Veloxy

SEPTEMBER 28, 2023

The average door-to-door salesperson makes about $22.90 Know Your Product Well Before you start thinking about the most effective sales techniques, you need to cover the basics. If someone is interested in your product, they’ll have more questions about it, and it’s vital you can answer these quickly and clearly.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

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! Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

SalesLoft

MAY 13, 2024

We found that when sales reps and buyers discuss timing and objections early on in a deal cycle, those deals tend to accelerate to the next stage faster and are more likely to move to closed won. If they did talk about timelines, they only spent about 20 days in each stage of the cycle across all deals, won or lost. Why is this?

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel. You might be sitting there thinking: ”well, yeah. Well, let’s think about it.

Niche 137

Niche Intrinsic Campaign B2B 137

SalesProInsider

OCTOBER 18, 2023

Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations. What are the too-common concerns or objections where advisors might lack conviction? What are the too-common concerns or objections where advisors might lack conviction?

Conversion 139

Conversion Sales Pitch Clients 139

Martech

DECEMBER 8, 2023

Identify supporting objectives Next, identify supporting objectives that help you get closer to achieving your goal. If you’re goal is to capture the largest market share for your product, for example, you need to identify objectives that help establish your company as the industry leader. Where is your brand going?

Electricity 134

Electricity Represent Niche Campaign 134

Partners in Excellence

MARCH 20, 2024

How do I handle objections… ?” For example, “CFOs care about these things… ” Well duhhhh! Some of the interest is a “shiny object” reaction. We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. What are trends… ?

Gaming 122

Gaming Engineering Presentation Start-ups 122

Tibor Shanto

JUNE 29, 2021

Not the act of doing ‘a demo’, but more about timing and the purpose for one. You can cop out, and do the demo you think they want, or deliver a demo that moves deals? There are several moving parts at play, you need to think about what you can control and move forward. As always, you have a choice. Demo Your Change.

Up-sell 293

Up-sell Follow-up Sell Start-ups 293

SalesProInsider

JUNE 8, 2023

Why Prospects Hide Their Objections and Concerns Unfortunately, those concerns, challenges, and objections are often hidden. Why don’t prospects freely share their objections and concerns? They’re unsure of their own concerns or about the value of what you’re offering. So, what happens instead? How does this sound to you?

Pitch 114

Pitch Conversion Prospecting Clients 114

Partners in Excellence

APRIL 24, 2024

I just couldn’t think of a better description of something that dominates too many selling conversations. Whether it’s the initial purchase, or the renewal/extension, we and our customers waste too much time in p **g contests about price. We present our price, the customer’s moral obligation is to object to the price.

Price 77

Price Contract Presentation Consult 77

Search Engine Land

MAY 9, 2024

” “I think [links will] always be an important part of Search.” I think understanding that, meeting all that needs, is part of what makes Search unique.” Pichai was also asked about search getting worse and “more SEO spam.” And I think we’ve always been able to balance it.

Trust 102

Trust Presentation Meeting Product 102

Partners in Excellence

APRIL 22, 2024

One of the things that always struck me in every interaction with Jim was the balance between strategic and tactical thinking in sales. ” Another area that Jim addresses, perhaps the elephant in the room whenever we start talking about selling, “Negative sales stereotypes are a matter of character, not the profession itself.”

Teamwork 108

Teamwork Sell Strategize Launch 108

Search Engine Land

SEPTEMBER 15, 2023

It’s so easy to get excited about the potential of generative AI and what it means for an SEO strategy. If the client brings up the topic, ask leading questions about what inspired the ask – whether it was an intensive course, first-hand experience, or a stakeholder brainchild. But managing client expectations remains critical.

Clients 137

Clients Objectives and Key Results Legal Engineering 137

The 5% Institute

AUGUST 11, 2022

It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections. By doing so, you’ll eliminate a potential sales objection which we’ll cover shortly. They can’t – and you’ve diffused the objection elegantly, and without being pushy. It’s OK To Say No.

Conversion 140

Conversion Objectives and Key Results Trust Sales 140

Partners in Excellence

JULY 5, 2022

The customer has “objections.” ” Millions are spent, every year, on “objection handling techniques.” The word “objection,” is an adversarial word. Every scenario, legal, political, social, the concept of objection creates an adversarial relationship.

Objection handling 107

Objection handling Legal Technique Gaming 107

Partners in Excellence

SEPTEMBER 22, 2022

I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” On reflection, I thought, “Do we want to eliminate objections? They just stop, hang up, or leave.

Technique 101

Technique Conversion Customers Meeting 101

SalesProInsider

AUGUST 18, 2023

The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Segue Into an Ask to Open the Objection The prospect may start talking at this point if you allow them. Pause again.

Sales 115

Sales Pitch Clients Conversion 115

Martech

MARCH 21, 2024

Define your goals and priorities Before integrating AI into your MOps, you must clearly define your objectives. Your goals should be measurable and directly tied to your company’s key business objectives. As you craft these objectives, consider the following points: Marketing efficiency. Personalization.

Objectives and Key Results 109

Objectives and Key Results Strategize Technology Technology 109

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.

Objection handling 121

Objection handling Technique Pitch Promote 121

The 5% Institute

JULY 5, 2022

Our response is that you should never use exact sales objections scripts, or talk tracks using exact language. We have two issues with using talk tracks, or exact sales objections scripts. When you’ve presented, it’s likely there will be some areas of concern and sales objections prior to them making a buying decision.

