Cerebral Selling

FEBRUARY 23, 2025

Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. Its problems and challenges that keep them up at night! Related video: What’s the “Pain & Pitch”?

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

Hubspot

MARCH 2, 2018

Your product doesn't work with our current set-up.". 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 101

Objection handling Contract Up-sell Prospecting 101

Sales Gravy

JUNE 5, 2025

Marketing can be blind to the value propositions that are working for sales if they do not understand the sellers’ pitches and approach to closing deals. Start With the Customer Journey The most important aspect that sales and marketing need to align on is the customer journey. Another issue is messaging. Another issue is messaging.

Objectives and Key Results 55

Objectives and Key Results Objection handling Sell Pitch 55

Veloxy

JANUARY 7, 2025

Having theappropriate qualifying criteria, like budget, authority, need and timeline ( BANT ), is a good place to start. Automation is key, the right tools will ensure that nothing gets missed with proper follow-ups. To top it all off, keeping up with the changing demands of the market requires anongoing project in improvement.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Standing out starts long before the interview — and doesn’t end after the handshake. You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. Prepare to deliver a compelling mock sales pitch or role-play.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

The 5% Institute

APRIL 13, 2021

Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling.

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Closing Objection handling Gaming Sales 145

Veloxy

FEBRUARY 13, 2023

Let’s get started (or fast forward using the table of contents below)! Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night?

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Objectives and Key Results Sales Objection handling Follow-up 246

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.

Objection handling 140

Objection handling Sales Appointment Clients 140

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.

Gaming 134

Gaming Objection handling Sales Clients 134

The 5% Institute

JULY 20, 2021

You should be handling your sales call objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer.

Objection handling 145

Objection handling Sales Presentation Trust 145

Highspot

MAY 26, 2025

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. Sales enablement leaders use data-informed training to boost sales rep performance Sales enablement leaders want to set sales reps up for success. Analysis starts by identifying high-impact skills.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

JUNE 17, 2025

Those that use AI realize up to 20% better revenue outcomes. An AI sales assistant automates daily activities, summarizes conversations, recommends next-best steps, and serves up relevant content for sales reps. The use of AI assistants is leading to strong results: They help these teams see up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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. Now that we’ve covered the benefits of sales enablement training, you might be wondering how to start your program.

Pitch 52

Pitch Technique Sales Cross-sell 52

Sales Hacker

JUNE 6, 2025

Every time we automate a task – prospecting, drafting, follow-up, analysis – we also outsource the skill-building that task enables. And over time, those muscles start to atrophy. For example, reps getting to practice pitch delivery and objection handling at scale (not to eliminate reps, but to sharpen them).

GTM 53

GTM Objection handling Cold Call Follow-up 53

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. We’ll also give you a microlearning quick-start checklist to get you started. You’re not alone. Did you know?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

The 5% Institute

FEBRUARY 5, 2021

The easiest way to tell if a person is feeling sales resistance, is that they will usually bring up objections – or areas of concern. Sales objections usually come from two places. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer.

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Objection handling Sales Trust Presentation 128

Partners in Excellence

MAY 17, 2021

” Likewise, as financial types start talking “debits, credits, etc.” ” I start getting a little dizzy. I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood. .”

Objectives and Key Results 144

Objectives and Key Results Technique Manufacturing Objection handling 144

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.

Gaming 98

Gaming Objection handling Sales Clients 98

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. Here’s the first one: Your questions didn’t respect your prospect’s stage in the buyer’s journey: Most salespeople are trained to start by diagnosing a buyer’s problems. START with a “discovery prompter.”. Everyone knows not to feature dump.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. After introducing yourself, start every cold call with this line: “… The reason for my call is…”. Cold Calling Tip 3: Don’t Be Afraid to Pitch. Pitching the wrong way is a very common mistake made on cold calls.

Cold Call 123

Cold Call Pitch Education Prospecting 123

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email. You landed the meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

The 5% Institute

AUGUST 12, 2021

You should be countering objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. BANT stands for: Budget.

Objection handling 145

Objection handling Presentation Trust Clients 145

The 5% Institute

AUGUST 16, 2021

The best way to handle objections and not require the use of an objection handler framework, is to counter objections before they even arise later. To do this – the first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer.

Objection handling 145

Objection handling Presentation Trust Clients 145

The 5% Institute

NOVEMBER 1, 2021

To overcome objections early in the sales process, and establish trust and desire, you need to ensure that they’re the right person to be speaking with. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. The presentation or pitch then starts.

Objection handling 144

Objection handling Sales Trust Presentation 144

The 5% Institute

OCTOBER 25, 2021

You should be dealing with sales objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. BANT stands for: Budget.

Sales 144

Sales Objection handling Presentation Trust 144

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth.

Sell 113

Sell Objection handling Assembly Line Territory 113

The 5% Institute

SEPTEMBER 27, 2021

You should be dealing with sales objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. BANT stands for: Budget.

Sales 141

Sales Objection handling Presentation Trust 141

The 5% Institute

AUGUST 25, 2022

You should be dealing with sales objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. BANT stands for: Budget.

Sales 140

Sales Objection handling Presentation Trust 140

APACSMA

FEBRUARY 8, 2021

Start training with an assessment It is not always true that the reps who completed their training are ready for the field. Thiscan be done in different ways for examples quizzes and tests to check their knowledge on key concepts, Training Simulation which can in term of role plays, practicing elevator pitch with a video coaching tool.

Objection handling 98

Objection handling Sales Quota Pitch 98

The 5% Institute

MAY 18, 2021

You should be dealing with sales objections early in the sales process, as well as during your sales conversations; specifically, when you’re asking your sales interview questions. The first thing required prior to starting your sales conversations, is to find out whether or not they qualify for your offer. BANT stands for: Budget.

Objection handling 130

Objection handling Sales Presentation Trust 130

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner up: “How are you?”. It’s straight up vanilla, but any version of it will do the trick.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JULY 6, 2018

Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. Sales Call Tip #3: Start Your Sales Call Right. A great sales call structure starts with a great “opening” to the meeting. Instead, spend a few minutes warming up the tone of the call. Stay away from them. Because it does.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

MAY 31, 2021

Objection handling. Round up your corporate-approved, top-notch sales decks. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. A pipeline review turns into a “Well, yeah, but the data isn’t up to date here” type objection.

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. Lastly, unlike sales teams, who often speak up when they hit a roadblock, partners typically wont unless youve built a strong relationship. What is partner enablement? This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Salesforce

DECEMBER 19, 2023

In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. This post shows salespeople how to use GPT prompts to write sales pitches and emails, analyze market data, and more. Get articles selected just for you, in your inbox Sign up now 6.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. From initial questions and discovery calls to follow-ups and demo calls, sales teams must address buyers questions and objections and continue to show how a solution solves problems or adds value. Keep engaging the prospect.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52