Gong.io

DECEMBER 19, 2019

They might even panic over the unexpected conversational redirect. Your job as a salesperson is to be in control of the conversation. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions. The best way to do that?

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Cold Call Objection handling Technique Sales 122

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? However, we believe that the success of a cold call heavily depends on whether you have a good or a bad script. Scripts are one-way ‘conversations’.

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Cold Call Lead generation B2B Objectives and Key Results 55

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

AUGUST 22, 2018

This data (along with every other data point we’ll cover) comes from analyzing almost two million recorded sales conversations with AI. It’s how much “breathing room” you leave between asking questions, and how evenly spread your questions are throughout the sales call. It creates a balanced feel to their sales conversations.

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Objection handling Cold Call Objectives and Key Results Sales 92

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? However, we believe that the success of a cold call heavily depends on whether you have a good or a bad script. Scripts are one-way ‘conversations’.

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Cold Call Lead generation B2B Objectives and Key Results 52

Gong.io

SEPTEMBER 22, 2021

Sales analytics to improve booked meetings from cold calls. Watch these metrics to understand whether your approach to booking meetings using cold calls works: Calls made. Measure the number of calls your reps make per hour, week, and month. Calls longer than one minute. on cold calls.

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Cold Call Objectives and Key Results Sales Price 132

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? At Gong.io, we have the largest database of recorded sales calls in the world. Cold Calling Tip 1: Buy Time. Cold Calling Tip 2: Educate.

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Cold Call Pitch Education Prospecting 48

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? At Gong.io, we have the largest database of recorded sales calls in the world. Cold Calling Tips: The Anatomy of Successful Cold Calls from Chris Orlob.

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Cold Call Pitch Objectives and Key Results Education 48

Sales Hacker

OCTOBER 16, 2020

They tend to feature dump and forget the purpose of a cold call. The next question you may have is, how do you start building rapport when you only have 30 seconds to make an impression on a cold-call? It is very common for salespeople to forget the point of a conversation. They don’t have time for cold calls.

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Prospecting Cold Call Referrals Objectives and Key Results 127

Gong.io

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them. Consider it done.

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Objection handling Technique Sales Pitch 108

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. But it has a 6.6X

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Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

APRIL 5, 2018

2) Failing to recognize and overcome objections. 3) Losing control of the call. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? I’ll be the first to admit I’ve made some terrible cold calls! Let me ask you a question.

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Cold Call Objection handling Technique Sales 91

Gong.io

MAY 12, 2019

Let’s move from a cold call through to a closed deal. That’s true whether you meet them in person or on a cold call. That last bit is important because whoever asks the questions controls the conversation. Remember that the next time you make a call. Sales Tactic 4: Say Why You’re Calling.

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Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

FEBRUARY 15, 2018

Inbound Lead Routing – Forms vs Chatbots – The Process of Routing, Timing, and Conversion Rate Optimization. Enterprise Sales Development – Using A Multi-Channel Approach – Leveraging Cold Calling, Cold Emailing, Outbound & Inbound Channels, Intimate Events, Texting and Video. Read our blog – HERE.

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Cold Call Customers Objection handling Education 85

Sales Hacker

NOVEMBER 1, 2019

Next, send a summary email after every conversation, outlining what you both gained from the conversation. When the customer says they’ll make a final decision on Friday, schedule a call for Friday. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth. Ask for it.

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Negotiate Objection handling Pipeline Cold Call 104

The 5% Institute

MARCH 28, 2022

It allows you to control the process and conversation. By using the 10 step sales playbook outlined in this guide, you’ll feel a lot more confident while talking to potential clients, because you’ll have a clear system in which to operate your sales conversations with. 4 – Pre-Framing The Conversation.

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Technique Sales Clients Consult 144

Gong.io

JULY 6, 2018

For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. It gets ugly: If you cluster topics thematically, you’ll “switch” topics during your conversation 15.6% Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Now switch ! Be a leader.

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Cold Call Objection handling Pitch Sales 103

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Opening a cold call with “Did I catch you at a bad time?” The success rate for cold calls that opened with this line?

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Sell Cold Call Objectives and Key Results Negotiate 93

SalesLoft

APRIL 6, 2020

Closers: Who had the most conversations? Customer Success: Who had the most conversations? With Live Call Studio from SalesLoft. Listen in Using Live Call Studio and Analyze With Conversation Intelligence. Run the power hour and listen in using Live Call Studio. Who booked the most meetings? We have too.

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A/B testing Objection handling Cold Call Trust 95

CloserIQ

OCTOBER 30, 2018

Today’s sales enablement tools can help measure just about anything, from lead-to-customer conversion rate, sales funnel leakage, average deal size and what percentage of your sales team is hitting their quota. This includes those who are good at cold calling, objection-handling, closing and cross-selling.

