Highspot

JUNE 17, 2025

Top benefits of using an AI sales assistant The best AI sales assistants automate repetitive tasks (think data entry and follow-ups) so your reps can focus on selling. Everything from case studies to pitch decks are tailored to the specific buyer’s needs. Asynchronous selling Buyers don’t always want a sales call.

Sell

Highspot

OCTOBER 29, 2024

To sum up the importance of generative AI on sales coaching, CEO of Highspot, Robert Wahbe notes that: “The bad news is today’s sales professionals face arguably the hardest selling environment in a decade.

Objectives and Key Results

RingDNA

JUNE 15, 2025

Author Robert Louis Stevenson once stated that “everyone lives by selling something.” ” No matter the products or services you’re selling, sell them better and you’re likely to live better. When formulating an ideal sales strategy, what you are selling matters less than to whom you are selling.

B2C

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Prepare to deliver a compelling mock sales pitch or role-play. Mock sales pitches test your ability to think on your feet and handle objections, just like in an actual sales conversation where prospects challenge your value and expect quick, confident responses.

Objectives and Key Results

Highspot

JUNE 24, 2025

Elevator pitch Whether it’s a cold call, a networking event, or the start of a Zoom meeting, your sales reps need a 60-second, confident answer to: “So, what do you do?” ” This role-play helps sales reps develop a concise sales pitch that’s on message and easy to personalize.

Objectives and Key Results

Highspot

JUNE 23, 2025

Maybe your reps are getting stuck because they skipped objection-handling content. Highspot Copilot can analyze calls, review pitches, and deliver timely coaching through personalized nudges. Instead of guessing what to say or send, your reps get timely guidance, objection-handling tips, and approved messaging.

Growth

Sales Hacker

MARCH 30, 2025

Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling. When pitching, emphasize the specific problem your product solves rather than its features. Handle objections by agreeing then asking a trap question.

Cold Call

Highspot

NOVEMBER 24, 2024

At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

Pitch

Hubspot

JULY 18, 2025

Whether it’s through our product tours, our AI-generated demos tailored to their team’s sales motion, or the insights we share in initial conversations, we’re not just selling — we’re already coaching.” One CRO even told them, “This doesn’t feel like a pitch — it feels like onboarding.” Take Fireflies, for example.

Referrals

Hubspot

AUGUST 4, 2025

We have students make real cold calls selling $20 pizzas to local businesses. I'd say out of 1,000-or-so calls, students generally manage to sell five or six pizzas. Matthew’s first attempt to sell me a pizza fell flat. He got flustered after the first objection and didn't know how to proceed. 20 for the pizza?”

Cold Call

Highspot

MAY 15, 2025

Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. Furthermore, they often sell multiple solutions, including those from your competitors. What is partner enablement? This is not reality.

Healthcare

Highspot

MAY 26, 2025

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. Content engagement: Identify and prioritize high-performing content, such as pitch decks or product playbooks. Diagnostic analytics: Digs into why something happened. Predictive analytics: Forecasts what might happen.

Objectives and Key Results

Salesforce

NOVEMBER 15, 2024

Channel Sales: Channel Sales involves selling products or services through third-party partners or intermediaries rather than directly to end customers. Objection handling assessment 3. Elevator pitch assessment 2. An SDR that’s great at trade show booths or in person meetings might make an excellent field marketer.

Tradeshows

Sales Hacker

JUNE 6, 2025

For example, reps getting to practice pitch delivery and objection handling at scale (not to eliminate reps, but to sharpen them). Kyle Norton, CRO, breaks down how they’ve successfully scaled selling to SMBs and all things sales leadership. Codify “what good looks like.” You can’t coach what isn’t defined.

GTM

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Objection handling: Customers may have concerns about pricing, competitors, or implementation. Identifying upsell and cross-sell opportunities to drive continued revenue growth. The sales process varies greatly depending on the purchase.

Objectives and Key Results

Sales Hacker

JULY 1, 2025

Because now we’re talking a lot about signal based selling, you know, signals. The world was sort of recovering from this VC hangover of 2021 and 2022 where the market had gotten, had gotten really exorbitant, and things were really easy to sell. It was impossibly hard to sell. You mentioned buying intent.

GTM

Highspot

APRIL 20, 2025

Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Are deals stalling due to weak objection handling (“too expensive”, “competitor offers better features”)? Focus on one high-value area (objection handling). Keep it short.

Go To Market

Highspot

JULY 9, 2025

Built on Highspot Nexus , Role Play simulates realistic, GTM-aligned scenarios like pitching to a new persona, handling objections , or delivering updated messaging. Practice real selling moments – Simulate actual scenarios your reps will see to sharpen messaging, objection handling, and delivery.

GTM

SalesHood

JULY 11, 2025

With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objection handling—without waiting for a manager to review their call. How high-performing orgs fix this: They simplify the tech stack, embed learning into daily workflows, and use AI to scale coaching. Top teams are evolving.

Quota

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results

Sales Hacker

FEBRUARY 18, 2025

Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR. You know, a bunch of Q& A and sort of objection handling. Um, and then lastly, like I said already, if they are exceeding it, that’s because they’re selling a lot of stuff, right?

GTM

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. The S.M.A.R.T. A 2024 Pew Research Cente r study found that 58% of U.S.

Territory

The 5% Institute

APRIL 6, 2021

Objection handling training is one of the most beneficial things you can learn to dramatically increase your closing rate. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places. The presentation or pitch then starts.

Objection handling

The 5% Institute

APRIL 21, 2021

The objection handling process is one of the most beneficial things you can learn to dramatically increase your closing rate. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places. The presentation or pitch then starts.

Objection handling

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win.

Objection handling

The 5% Institute

JANUARY 11, 2021

Objection handling as a part of your sales conversations is a very important part of the sales process , and something you’re most likely to come across from time to time. So how should you go about overcoming objections in sales? Where Do Sales Objections Come From? Sales objections generally come from one of two places.

Objection handling

Salesforce

APRIL 11, 2023

As you can imagine, selling was a struggle through all of 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 objection handling is using a question-based framework that puts the prospect at ease.

Objection handling

Hubspot

MARCH 2, 2018

I can't sell this internally.". To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objections are generally around price, product fit, competitors, and good old-fashioned brush offs. Objections are far more serious than brush-offs.

Objection handling

Cerebral Selling

APRIL 6, 2021

365 days after the release of Sell The Way You Buy , here are some of my key sales lessons learned from a year of pandemic selling. Your pitch needs to as well. ROI is an objective statistic. Value is a subjective feeling that can vary wildly in different selling situations. Has your pitch?

Sell

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 »

Pitch

The 5% Institute

APRIL 13, 2021

1 – Objection Handling. The first on our list of practice sales activities, 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. 2 – Sell Me This Pen.

Closing

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.

Objection handling

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.

Sell

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.

Objection handling

Veloxy

FEBRUARY 13, 2023

Decision making questions It’s no coincidence that an increase in buyer standards is accompanied by an increase in account based selling. Gone are the days of selling one to one. Having these “decision making process” questions answered beforehand will accelerate your selling process.

Objectives and Key Results

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. 2 – Sell Me This Pen.

Gaming

The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. If objections are raised based on competitor comparisons, focus on highlighting your unique selling points.

Objection handling