Highspot

NOVEMBER 24, 2024

Sales enablement training is not a one-time effort; it’s a long-term initiative that benefits sales representatives from their first day with your organization. For instance, you might discover that some reps struggle with objection handling by monitoring calls. It starts with a structure, goals, and needs identification.

Pitch 52

Pitch Sales Technique Cross-sell 52

Sales Gravy

JULY 1, 2025

You can have the perfect pitch, flawless product knowledge, and ironclad objection handling skills, but if you walk into that appointment carrying the baggage from your last three rejections, you're dead in the water before you even ring the doorbell. To them, you represent their entire experience with your organization.

Appointment 65

Appointment Objection handling Pitch Quota 65

Salesforce

DECEMBER 3, 2024

Many potential buyers view salespeople with trepidation, often due to hard-charging representatives who will say anything to get them to sign on the dotted line. Sandler helps improve deal-closing rates: The focus on building rapport and gathering crucial information means that sales representatives will spend far less time chasing dead ends.

Sell 52

Sell Technique Contract Territory 52

Highspot

JULY 9, 2025

Provide in-depth sales training and coaching for reps Investing in ongoing training and personalized coaching around things like value selling and objection-handling ensures your sales reps have the skills and knowledge necessary to excel.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Salesforce

FEBRUARY 3, 2025

Account development representative (ADR) A sales professional responsible for developing sales strategies, identifying potential customers, maintaining market awareness, and initiating outreach to book more demos and meetings. Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Salesforce

FEBRUARY 17, 2025

Leverage the sales funnel model The sales funnel represents the customer journey from awareness to purchase, helping businesses understand where prospects drop off and how to guide them toward conversion. The more you understand their priorities, language, and challenges, the better you can position your offerings to resonate and drive sales.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

APRIL 16, 2025

Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology. Salesforce Sales Representative Certification Who they are: Salesforce is a leading CRM platform provider. Discounts are offered for groups of three or more from the same organization.

Technique 89

Technique Territory Sales Price 89

Partners in Excellence

OCTOBER 19, 2020

“Closing and Objection handling” are artifacts of selling, not of buying. Perhaps we need to go back to the drawing board and look at new approaches that represent today’s buying challenges. Few of the methodologies focus on project management, collaboration, critical thinking, problem solving, curiosity.

Objection handling 105

Objection handling Sales Retail Up-sell 105

Partners in Excellence

OCTOBER 29, 2020

Since the represent unknown unknowns, they represent situations the customer (and we) have never experienced Though we don’t know what the answers are, there are some pretty standard methods to experiment and figure these things out. The complex and chaotic environments require very different approaches.

Sales 111

Sales Objection handling Represent Negotiate 111

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . But regardless of your plans, you’re a sales development representative. C’est la vie.

Cold Call 92

Cold Call Objection handling Objectives and Key Results Represent 92

Sales Hacker

JUNE 27, 2022

For example, if a rep has strong discovery and objection handling skills, they’re more likely to be successful than those who struggle in this area. Business development representatives. For example, a seller needs to have solid product knowledge, as well as a great understanding of competitors. Channel sales. Customer success.

Objectives and Key Results 120

Objectives and Key Results Objection handling GTM Quota 120

Score More Sales

SEPTEMBER 26, 2014

Objection Handling. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. The Shocking Value Statement. Listen Up & Learn. Motivate to Act.

Sell 90

Sell Objection handling Pitch Sales 90

Hubspot

SEPTEMBER 14, 2023

Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Coaching centers around the individual sales representative and their goals, providing its own benefits. This approach was characterized by comments like, “I think you're doing a great job, but.” Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. In the modern sales floor, sales representatives interact, share goals, and work together with their peers from business development, account management, sales ops, marketing, finance, and other teams. Just like a project, sales consists of tasks and activities. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Repeat business 107

Sales Hacker

AUGUST 28, 2019

You just hired a new Sales Development Representative ! Objection handling. You did it! He or she is 24 years old, with plenty of lead generation experience, is sharp, and is ready to crush it. Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. CRM maintenance. New trends.

Objectives and Key Results 92

Objectives and Key Results Cold Call Objection handling Inside sales 92

Partners in Excellence

JANUARY 25, 2024

We train our people in competitive differentiation and objection handling. And…… I’ve only addressed the opportunity represented by those customers who have already committed to a change effort but need help. We train our people in our products and their superiority.

Customers 138

Customers Objectives and Key Results Objection handling Growth 138

Hubspot

AUGUST 6, 2019

Practice negotiating and common object handling. This allows you to gauge whether a rep is ready to start representing your company in front of prospective clients. Even experienced reps need to know how your company approaches the negotiation phase. What are your parameters for discounts and sales?

