Cerebral Selling

SEPTEMBER 27, 2022

With heavy talk of inflation and a looming recession (or a recession that’s already started) buyers are anxiously shifting their budgets, headcount, and growth plans, leaving salespeople to hear objections like: now isn’t the right time. How to connect and even get the attention of prospects during this time. Delivering the Narrative.

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Objection handling Sales Construction Growth 207

Hubspot

MARCH 2, 2018

Common Sales Objections. Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling?

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Objection handling Contract Up-sell Price 101

Sales Hacker

FEBRUARY 21, 2019

Last time Josh Braun joined up with the Sales Hacker community, he shared a framework for making objections feel like water off a duck’s back. So make sure to join the live version so Josh can teach you how to handle the objections that you face most. We’ll also be taking requests!

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Objection handling Prospecting Sales 58

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

The 5% Institute

AUGUST 2, 2022

These sales drills are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales drills are fun, there’s a better return on your time spent. In this article, we’ll explore five effective sales drills that you should do with your sales team. Validate the objection.

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Objection handling Appointment Sales Clients 140

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? Why should you ask open ended sales questions?

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Objectives and Key Results Sales Objection handling Follow-up 246

Lead Fuze

JULY 18, 2023

Learning how to handle objections in sales calls is a crucial skill for any sales professional. In this blog post, we’ll delve into the art of handling sales objections effectively. We will also highlight the importance of building trust with prospects through effective objection handling.

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Objection handling Cold Call Contract Pitch 52

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. 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 67

Engage Selling

DECEMBER 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across. First, pause … Read More »

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Objection handling Technique Sales Process 56

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! Here are three powerful ways to use inoculation in your sales motion. We had successfully inoculated them. Warnings and Caution!

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Objection handling Cross-sell Price Up-sell 201

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.

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Prospecting Conversion Legal Sales 68

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

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Objection handling Construction Technique Drivers/motivators 107

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 113

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. Not All Sales Team Building Games Are Equal. Our five prescribed sales team building games will help you achieve both.

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Gaming Objection handling Pitch Sales 134

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. This will help them tailor their approach and messaging to resonate with your prospects and customers.

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Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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Technique B2B Cross-sell B2C 52

The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. When sales training activities are fun, there’s a better return on your time spent. 5 x Effective Sales Training Activities to Boost Your Sales Skills.

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Objection handling Sales Appointment Clients 98

criteria for success

AUGUST 3, 2022

For instance, if they think they’re being too pushy they'll avoid asking key questions to qualify a sale. If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! Head Trash and Handling Objections. Handling Objections.

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Meeting Objection handling Sales Conversion 98

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Prospecting is hard. The Top 7 Prospecting Objections.

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Prospecting Objection handling Appointment SQL 101

The 5% Institute

JUNE 27, 2023

In the world of business, sales play a crucial role in driving growth and profitability. A well-executed sales motion can make all the difference in achieving sales targets and establishing a strong market presence. The Importance of an Effective Sales Motion An effective sales motion is vital for business success.

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Objection handling Drivers/motivators Technique Sales 52

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

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Objectives and Key Results Negotiate Sales Technique 110

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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Prospecting Cold Call Referrals Objectives and Key Results 104

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

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Sales Technique Objection handling Pitch 52

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Our guide provides critical strategies and sales readiness tools to ensure your sellers have the core knowledge and skills to thrive.

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Objection handling Sales Technique CRM 59

Lead Fuze

JUNE 30, 2023

Successful salespeople recognize that it’s not just about sealing the deal; they must comprehend their prospective customers, make use of suitable instruments and strategies, and continually refine their selling process. We’ll discuss the importance of persistence and thorough research in achieving your sales goals.

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Objectives and Key Results Objection handling Technique Pitch 52

The 5% Institute

AUGUST 14, 2023

Are you ready to take your sales career to the next level? A well-structured and effective 30 60 90 day sales plan can be your ticket to achieving remarkable results and standing out in a competitive market. Introduction Embarking on a new role in sales requires careful planning and a strategic approach.

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Objectives and Key Results Strategic partnership Objection handling Territory 52

The 5% Institute

MARCH 28, 2022

Are you looking for a proven sales playbook to use for consistent, repeatable sales? In this article, we’ll detail the 10 step sales playbook that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. The Benefits Of Using A Sales Playbook.

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Technique Sales Clients Consult 144

Heinz Marketing

APRIL 22, 2023

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. 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.

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Growth B2B Objectives and Key Results Objection handling 55

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. In this article, we’ll explore: The upfront requirements to be a successful Sales Professional.

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Closing Objectives and Key Results Lead generation Sales 145

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

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Retail Objection handling Sales Cross-sell 64

criteria for success

JANUARY 20, 2022

If you're looking to effectively handle sales objections, keep reading! Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. 1: “That sounds expensive.”.

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Objection handling Cold Call Sales Trust 52

The 5% Institute

JUNE 15, 2023

One crucial role in achieving these goals is that of a Sales SDR (Sales Development Representative). A Sales SDR plays a vital role in generating leads, nurturing prospects, and supporting the sales team in driving revenue. What is a Sales SDR? What is a Sales SDR?

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Lead generation Relationship building Objection handling Sales 52

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

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Cold Call Objection handling Technique Sales 122

Partners in Excellence

OCTOBER 19, 2020

I’ve gone through training in countless sales methodologies. Our own company has developed and implemented sales methodologies used by thousands of sales people–though all of our work is customized to the strategies, priorities, culture/values of the organizations we work with. I admire the author in taking the time.

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Hubspot

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Objectives and Key Results Objection handling Construction Represent 70

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. Not All Fun Sales Training Games Are Equal. Our five prescribed fun sales training games will help you achieve both.

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Gaming Objection handling Pitch Clients 98

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes.

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Objection handling Quota Entertainment Up-sell 104