Hubspot

AUGUST 6, 2019

If you’re a B2B company, teach your salespeople what a best-fit company looks like and which contacts they should be trying to make at that company. Practice negotiating and common object handling. Even experienced reps need to know how your company approaches the negotiation phase.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Martech

JULY 19, 2023

She’s done everything from cold calling to cutting-edge B2B marketing. I got to really know outbound marketing: Objection handling, what do we say to a customer? I also think women just need to ask for whatever they want and know how to negotiate properly and know their value. Interview edited for length and clarity.)

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Your sales team can be amazing at discovery, presenting, and objection handling. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

PandaDoc

JUNE 11, 2024

What is B2B sales, and what strategies can you use to maximize your success? Whether you’re a B2B-native startup or an established direct-to-consumer company pivoting to B2B sales, this guide will walk you through everything you need to know about B2B. What is B2B sales? Why is B2B sales important?

B2B 52

B2B Process B2C Objectives and Key Results 52

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. Contract Negotiation: All stakeholders involved understand the value and have an order form in hand–payment terms and price are negotiated at this point, if necessary. Closing the sale. Closed-Won: =].

Sales 112

Sales Cross-sell Pipeline Negotiate 112

Hubspot

AUGUST 15, 2013

First Million”: Am I Doing Something Wrong If Our Big B2B Deals Are Taking 6+ Months To Close? Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. A B2B Sales Strategy to Help You Ask for More Money. 4 Dirty Negotiating Tricks (and How to Counter Them).

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Closing Bigger

JANUARY 7, 2020

Photo credit Jejimenejlc The post Sales Podcast – The Right Brained Sales Revolution appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Sales Hacker

APRIL 26, 2018

In today’s sophisticated B2B markets, businesses don’t really need salespeople in the traditional sense. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building. Business acumen is not only for business owners, entrepreneurs, or corporate leaders.

Drivers/motivators 73

Drivers/motivators Non-Profits B2B Strategize 73

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. With increased access to knowledge and the changing role of technology in sales, the role of the B2B salesperson has become more complicated and requires sales professionals to work with more information than ever before.” Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. How to follow up even further: Let’s say you got an objection related to data privacy. Plus, it ensures you never miss any important details that might just tip the scales in your favor during a negotiation.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

Highspot

OCTOBER 16, 2024

It also involves looking at softer skills like negotiation, communication, and responsiveness. You can help by enabling sales reps with objection handling training. Gartner predicts that 30% of B2B sales cycles will be conducted through DSRs, which will also be utilized to oversee the customer lifecycle.

Closing 92

Closing Objectives and Key Results Quota Sales 92

PandaDoc

APRIL 3, 2023

Negotiation play Negotiating with leads, answering questions, and overcoming objections are key parts of sales. Explain the best practices of the negotiation process and give actionable advice and examples on how to handle objections.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. Building a sales pipeline. Determine your ideal customer profile (ICP).

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Highspot

JANUARY 4, 2024

Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps. 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

Salesforce

FEBRUARY 19, 2024

For example, a B2B software company might have personas like Tech-Savvy Startup Owner or Cost-Conscious SME Manager. This process might include steps like lead generation, qualification , proposal generation, negotiation, and closing. This could include handling objections or unique selling propositions for different products.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Heinz Marketing

NOVEMBER 12, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about his latest book, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No and a lot more! He’s in B2B sales for a long time.

Pipeline 77

Pipeline Cold Call Sales Prospecting 77

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Remember this when you are negotiating your pay.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Engage Selling

JULY 30, 2016

Selling used to fall into one of two groups: B2B (business to … Read More » Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans. It wasn’t always this way.

B2B 48

B2B Sell Service Objection handling 48

Lead Fuze

JANUARY 1, 2022

If your prospect does not buy into what you are saying, be ready with a response to their objections. I was also wrong about my objection handling. Contract Negotiation: The buyer and seller know the value of an item, so they negotiate on price if necessary. Closing the sale. Closed-Won:=].

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

JULY 26, 2023

Bonus: 7 Tips for Automating B2B Lead Generation Intelligent insights: AI doesn’t just gather data, it deciphers it. How to follow up even further: Let’s say you got an objection related to data privacy. Plus, it ensures you never miss any important details that might just tip the scales in your favor during a negotiation.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Cerebral Selling

OCTOBER 30, 2022

And as someone who started their career as a research scientist before spending two decades in the B2B sales trenches, this experience helped me connect so many powerful data points for how we navigate our careers and interact with customers. The same is true when it comes to negotiating agreements at the end of your month, quarter, or year.

Quota 233

Quota Sales Intrinsic Negotiate 233

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. If you work in B2B sales today, you HAVE to know who you are going after. Objection Handling Sales Tips. It’s time to get nitty gritty with objection handling.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Hubspot

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. Focus: Sales meetings, objection handling, and closing. Intended audience: B2B sales teams. Intended audience: B2B sales teams. Intended audience: B2B salespeople. On-Site Sales Training Programs. Your SalesMBA™ Workshops.

Objectives and Key Results 101

Objectives and Key Results Inside sales Price Negotiate 101

Sales Hacker

OCTOBER 31, 2017

Objection Handling. Reluctance, objections, complaints and outright rejection are so common in sales that any salesperson who lacks grit and the ability to roll with the punches will soon be out of the game. Closing/Negotiation/Conversion. Stay relevant by bridging the prospect and the product. .

Process 93

Process Objectives and Key Results Repeat business Referrals 93