Negotiate 101

Negotiate Territory CRM Objection handling 101

Highspot

NOVEMBER 9, 2023

Needs Assessment Interactive Presentations: Sales representatives can utilize interactive presentations and tools within the digital sales room to help prospects assess their needs and explore potential solutions. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

JANUARY 12, 2021

Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Veloxy

MAY 24, 2023

It represents the volume of prospects your sales team engages with at any given time. Average Deal Value : This component represents the average monetary value of each deal or opportunity in your pipeline. It helps you gauge the potential revenue associated with each opportunity. Learn more about sales enablement.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical Sales 130

Gong.io

DECEMBER 2, 2019

The panelists represented functions that are the ‘backbone’ of sales, including sales enablement and product marketing: Robin Norris, SVP Sales Effectiveness at Experian; Nikki Curtis, Head of Enablement at Slack; and Yuri Solomon, Head of Product Marketing at G2. Retraining them on objection handling is the right solution.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

PandaDoc

MAY 31, 2024

Regardless of how your sales process map will be visualized, it should clearly represent the buyer’s journey from the first contact to closing the deal. Involve representatives from sales, marketing , customer success, and any other departments that may provide insight. Regularly review and update the stages as needed.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Sales Hacker

FEBRUARY 2, 2021

Sales representatives can achieve this by advertising their product/service on social media sites such as Facebook and Instagram, blogs, and even podcasts. Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Preparation. Closing the sale.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

NOVEMBER 26, 2019

Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. In this talk, he’ll break down the 5-step objection handling process that he’s tested and refined over his 20+ years of sales experience. If so, you’re in the right place.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Sales Hacker

NOVEMBER 5, 2018

” Ensure Quality Training : When you spot any mistakes in messaging, objection handling, or how to react to competitors, there should be someone training the SDR, and the training should be good. To verify ask: “I need to have control over the quality of conversations.

Lead generation 96

Lead generation Profit margin Tradeshows Objectives and Key Results 96

The 5% Institute

JUNE 7, 2023

I n-person sales involve face-to-face interactions between sales representatives and potential customers, providing a unique opportunity to build personal connections and drive business growth. Face-to-face interactions allow sales representatives to engage on a deeper level , build rapport, and create a lasting impression.

Represent 52

Represent Technique Sales Objection handling 52

Highspot

JANUARY 4, 2024

Role-Playing Exercises: Conduct role-playing sessions to allow sales representatives to practice delivering the sales pitch. Overcoming Objections Objection-Handling Techniques: Anticipate common objections and provide strategies for overcoming them. Conduct role-playing exercises to practice objection-handling.

Pitch 52

Pitch Objection handling Sales Technique 52

Gong.io

JULY 11, 2022

When you book a demo with one of the team, you’re speaking with an insides sales representative. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads. Objection-handling skills. Proficiency in understanding and amplifying customer pain points.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

The 5% Institute

AUGUST 10, 2023

Their primary goal is to initiate conversations, build rapport , and ultimately schedule appointments for sales representatives or business owners to further the sales process. Scheduling Appointments The culmination of an appointment setter’s efforts is scheduling a meeting or call between the prospect and the sales representative.

Appointment 52

Appointment Lead generation Objection handling Pitch 52

SalesLoft

SEPTEMBER 5, 2018

The preview pane (represented below in the area outlined in purple) is the area of an email that is potentially viewable prior to the recipient opening up an email. These support pieces may include marketing materials such as case studies or content related to objection handling.

Objection handling 52

Objection handling Sales Represent Start-ups 52

InsightSquared

JULY 21, 2020

Objection Prevention. Great sales reps practice the art of proactive objection prevention before they arrive at objection handling. By training your reps to think strategically, they can mitigate objections before they even arise. Objection Handling.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Highspot

OCTOBER 11, 2023

Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. Company culture: Create an environment representing your company’s values, beliefs, and ethical standards. Objection Handling: Equip your team with objection-handling techniques to overcome common customer objections effectively.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Sales Hacker

MAY 31, 2018

The SDR position represents the entry point for a career in tech sales. Objection handling. Because many of the tasks SDRs need to perform, software automations represent a very welcome addition to the SDR’s tool kit. Introduce SQL and account executive. Sales Development Skills and Salaries. Product knowledge.

SQL 64

SQL Appointment Pipeline Lead generation 64

SalesLoft

DECEMBER 11, 2019

Last year, the number of business buyers who said they found interacting with a representative superior to gathering information on their own slightly increased. Repetitive tasks, endless prospecting, objection handling, RFPs, armies of stakeholders to convince. We’ve heard this for years, but the times they are a-changin’.

Objection handling 52

Objection handling B2B Pitch Education 52

PandaDoc

NOVEMBER 12, 2020

At HubSpot, we define objections as “… issues that prospects communicate to sales professionals as reasons why they can’t buy a product or service from them. ” Oftentimes salespeople view objections as negative. Objections are an inevitable part of the sales process.

Presentation 98

Presentation Prospecting Closing Objection handling 98

The 5% Institute

JULY 5, 2023

The Importance of Sales Collateral Sales collateral plays a crucial role in the sales process by enabling sales representatives to effectively communicate with prospects and customers. It serves as a powerful tool that helps build credibility, highlight the unique selling points of a product or service , and overcome objections.

Sales 52

Sales Objection handling Click Through Rate Lead generation 52

Highspot

JULY 6, 2023

Objection handling: Teaching sellers to overcome fear, uncertainty, and doubt using objection-handling strategies, such as good communication, competitive intelligence, and product and industry knowledge, will help ease customer opposition. Invest in sales training.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52