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

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

Salesforce

NOVEMBER 15, 2024

Customer Support: A Customer Support Representative or Customer Success Manager is responsible for providing assistance and resolving inquiries from customers regarding products or services. They handle various forms of communication, such as phone calls, emails, or live chat, to ensure timely and satisfactory resolutions to customer issues.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

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 Pipeline 107

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 139

Customers Objectives and Key Results Objection handling Growth 139

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 90

Objectives and Key Results Cold Call Objection handling Inside sales 90

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

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

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 CRM 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

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 113

Sales Cross-sell Pipeline Negotiate 113

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 129

Gaming Objectives and Key Results Sales Up-sell 129

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

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 92

Lead generation Profit margin Tradeshows Objectives and Key Results 92

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.

Objection handling 52

Objection handling Pitch 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

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 Represent 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

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 60

SQL Appointment Pipeline Lead generation 60

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

The 5% Institute

JUNE 15, 2023

One crucial role in achieving these goals is that of a Sales SDR (Sales Development Representative). Training should cover effective communication, product knowledge, objection handling, and sales techniques.

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Highspot

JANUARY 9, 2024

Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Product Training Product training dives into what’s being sold, ensuring sales representatives can speak confidently and accurately about the products or services and their benefits.

Technique 52

Technique B2B Cross-sell B2C 52

PandaDoc

APRIL 3, 2023

A sales playbook isn’t meant to be just a bunch of call scripts and strategies on how to handle standard objections. If it’s limited to this, not only will it be insanely boring, but will quickly lose its relevance, especially for your more skilled sales representatives who don’t need rigid scripts to be successful.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

The 5% Institute

MAY 26, 2023

This includes understanding the buyer’s journey, objection handling , and effective communication techniques to close deals and drive revenue. These profiles represent their ideal customers, helping them understand who their products or services are most relevant to.

Go To Market 52

Go To Market Objectives and Key Results Customer Relationship Management Price 52

SBI

FEBRUARY 10, 2020

Sales managers must train up new reps on products, talking points and value propositions, objection handling, sales operations, and much more, and do it as quickly as possible so they can begin hitting quota and contributing to the company’s bottom line.

Objectives and Key Results 54

Objectives and Key Results Sales CRM Objection handling 54

Salesforce

FEBRUARY 19, 2024

This team should represent different aspects of the customer journey and sales process. Document the sales process with reps Collaborate with sales representatives to outline each stage of the sales cycle. Here are the steps to follow to ensure your playbook covers everything you want your sales team to know: 1.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

AUGUST 1, 2022

A prospect’s current state represents their physical and literal situation. A prospect’s future state represents their ideal outcome. The gap represents the “distance” between your prospects’ current and future state. Let’s take a closer look. Current state. It describes what they’re going through right now.

Sell 62

Sell Up-sell Prospecting Follow-up 62

PandaDoc

JUNE 11, 2024

What is a B2B sales representative? B2B sales representatives seek, build, and nurture relationships with corporate stakeholders with the end goal of selling them a product or service. It’s where your sales representatives put together a presentation that showcases what your solution can do for the company.

B2B 52

B2B Process B2C Objectives and Key Results 52

Gong.io

NOVEMBER 9, 2022

It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . The more information your reps can gather, the better they will be able to overcome common objections. Reframing the objection.

Pitch 62

Pitch Cold Call Sales Referrals 62