RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. Analyze sales conversations in real-time to improve coaching and objection handling. The modern sales ops team is no longer just responsible for reporting and CRM management.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Highspot

JUNE 24, 2025

Objection handling Buyer objections are invitations to share even more information and insight. This role-play helps sales reps practice answering tough questions and objections with understanding, explore the “why” behind the objection, and reframe the conversation around value.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Highspot

MAY 26, 2025

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. For example, if data shows a sales rep struggles with objection handling, coaches can deploy targeted role-plays or microlearning modules. Shows the strategic value of training investments.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Salesforce

NOVEMBER 15, 2024

The manager role involves strategic planning, performance analysis, and fostering a motivated and productive SDR team. Objection handling assessment 3. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team. Complete onboarding 2. Successfully deliver who, what, why, how 3. Sit in on 25 demos 1.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Hubspot

JULY 18, 2025

Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs. I see this kind of strategic onboarding as turning your buyer into a trusted voice inside the organization. The VP didn’t need to re-explain anything.

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

Highspot

NOVEMBER 24, 2024

Without a structured plan, enablement teams often find themselves in a reactive mode, fire-fighting urgent short-term tasks rather than focusing on more strategic long-term projects. For instance, you might discover that some reps struggle with objection handling by monitoring calls.

Pitch 52

Pitch Technique Sales Cross-sell 52

Highspot

FEBRUARY 20, 2025

Key Takeaways Reps who anticipate sales objections and approach them strategically build stronger relationships and close more deals. Active listening skills are essential for overcoming objections. What is Objection Handling? The first thing a prospect says isn’t always the real objection.

Objection handling 52

Objection handling X-functional Technique Price 52

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. With longer sales cycles, multiple decision-makers, and higher stakes, these deals demand a strategic combination of deep buyer understanding, skilled communication, and the right technology to drive success.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Highspot

MAY 18, 2025

Account-based marketing (ABM) is a strategic approach that targets high-value accounts rather than casting a wide net. Sales playbook components include: Objection-handling tips: Quick responses to common pushbacks, like budget or timing concerns, to keep conversations moving. What is account-based marketing?

Healthcare 52

Healthcare Objectives and Key Results Finance Sales 52

SalesHood

JULY 11, 2025

Even when it’s accessible, reps aren’t always trained on how to use it strategically within their sales process. 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.

Quota 52

Quota Objection handling Price Trust 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

Highspot

JULY 15, 2025

Many MedTech executives now view emerging digital technologies, including predictive data analytics, AI/ML, and cloud computing, as strategic priorities for their companies. However, the pace is picking up. Like many other industries, many MedTech manufacturers and suppliers had limited remote selling infrastructure before 2020.

Healthcare 52

Healthcare Customers GTM Hospitality 52

Sales Hacker

FEBRUARY 18, 2025

You know, a bunch of Q& A and sort of objection handling. You know, he always says, don’t get the VP too early, because you want someone who can kind of grow that managerial emotion, and then you want that person who’s a true VP who can think much more strategically. Hey, how are we going to go internationally?

GTM 99

GTM Quota Drivers/motivators Sales 99

Highspot

MARCH 24, 2025

For example, host 60-minute monthly online sessions and quarterly business reviews (QBRs) where sales, marketing, and customer success teams discuss best practices, review recent wins, and practice objection-handling techniques. – Data drives all hiring, forecasting, and strategic decisions.

GTM 52

GTM Cross-sell Pipeline CRM 52

Salesforce

APRIL 16, 2025

Some training programs cover essential management skills like coaching, sales performance management , motivation, conflict resolution, and strategic planning. Topics could include a deep-dive discovery, advanced closing techniques, objection handling, negotiation skills, and buyer psychology.

Technique 89

Technique Territory Sales Price 89

Cerebral Selling

JANUARY 18, 2021

But to avoid getting pushed around in a negotiation with a particularly aggressive customer, they might choose to strategically (and temporarily) abdicate their authority to their CFO, saying something like, “unfortunately, a discount that large would need to be approved by our CFO but I’ve never seen her grant something like that before.”

Objection handling 204

Objection handling Negotiate Strategize Presentation 204

Cerebral Selling

SEPTEMBER 12, 2022

I refer to this in my objection handling course as “ turning the future into the past ”). Doing so will not only help them more deeply understand its tactical value but its strategic and emotional value as well. Suppose you don’t act to solve this problem. What might happen 6-12 months from now? (I Will the problem go away?

