Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. Did the game jump from the first quarter to the fourth, skipping the middle two quarters? There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. Our article on objection-handling techniques has more guidance.)

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Imagine being free to spend more time on strategic thinking and relationship-building. It’s painful to sift through and format lead lists for a call block. Intimidated by AI? Don’t worry.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. Imagine being free to spend more time on strategic thinking and relationship-building. It’s painful to sift through and format lead lists for a call block. Intimidated by AI? Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

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. The Sandler Selling System emphasizes relationship building, lead qualification, and deal closing.

Process 81

Process Objectives and Key Results Repeat business Referrals 81

Sales Hacker

OCTOBER 7, 2021

It was a game-changer in my career. Selling today requires our traditional soft skills of empathetic listening, communication, relationship building, and decision-making. I scheduled a demo on my very first cold call and that felt like the first “aha moment” of my career! Elevating the inner game of sales.

Sales 130

Sales Start-ups Up-sell Cross-sell 130