on the training team), have the rep try to get the prospect to identify the need themselves, and provide the solution (in this case, the obscure product). E-pitch competitions.

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Gaming Pitch Sales Objection handling 101

Gong.io

JUNE 10, 2019

Prospecting. 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. Again, take note: This difference in objection handling habits isn’t massive. Objection handling mastery.

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Objection handling Sales Negotiate Pitch 91

Sales Hacker

NOVEMBER 7, 2017

Tailor Your Sales Pitch. Tailoring your message already starts in lead generation (cold calling, email prospecting). Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories.

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Objection handling Sales Cold Call Niche 108

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. Messaging: Deliver the perfect sales pitch. Best-in-class sales playbooks include: . Sales resources.

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Territory Objectives and Key Results Contract Price 118

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Handling objections.

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Sales Cross-sell Pipeline Negotiate 111

Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. Account A business, customer, lead, or prospect a company engages with to sell products or services to. A uthority: Who at the company makes buying decisions?

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Objectives and Key Results Pipeline Cross-sell SQL 52