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Objectives and Key Results Objection handling Cold Call Cross-sell 98

Hubspot

OCTOBER 14, 2020

Make sure these calls are relevant to the rep's responsibilities and in keeping with their experience. You don't want to throw a new SDR into the deep end by conducting a mock call as a combative C-Level executive, and you don't want to go over a mild-mannered cold call with a seasoned AE. Run-of-the-Mill Cold Call.

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Cold Call Objectives and Key Results Objection handling Construction 92

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Salesforce

OCTOBER 10, 2023

For example, as part of the sales process, a rep may choose to reach out on LinkedIn or make cold calls to find prospects. Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships.

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Objectives and Key Results Negotiate Sales Technique 109

Sales Hacker

JULY 26, 2023

It’s like having a conversation with a real human — powered by advanced AI. I just had a cold call with an enterprise corporate prospect in the financial industry for an IT cloud solution. I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me.

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Objectives and Key Results Pitch Cold Call Sales 96

PandaDoc

DECEMBER 7, 2017

Efficiency metrics – Conversion rate is probably the most common and ensures your reps are efficient and not wasting leads. You might think the best way to increase your conversion rate or sales efficiency is to hire more reps and let them compete. Things to watch out for in outbound sales hires.

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Objectives and Key Results Sales CRM Objection handling 99

Highspot

JULY 18, 2023

It boosts productivity: With access to training, better data, and tools, sales reps can find what they need quicker and, as a result, are more “sales ready,” leading to more fruitful conversations, a smoother buyer’s journey, and a better win rate. Role play: Let your sales team practice sales calls with real-life training exercises.

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Objection handling Objectives and Key Results Sales Cold Call 52

Lead Fuze

JUNE 30, 2023

Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. These include conversion rates, average deal size, sales cycle length, customer acquisition cost (CAC), and customer lifetime value (CLTV). No “happy ears” syndrome here.

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Objectives and Key Results Objection handling Technique Pitch 52

Sales Hacker

JUNE 12, 2018

Proper objection-handling. Sam Jacobs: Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Gong — the #1 conversation intelligence platform for sales. Gong helps you generate more revenue by having better sales conversations. Another fantastic conversation, this time with David Priemer.

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Cold Call Objection handling Sales Quota 56

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. Jeb Blount: Well, it’s the one thing that everyone in sales faces is objections.

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Pipeline Cold Call Sales Prospecting 77

Gong.io

JULY 6, 2018

For starters, they cover more topics than poor or average performers: 15 compared to 12 on a 43-minute call: Their conversations are linear. It gets ugly: If you cluster topics thematically, you’ll “switch” topics during your conversation 15.6% Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Now switch ! Be a leader.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. But it has a 6.6X

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

SalesLoft

NOVEMBER 1, 2016

You see, modern dialer technology affords SDRs a number of advantages in their cold calling process. From recorded voicemails, which save time by dropping in pre-recorded messages that lend a consistent response, to auto-captured call activity in Salesforce, using a dialer has never been smoother. Objection Handling.

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Objection handling Cold Call CRM Pitch 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Outbound cold calling or emailing. They’ll have KPIs like: Number of calls per day.

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Inside sales Commission Outside Sales Quota 62

Sales Hacker

AUGUST 19, 2019

Scripts, objection handling , and closing techniques that come from your manager are likely being used for a reason. They ask to silently audit ten of their cold calls or three of their demos. How to handle a specific objection? Even if you can move conversion rates by 2–5% up and down the funnel, you win!

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Quota Objectives and Key Results Sales Prospecting 101

SalesLoft

DECEMBER 8, 2015

From sending them valuable content, to question answering and objection handling — this is where a relationship is built that leads to a quality sales-ready lead. Remember that just as you wouldn’t start talking about weddings on a first date, you wouldn’t start talking about pricing packages on an initial call.

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Prospecting Objection handling Cold Call Sales 52

SalesLoft

OCTOBER 2, 2018

It isn’t cold-calling lists (it’s not executing lists at all, in fact). For example, if you only look at phone connect and call back rates, you might conclude that “cold calling is dead.” The reality is that calls often drive email replies and vice versa. The next step is architecting the message.

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Cold Call Sales Objection handling Prospecting 52

SBI

JUNE 2, 2020

In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. In this case, we’d be neglecting a more fundamental and basic question, “Are we calling on the right people?” The definition of a snag is a tree, tree limb or bush that has fallen into a river.

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CRM Objectives and Key Results Objection handling Cold Call 49