Objection handling 141

Objection handling Sales Clients Presentation 141

Search Engine Land

JANUARY 31, 2024

Here’s an example of one such battle, where the task was to write an introduction for a blog post about the best cat food for indoor cats. female) was included as part of a larger Semrush report called Think Big with AI: Transforming Small Business Content Marketing” (PDF download required). Methodology. consumers (50.2%

Product 143

Product Customers 143

The Advantexe Advisor

SEPTEMBER 6, 2023

Every business simulation developed for our clients is designed with a set of learning objectives and outcomes in mind. But should improved business acumen skills really be the objective of a business simulation? It’s kind of crazy to think about, but should the outcome of a simulation-centric learning journey be something different?

Clients 81

Clients 81

Search Engine Land

APRIL 17, 2024

I started thinking about all the other subtle name changes that Google engineers had made to Universal Analytics (UA), which had signaled significant paradigm shifts in GA4: UA used data based on sessions; GA4 uses data based on events. That’s why Google added the Business Objectives collection to GA4 in June 2023.

Conversion 124

Conversion Gaming Objectives and Key Results Referrals 124

Search Engine Land

APRIL 15, 2024

Example Initial goal: Write a blog post about our eco-friendly kitchen products. Revised goal: Our objective is to create an informative blog post about eco-friendly kitchen products that educate users about kitchen sustainability. Incorporate SMART SEO goals to refine and articulate the objectives.

Process 118

Process Objectives and Key Results Angle Follow-up 118

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

The 5% Institute

OCTOBER 7, 2021

In this article, we’ll explore the four most common sales objections, and how to handle them. Although many people teach sales scripts to overcome sales objections, we instead recommend two different methodologies. Read on to learn the four common sales objections, and how to handle them with ease. There’s no need.

Trust 144

Trust Sales Clients Pitch 144

Partners in Excellence

SEPTEMBER 14, 2023

Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. What about the endless internal meetings we have? Use that as think/reflection time.

Sell 137

Sell CRM Technique Territory 137

Martech

DECEMBER 12, 2023

After attending the recent MarketingOperations.com conference (MOps-Apalooza), my cofounder Tyler remarked, “If I had a dollar for every time I heard someone at MOps-Apalooza say something about companies buying software that they never fully implemented, I think my ticket for next year’s conference would be paid for.”

Drivers/motivators 125

Drivers/motivators Technology Technology Campaign 125

Search Engine Land

FEBRUARY 5, 2024

IBM provides the following definition for hallucinations: “AI hallucination is a phenomenon wherein a large language model—often a generative AI chatbot or computer vision tool—perceives patterns or objects that are nonexistent or imperceptible to human observers, creating outputs that are nonsensical or altogether inaccurate.

Teamwork 103

Teamwork Technology Technology Follow-up 103

Partners in Excellence

AUGUST 31, 2023

With smaller groups or one on one’s, I frequently talk about “The Joy of Selling… ” To some this concept may seem a little too soft and abstract. ” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals.

Sell 122

Sell Assembly Line Growth Prospecting 122

Spiro Technologies

OCTOBER 27, 2022

.” What they mean is that (almost) anyone can make a call and go through a sales presentation, but the complexity and challenge of the job increases significantly when it comes time to influence and overcome objections. Objections can vary, and span the gamut from timing to need and even to trust. Here they are: 1. Tell a story.

Price 105

Price Presentation Prospecting Trust 105

Martech

FEBRUARY 5, 2024

IBM provides the following definition for hallucinations: “AI hallucination is a phenomenon wherein a large language model—often a generative AI chatbot or computer vision tool—perceives patterns or objects that are nonexistent or imperceptible to human observers, creating outputs that are nonsensical or altogether inaccurate.

Teamwork 104

Teamwork Technology Technology Follow-up 104

Partners in Excellence

OCTOBER 11, 2023

I’ve been reading about comp plans for sellers. A recent report cited: 97% * of leaders think there are challenges with their comp plans. For example, if we have a new customer acquisition goal, let’s put that goal as a performance objective. They are a huge challenge. The comp plan is only one of those.

Objectives and Key Results 108

Objectives and Key Results Pipeline Finance Quota 108

Partners in Excellence

MAY 6, 2024

Too often, we ask it do things for us, “Generate a prospecting letter…, Tell me how to handle an objection… , Write a response for me…” Responding to our requests, it does exactly what we ask it to do. Explicitly ask it to find errors or flaws in your thinking. It’s how we use these tools.

Prospecting 73

Prospecting 73

SaaStr

JULY 17, 2023

Dear SaaStr:What are some objections that salespeople can’t overcome? A few objections reps think they can overcome … that they can’t: We literally do not need this product now. There’s the classic rule that only about 10% of prospects are truly in-market at any given time, and that’s about right in my experience.

Contract 84

Contract Pitch Gaming Start-ups 84

ConversionXL

JULY 25, 2022

Mailchimp knows, then, that the user’s search intent is to learn more about the subject of email marketing, not about Mailchimp and its features. A strong call to action doesn’t just provide a path forward but removes any barriers or objections. This raises several buyer objections: Do I have to pay?

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

Martech

JULY 13, 2023

There are plenty of articles about what one should do in marketing — best practices , hacks, tips, tricks and so on. However, sometimes it is helpful to think about this in another way. Marketers tend to want to move quickly, collect and use lots of data and be coy about disclosures. That doesn’t sound fun or efficient.

Legal 97

Legal Promote B2B Closing 97