Customers 220

Customers Objectives and Key Results Objection handling Drivers/motivators 220

Sales Hacker

AUGUST 25, 2021

While SDRs can create templates (objection handling, re-engagement, referral, etc), they must be approved by SDR leadership and RevShoppe before being uploaded into Outreach and turned on for the entire team to use. The post How We Increased SDR Qualified Opportunities by 92% with Strategic Sequences appeared first on Sales Hacker.

Strategize 111

Strategize Referrals Territory Follow-up 111

The 5% Institute

JUNE 15, 2023

Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy. By demonstrating genuine interest and understanding, you create a foundation for effective objection handling. Anticipate potential objections and provide relevant information and solutions proactively.

Objection handling 52

Objection handling E-commerce Real Estate Transportation 52

Sales Pop!

SEPTEMBER 13, 2024

These tasks take time away from focusing on strategic work and building customer relationships. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. Track Key Metrics : AI can monitor metrics such as customer engagement, call duration, and objection handling.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. It’s also there to make sure your big-bet strategic initiatives succeed, even if it means changing tack part-way through them. So, what is Sales Enablement?

Quota 164

Quota Sales Strategize Cross-sell 164

Veloxy

FEBRUARY 13, 2023

Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor. This means you’re going to have to address objections, concerns, and perceptions that the customer has with your product or service. What concerns do you have about using [solution]?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Sales Pop!

SEPTEMBER 5, 2024

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. These methodologies often include steps like prospecting, needs analysis, presentation, handling objections, and closing the deal.

Objectives and Key Results 130

Objectives and Key Results Technique Objection handling Follow-up 130

Partners in Excellence

JULY 8, 2020

We talk about our selling process, we talk about techniques and things like prospecting, qualifying, objection handling, closing. Likewise, I wouldn’t talk about things like objection handling and closing. We embed a whole bunch of words that immediately put a chasm between sellers and everyone else.

B2B 96

B2B Sell Objection handling Technique 96

Partners in Excellence

OCTOBER 19, 2020

“Closing and Objection handling” are artifacts of selling, not of buying. Consultative selling, SPIN, Strategic Account/Large Account Selling, Customer Focused Selling.) Few of the methodologies focus on project management, collaboration, critical thinking, problem solving, curiosity.

Objection handling 105

Objection handling Sales Retail Up-sell 105

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 85

Cold Call Customers Objection handling Education 85

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. Here’s a closer look at four strategic changes sales leaders are making to build a deep sales culture.

Growth 59

Growth B2B Objectives and Key Results Objection handling 59

Gong.io

JUNE 19, 2018

Mega-successful reps are some of the most methodical and strategically minded people in business. Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Here’s How the Pros Do It. You’ve just done an amazing demo, so why is your buyer voicing objections?

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

NOVEMBER 26, 2019

Sales Consulting & Strategic Selling Programs. 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.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? With Citigroup, I really understood the division I was in. It was credit cards and. It was a call center. I managed a floor of people. How do we get them to pay? All kinds of things.

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. . #2: Objections. 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

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. . 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

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

Gong.io

DECEMBER 2, 2019

It’s worth uncovering, for example, that your reps handle objections by talking up product features. Retraining them on objection handling is the right solution. Figure out what to do next by reviewing past interactions using RI so you have a strategic advantage. Only RI can give you that insight.

Objectives and Key Results 71

Objectives and Key Results Objection handling Strategize Up-sell 71

Highspot

SEPTEMBER 11, 2023

Gain a competitive advantage: A well-prepared sales team that can execute strategic selling will outperform competitors and set your company apart. This could involve a sudden pivot, a fast objection-handling response, or a thorough understanding of competitor weaknesses that can be used at a moment’s notice.

Objection handling 59

Objection handling Sales Technique Customer Relationship Management 59

Highspot

NOVEMBER 9, 2023

Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories. 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

The 5% Institute

AUGUST 14, 2023

Introduction Embarking on a new role in sales requires careful planning and a strategic approach. Refine your pitch, work on objection handling , and practice active listening. Navigating Objections with Confidence Objections are a natural part of sales. Highlight the strategic thinking and goals behind your plan.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52