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 62

B2C B2B Contract Objection handling 62

Highspot

JUNE 24, 2025

Skills practiced: Asking open-ended discovery call questions Following up quickly and with intent Identifying pain points from subtle cues Sample dialogue: Rep: “Can you walk me through your current workflow?” Our solution streamlines approvals, saving clients up to 10 hours a week. ” Buyer: “It’s fine.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Hubspot

JULY 18, 2025

For example, when I worked with a project management SaaS client, we mapped a typical buyer journey like this: A marketing director realizes their team is missing deadlines (Awareness), compares tools like Asana and Monday.com (Consideration), and then signs up for a free trial with my client’s software (Decision).

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

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. And that gap shows up in the numbers. You could guess the cause—or use Highspot to pinpoint exactly where deals stall.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

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 52

Pitch Sales Technique Cross-sell 52

Sales Hacker

MARCH 30, 2025

But one unassuming topic that kept coming up? 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. Cold calling. Tips for sales reps 1.

Cold Call 71

Cold Call GTM Objection handling Sales 71

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

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. 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. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

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. Time-to-productivity: Does tailored onboarding speed up time to quota?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed! Objection handling assessment 3. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 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. ” Many SaaS teams now require new GTM hires to complete onboarding steps by hand (prospecting, call notes, follow-ups) to develop the muscle before layering in automation. Is there a hidden cost?

GTM 54

GTM Objection handling Cold Call Follow-up 54

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 52

Objectives and Key Results Contract Legal Sales 52

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. Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Did you know?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

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 52

Quota Objection handling Price Trust 52

Sales Hacker

JULY 1, 2025

Buyers just wanna solve problems, and if you can prove that you’re the best person to solve that problem for them like they’ll take you up on that. And I think [00:05:00] when we thought about building up the program over time, we saw everything we were doing as taking bets, right? And so very interesting microcosm there.

GTM 80

GTM Growth Sell X-functional 80

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 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Sales Hacker

FEBRUARY 18, 2025

So I always like to tee it up a little bit for the listeners. 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. I’m excited to be here and talk about all things that go to market.

GTM 99

GTM Quota Drivers/motivators Sales 99

Salesforce

FEBRUARY 17, 2025

Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Sign up now Thanks, you’re subscribed! The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

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 143

Objection handling Trust Presentation Clients 143

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 136

Objection handling Process Trust Presentation 136

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 111

Objection handling Negotiate Drivers/motivators Technique 111

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 98

Objection handling Trust Presentation Clients 98

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 98

Objection handling Objectives and Key Results Trust Prospecting 98

Hubspot

MARCH 2, 2018

I can't sell this internally.". 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.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

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.

Closing 145

Closing Objection handling Gaming Sales 145

Veloxy

FEBRUARY 13, 2023

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? Gone are the days of selling one to one. “ Be the one that asks more questions to get more opportunities!

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

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 139

Objection handling Technique Pitch Promote 139

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.

Gaming 134

Gaming Objection handling Sales Pitch 134

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

JULY 20, 2021

We recommend using the BANT method to identify whether or not they qualify, which’ll prevent sales objections and sales conditions coming up later on. If there is a lack of time frame or need, then you’re not going to have much desire; which will make dealing with sales objections difficult. BANT stands for: Budget.

Objection handling 145

Objection handling Sales Trust Presentation 145

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!” If you want to be successful in selling.

Objection handling 111

Objection handling Pitch Pipeline Closing 111

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.

Gaming 98

Gaming Objection handling Sales Pitch 98

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.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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. Here’s an example.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

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. 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.

Objection handling 128

Objection handling Sales Trust Presentation 128

Gong.io

JUNE 25, 2019

Here’s a fix for that: Sign up for our free Sales Success Master Class video series. It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Are you selling to a local restaurant? Are you selling to a hospital? Are you selling to a fast-growing tech company?

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. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Prospecting 123