Partners in Excellence

OCTOBER 19, 2020

Several things struck me: The approach for most of these, regardless of how politely the suppliers phrase them, tends to be: “Here are the things we do to the customer… ” They focused on our selling activities and less on the customer buying process. Many methodologies actually only address a subset of the selling process.

Objection handling 105

Objection handling Sales Retail Up-sell 105

Gong.io

NOVEMBER 5, 2019

Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection. And while there are lots of objection handling techniques , there’s one you probably don’t know about (but should).

Process 54

Process Objection handling Technique Strategize 54

Partners in Excellence

JULY 8, 2020

But, the idea challenged me, if I were to write a book on complex B2B selling, what would I write, how might I create something that would have a real impact on how we engage customers and move them through their buying process. We create a whole set of processes, techniques and language that is foreign to everyone but sellers.

B2B 96

B2B Sell Objection handling Technique 96

Gong.io

AUGUST 22, 2018

Split everyone into groups, and have them brainstorm the right questions to ask, specific for your sales process. Your sales team can be amazing at discovery, presenting, and objection handling. Once you have all of these scenarios mapped out, brainstorm how to handle them. They follow a systematic sales call process.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

MAY 18, 2018

It can help you achieve a larger, strategic objective. Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. Flat-footed objection handling goes out the window too. You’ll have to up your game on objection handling techniques.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Gong.io

JUNE 8, 2022

Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. For modern sales teams, the MEDDIC sales process is the embodiment of the old saying, “An ounce of prevention is worth a pound of cure.”

Process 62

Process Objectives and Key Results Quota Sales 62

Heinz Marketing

APRIL 22, 2023

7 Winning Steps for Effective Objection Handling by Marcus Chan The key to effective objection handling is using a question-based framework that puts the prospect at ease. Balancing those variables is a complex process, but it can be simplified with the right resources.

Growth 59

Growth B2B Objectives and Key Results Objection handling 59

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit features keynotes from industry-leading sales practitioners to deliver educational and actionable content across two tracks (strategic and tactical) including the following topics: Revenue Operations Technology — Harnessing Automation and AI for a Killer Sales and Marketing Stack. What Will You Learn?

Cold Call 75

Cold Call Customers Objection handling Education 75

Openview

JULY 23, 2018

If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots. As a sales leader, it’s your job to constantly assess your team’s performance and make changes to your messaging and process and to improve the way your team performs. Did we schedule the next step?

Objectives and Key Results 62

Objectives and Key Results Process Contract Sales 62

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. Master the mental game and you can adapt to any sales environment, process, or buyer. Learn the difference between value and impact, the 2 types of impact that drive buying decisions, and a simple process for creating a journey that actually works. Who doesn’t?

Gaming 119

Gaming Objectives and Key Results Sales Up-sell 119

Martech

JULY 19, 2023

They wanted me to go to Walmart stores and manage the inventory process and I thought about it and I was like I can’t say that I work for Walmart. I got to really know outbound marketing: Objection handling, what do we say to a customer? Business email address Subscribe Processing. I just can’t do it.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. Sales process documentation. What to be on the lookout for during the sales process?

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Step 1 – Prospecting: Get the First Meeting of the Sales Process.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

DECEMBER 2, 2019

It’s based on the systems, processes, and institutional knowledge that result in five positive outcomes: Understanding deals in flight. Getting a handle on at-risk deals. Our panelists are masters at deal success, so we asked them to tell us about the systems and processes that keep their deals on track to close.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

Gong.io

NOVEMBER 12, 2021

It’s not getting them to share their “top strategic priorities.”. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Buying process: Walk me through how you purchased [incumbent]. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Pop!

SEPTEMBER 13, 2024

These tasks take time away from focusing on strategic work and building customer relationships. AI and automation are transforming sales processes by eliminating repetitive tasks. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. for live insights during sales calls.

Objectives and Key Results 52

Objectives and Key Results Objection handling CRM Pipeline 52

InsightSquared

JULY 21, 2020

It prepares reps for every question, objection, or speculative comment a prospect makes. Strategic Prospecting Skills. Strategic prospecting begins with a search for referrals of existing connections to new prospects that fit the ideal customer profile. Sales Process Adherence. Objection Prevention. Demo Skills.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Hubspot

JUNE 13, 2018

SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. SPIN Objection-Handling Techniques. Advantages are less effective later in the sales process. Does this process ever fail? What’s your process for X? SPIN Selling Book Summary. SPIN Questions.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Veloxy

MAY 24, 2023

It provides valuable insights into the health and effectiveness of your sales process, allowing you to identify areas for improvement and drive revenue growth. It provides insights into the efficiency and speed of your sales process. This acceleration in revenue can lead to significant business growth and financial success.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Highspot

SEPTEMBER 11, 2023

This ensures reps can engage with customers at every stage of the buying process, from initial contact to closing the deal. Establish consistent messaging and processes: Have sales leaders ensure every team member is on the same page, delivering a uniform and professional customer experience.

