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. To start, show your team the data behind asking great questions. Your sales team can be amazing at discovery, presenting, and objection handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. Luckily, there are a few things you can do today to start improving how you go about the rigorous, rejection-filled prospecting days. For the rest of you, listen up. Believe in your product.

Prospecting 127

Prospecting Cold Call Referrals Objectives and Key Results 127

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.

Cold Call 48

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.

Cold Call 48

Cold Call Pitch Objectives and Key Results Education 48

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

APRIL 5, 2018

1) Not picking up on pain or interest signals. 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? 1) Not Picking up on Pain or Interest Signals.

Cold Call 91

Cold Call Objection handling Technique Sales 91

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 found a startup called MRP and was there in the beginning with the founders James Reagan and Kevin Cunningham. I ended up leaving them.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Gong.io

NOVEMBER 19, 2021

Here’s how you get out of this trap, with one magic heck-of-a-sentence about the sales objection they named: “If we somehow figured out how to solve that issue completely, what other obstacles would we have to overcome before moving forward?”. If the customer voices other obstacles, those may be the real sales objections you’re up against.

Objection handling 108

Objection handling Technique Sales Pitch 108

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked.

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. That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. Simply put, there’s no cold call opening line that works better.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

SEPTEMBER 20, 2019

So you decided to become a sales development representative … My guess is your plan involved getting a promotion or making a lateral move within a year, as that’s the plan for most people who sign up for what I call “the struggle.” . They train you on how to introduce yourself, the company’s value prop, and objection handling. .

Cold Call 91

Cold Call Objection handling Objectives and Key Results Represent 91

Sales Hacker

NOVEMBER 1, 2019

They end up having little respect for us towards the end, which is why they either keep asking for things (discounts) or they just flat out disappear on us and don’t even give us the courtesy of a callback. We need to find a way to create and condition equality from the start of the relationship. Always maintain the forward momentum.

Negotiate 104

Negotiate Objection handling Pipeline Cold Call 104

Gong.io

JULY 6, 2018

Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. PREPARE for your sales call like your job depends on it. Sales Call Tip #3: Start Your Sales Call Right. Stay away from them.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Sales Hacker

AUGUST 28, 2019

Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. It’s your responsibility to show them the ropes so they can start producing for your company. For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. New trends.

Objectives and Key Results 91

Objectives and Key Results Cold Call Objection handling Inside sales 91

CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? In addition to observation and feedback, you can start with data. Encourage your sales trainer to invest some time learning about your industry, your business, your competition and how your sales reps interact with clients from start to finish. Actionable takeaways.

Objectives and Key Results 98

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

Sales Hacker

NOVEMBER 7, 2017

Even if you can come up with an ROI there’s no trigger why to buy NOW. You need to know the whole landscape of how they’re currently trying to solve this problem, because it can help you frame up the advantages of your solution. Tailoring your message already starts in lead generation (cold calling, email prospecting).

Objection handling 108

Objection handling Sales Cold Call Niche 108

Gong.io

JUNE 25, 2021

Silence, followed by phone hanging up sound. I was hoping you’d call! Opening a cold call with “Did I catch you at a bad time?” The success rate for cold calls that opened with this line? Open up your next cold call with the following question: . Note: This is for the first (cold!)

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Hubspot

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. Run-of-the-Mill Cold Call.

Cold Call 92

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. When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells.

Objectives and Key Results 109

Objectives and Key Results Negotiate Sales Technique 109

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) It’s painful to sift through and format lead lists for a call block. is probably the question you have right now.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

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.

Objection handling 52

Objection handling Cold Call Sales Trust 52

PandaDoc

DECEMBER 7, 2017

Just because you raised funding, you launched a product, or your CEO told you ‘it’s time to scale,’ doesn’t mean you’re ready to scale up your outbound sales team. Here are a few things you need to make sure you’ve checked the boxes on before you scale up the team. A repeatable process. Things to watch out for in outbound sales hires.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Sales Hacker

AUGUST 19, 2019

If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota. Level up your discovery skills: asking questions and listening. Sales has its ups and downs and is filled with a tremendous amount of pressure. Positivity. They work. .

Quota 101

Quota Objectives and Key Results Sales Prospecting 101

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. We’re putting away the cobwebs and we’re starting from scratch. Halloween is over.

Pipeline 77

Pipeline Cold Call Sales Prospecting 77

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately. They say teaching is the best way to further your skills.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

Lead Fuze

JUNE 30, 2023

We’ll also explore effective follow-up strategies using advanced tools like HubSpot, along with other beneficial resources for sellers. Mastering objection handling techniques such as Sandler’s Reverse Negative approach will be another focus area. Talk about a secret weapon for follow-ups that convert.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Gong.io

JULY 6, 2018

Afternoon calls have fewer no-shows and prospects stay on the call longer: Mornings? Your prospect is 30% more likely to show up for a call at 4 PM than one at 8 AM. PREPARE for your sales call like your job depends on it. Sales Call Tip #3: Start Your Sales Call Right. Stay away from them.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

Sales Hacker

APRIL 3, 2020

Objections Are Real: What to Avoid (00:00). Ever get tongue tied when prospects raise objections? I’d like to start by telling you a story. But you’re not going to be able to raise any objections because this is a one-way webinar. The Objection Handling Mindset (04:09). Final Takeaways (17:22).

Objection handling 84

Objection handling Sales Commission Prospecting 84

Gong.io

JUNE 19, 2018

You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? We analyzed cold call opening lines to see which ones led to the most meetings held , not just booked.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

Gong.io

NOVEMBER 9, 2022

New sales reps can get up and running faster when there is a proven and repeatable process they can follow. There are plenty of ways to do so, including cold calling , emailing, and sending LinkedIn messages. Improve this step by: Having your reps brush up on their outreach sales technique. Overcome objections .

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

OCTOBER 2, 2018

It isn’t cold-calling lists (it’s not executing lists at all, in fact). CSO Insights found that when sales enablement efforts are aligned with how customers make decisions, quota attainment rates are “up to 14% greater than the average.”. The reality is that calls often drive email replies and vice versa.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Gong.io

APRIL 27, 2018

Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. Let’s get started. Sales Call Step 1: Prepare like a Strategist. They’ve rehearsed their sales call process , and never show up just to “wing it.”. Start with the conclusion.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls. Let’s get started. Sales Call Step 1: Prepare like a Strategist. They’ve rehearsed their sales call process, and never show up just to “wing it.”. Start with the conclusion.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

JANUARY 25, 2019

These interview questions will help you size up a candidate’s sales potential. Sign-up to learn 7 ways to ramp new sellers lightning fast : Magic Bullet Sales Interview Questions. Let’s start with the toughest category of all: interview questions that aren’t for the faint of heart. They’ll show up ready to impress and inspire.

Sales 80

Sales Quota Drivers/motivators Objection handling 80

SaaStr

MARCH 12, 2019

What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. The game has changed but we haven’t caught up.

Growth 106

Growth Cross-sell Contract X-functional 106