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 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

AUGUST 22, 2018

To download both sales training materials , click the banner below (they’ll both be sent to your email): Sales Training #2: Cold Calling and Prospecting. Your sales team can be amazing at discovery, presenting, and objection handling. So what can you teach your reps about successful cold calling and prospecting?

Objection handling 92

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. Me-message (our company, our product).

Cold Call 52

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.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

OCTOBER 16, 2020

Believe in your product. And while this is great advice, you probably wouldn’t have taken the job if you weren’t fired up about the product or service. The trick is that believing in your product isn’t some one-and-done thing. You need to go into your day KNOWING that your product is the best thing for your prospect.

Prospecting 127

Prospecting Cold Call Referrals Objectives and Key Results 127

Gong.io

NOVEMBER 19, 2021

Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Launch (knee-jerk styles) into a monologue about how their product solves the problem. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

Objection handling 108

Objection handling Technique Sales Pitch 108

Gong.io

JUNE 19, 2018

seconds on successful cold calls and for eight seconds on unsuccessful cold calls: The key takeaway: polish your pitch and get them hooked. We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked. Prospects talk uninterrupted for 3.5 How’ve you been?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

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. It works in some situations (like negotiations), but it doesn’t work on cold calls. Simply put, there’s no cold call opening line that works better. Why do they do it?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Martech

JULY 19, 2023

She’s done everything from cold calling to cutting-edge B2B marketing. It was a call center. I got to really know outbound marketing: Objection handling, what do we say to a customer? I found a startup called MRP and was there in the beginning with the founders James Reagan and Kevin Cunningham.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Salesforce

NOVEMBER 15, 2024

They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity. I agree to the Privacy Statement and to the handling of my personal information. I can unsubscribe at any time.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

JANUARY 11, 2018

Product and customer research. Demos, objection handling, closing. Sales professionals who lack drive will see their motivation limping as soon as they experience a string of rejections, unanswered calls, or cancelled deals as they close in for the ask, perform cold calls, or attempt to formalize a client’s initial nod.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Sales Hacker

AUGUST 28, 2019

The 2 weeks should be dedicated to these areas: Product knowledge. Objection handling. Using tools to maximize productivity. Sales Articles – Include useful reading related to: Cold calling and email tips. Cold call scripts. PowerPoint slides from your product training. New trends.

Objectives and Key Results 91

Objectives and Key Results Cold Call Objection handling Inside sales 91

Salesforce

FEBRUARY 3, 2025

Account A business, customer, lead, or prospect a company engages with to sell products or services to. Adoption process The steps a potential buyer takes to evaluate, accept, implement, and integrate (or reject) a new product or service. N eed: Does the prospect have a problem your product or service can solve?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

NOVEMBER 7, 2017

The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. But we often present our product as a solution. This goes to an idea that Jason Fried, one of the founders of Basecamp, talks about often: You don’t really sell “product” at the end of the day. What solution?

Objection handling 108

Objection handling Sales Cold Call Niche 108

Gong.io

JULY 6, 2018

Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Here’s the crux of it: The perfect talk-to-listen ratio depends on the type of sales call you’re making. Cold calling , for example, is a major outlier. seconds) versus unsuccessful (8 seconds) cold calls: Mastered that concept? Now switch !

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

The 5% Institute

MARCH 28, 2022

Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events. The qualifying framework to add to your 10 step sales playbook, is borrowed from an acronym called BANT. 9 – Objection Handling. 2 – Building Rapport. Don’t Assume.

Technique 144

Technique Sales Clients Consult 144

CloserIQ

OCTOBER 30, 2018

A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Ready to amp up your sales training results? Actionable takeaways.

Objectives and Key Results 98

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

Outreach

APRIL 9, 2019

If your business sells products or services to other businesses, you have a B2B sales process. They search for and directly engage sales opportunities--companies and decision makers who fit their ideal customer profile--and launch direct outreach efforts such as cold calling and emailing to move prospects through the sales pipeline.

B2B 65

B2B Process Objection handling Negotiate 65

SalesLoft

APRIL 6, 2020

But this doesn’t mean that remote work can’t be productive. If companies help employees do well at home, we could actually see an unprecedented uptick in productivity in the next few months. Cultivate playlists of the best calls from your team every week and have the team vote on their favorite and dissect why the call was good.

A/B testing 95

A/B testing Objection handling Cold Call Trust 95

Gong.io

JUNE 25, 2021

” Our product gives sales leaders data-backed insights into their sales team. By analyzing millions of sales interactions captured by Gong’s Revenue Intelligence Platform across web-conferencing, phone calls, and emails. Opening a cold call with “Did I catch you at a bad time?” Note: This is for the first (cold!)

Sell 93

Sell Cold Call Objectives and Key Results Negotiate 93

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

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Smart Calling Blog, by Art Sobczak. Some awesome recent posts: Ten Ways to Increase a Sales Rep’s Productivity. Cold calling is the dirty little secret no one wants to admit to.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Salesforce

OCTOBER 10, 2023

Think of it like the structure of a deal — the building blocks, like lead qualification and sales calls, that need to be stacked in a specific order so it’s possible to drive deals to close. The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch.

Objectives and Key Results 109

Objectives and Key Results Negotiate Sales Technique 109

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

criteria for success

JANUARY 20, 2022

This fear is also a leading cause of debilitating “head trash” that can keep salespeople from making enough cold-calls or setting up new business meetings. With that said, go into meetings and cold-calls prepared to field a wide range of objections. Handling Objections. Download Now.

Objection handling 52

Objection handling Cold Call Sales Trust 52

PandaDoc

DECEMBER 7, 2017

If outbound sales works for your company and product, it can be a powerful way to grow your business. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on. This way, they are familiar enough with the product, but can’t possibly have a premade script to fool you.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. All in all, using ChatGPT as a personal assistant is like strapping a rocket to your productivity and letting it launch. Trust me: I’m an AE who’s embraced the change. Intimidated by AI? Don’t worry.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

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.

Objection handling 52

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. By adopting this comprehensive approach to enhancing your abilities as a seller, you’re setting yourself on track for success in any field where you’re selling products or services.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

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.

Objection handling 52

Objection handling Cold Call CRM Pitch 52

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. And so much of it’s driven by cold calling. We just call people up.

Pipeline 77

Pipeline Cold Call Sales Prospecting 77

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. Answering buyer queries and demonstrating product knowledge. Outbound cold calling or emailing.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

NOVEMBER 9, 2022

There are plenty of ways to do so, including cold calling , emailing, and sending LinkedIn messages. If you want even more help to get your reps selling well over the phone, download our highly effective cold calling scripts. Improve this step by: Making your reps brush up on the best objection-handling techniques.

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

JUNE 19, 2018

seconds on successful cold calls and for eight seconds on unsuccessful cold calls: The key takeaway: polish your pitch and get them hooked. We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked. Prospects talk uninterrupted for 3.5 How’ve you been?”.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

JULY 6, 2018

Sales Call Tip #4: Nail Your Talk-to-Listen Ratio. Here’s the crux of it: The perfect talk-to-listen ratio depends on the type of sales call you’re making. Cold calling , for example, is a major outlier. seconds) versus unsuccessful (8 seconds) cold calls: Mastered that concept? Now switch !

Cold Call 54

Cold Call Objection handling Pitch Sales 54

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? Go to their website and learn everything you can about their product. .

Quota 101

Quota Objectives and Key Results Sales Prospecting 101