Objection handling 59

Objection handling Sales Technique Customer Relationship Management 59

PandaDoc

JUNE 11, 2024

The B2B sales process involves several key stages : prospecting, qualifying, connecting, pitching, and closing. Embrace technology and resources to automate and streamline your sales process. B2B sales, or business-to-business sales, describe the complex process of delivering products, services, or SaaS to another business.

B2B 52

B2B Process B2C Objectives and Key Results 52

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. This equips sales professionals to address common objections that decision-makers may have.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

MAY 12, 2019

They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. Your approach for the rest of your sales process depends entirely on what you learn in this conversation, so get lots of information out of your buyer. Change can happen at any point in your sales process.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

The 5% Institute

MAY 24, 2023

By understanding the importance of sales, businesses can focus on improving their sales processes and achieving better outcomes. This includes developing effective communication skills, active listening, persuasive negotiation, objection handling , and relationship building.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. Are sales reps following processes? Factors That Affect a Sales Team’s Performance Sales performance is impacted by many factors, from industry disruptions to poor processes and lack of skills.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Sales Hacker

MAY 2, 2018

It can help you achieve a larger, strategic objective. Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. Flat-footed objection handling goes out the window too. You’ll have to up your game on objection handling techniques.

Pipeline 56

Pipeline Objectives and Key Results Objection handling Sales 56

Gong.io

SEPTEMBER 22, 2021

PS: Feeling super pumped about improving your sales processes? According to our data, close rates increase when buyers mention the competition early on, and drop when they’re mentioned late in the sales process. (As Objection handling. How well do your reps respond when buyers raise objections? Go on… have a boo.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

MAY 14, 2018

Here’s the bottom line: if you want to drive sales results, you need a repeatable, scalable process you can apply to your entire sales team. Your sales training process will probably be ad hoc. It has become a key sales function that top sales organizations recognize as a strategic advantage. 1) Increased revenue.

Objectives and Key Results 68

Objectives and Key Results Cross-sell Objection handling Sales 68

Gong.io

MAY 18, 2018

It can help you achieve a larger, strategic objective. Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. Flat-footed objection handling goes out the window too. You’ll have to up your game on objection handling techniques.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

Highspot

JULY 6, 2023

Sellers will also better understand customer needs and apply technology like CRM to streamline processes when fully equipped. Sellers must know your company and product, understand the market, give good presentations, handle objections, use tech tools, manage time, and build strong relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Hubspot

JUNE 5, 2019

Less control: You’re not directly managing the sales process. Sales process maturity: Before you can teach other people how to sell your product, you need to understand how to sell it yourself. A simple, straightforward, relatively short process is ideal. Process: Your partner’s sales process should be compatible with yours.

Commission 76

Commission Sales Cross-sell Consult 76

The 5% Institute

JUNE 7, 2023

B2B sales consulting plays a pivotal role in helping businesses achieve their sales goals and optimize their revenue generation process. These consultants work closely with organizations to identify areas of improvement, optimize sales processes , and streamline operations.

Consult 52

Consult B2B Growth Strategic partnership 52

Gong.io

JANUARY 25, 2019

To tee it up well, let the candidate know that your hiring process includes talking to former bosses. It will become obvious if they have poor relationships with former bosses (usually a red flag), and many will self-qualify themselves out of the hiring process after the interview. What’s your process? No BS allowed.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

Sales Hacker

APRIL 26, 2018

Nor can a salesperson achieve decent performance metrics without strategic thinking , affinity to technology , and presenting. Business acumen stems from a practical awareness of the different aspects, units, processes, and roles that comprise a successful business, and how these components relate to each other. by Seth Godin.

Drivers/motivators 61

Drivers/motivators Non-Profits B2B Strategize 61

Sales Pop!

SEPTEMBER 5, 2024

Sales methodologies are essential frameworks that guide sales professionals through every step of the sales process. The Importance of Sales Methodology Adherence Sales methodologies are not just guidelines; they are strategic roadmaps that, when followed correctly, can lead to predictable and successful outcomes.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Follow-up 52

The 5% Institute

MARCH 12, 2024

Integrate e-commerce platforms to streamline the basic sales process , offering customers a convenient and seamless shopping experience. Overcoming Common Challenges in Basic Sales Navigating Obstacles to Achieve Sales Success Handling Objections: Equip your sales team with effective objection-handling techniques.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

SaaStr

JANUARY 21, 2020

I talked to so many people and say, “Do you ask your salespeople to go through role-plays during your interview process?” Hey Dan, these are the quotas that we talked about during the interview process. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships.

Quota 130

Quota Sales Healthcare Territory 130