Gong.io

SEPTEMBER 22, 2021

Have you quantified the amount of risk hiding in each deal based on competitor-specific mentions or objections from the prospect? Are they raising your competitor’s name or pricing or product capabilities? Objection handling. How well do your reps respond when buyers raise objections? Pricing discussions.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Outreach

APRIL 9, 2019

A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C). The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process.

B2B 65

B2B Process Objection handling Negotiate 65

Gong.io

JUNE 11, 2021

Your sales enablement strategy to turbo-charge win rates must include: Objection handling training. Objections. These documents include: Your price sheet : Pricing is different in every organization. Some companies are very open about their pricing (listed on their website) while others are a bit more… coy.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JULY 6, 2018

Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Objection handling situations are actually a good thing.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Lead Fuze

JULY 18, 2023

In this blog post, we’ll delve into the art of handling sales objections effectively. We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Price Objections The price tag is often where prospects hesitate.

Objection handling 52

Objection handling Cold Call Contract Pitch 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 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

NOVEMBER 5, 2018

Most companies are competing on price, and when you hear about the $4.50 As soon as you sign a long-term contract, they switch you to an entry level SDR. You’re also getting food poisoning. No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason.

Lead generation 94

Lead generation Profit margin Tradeshows Objectives and Key Results 94

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Negotiating and closing contracts. Image Source ).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

NOVEMBER 9, 2023

Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

SaaStr

MARCH 12, 2019

It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter. Pricing doesn’t really matter at this stage. Scale is a pace.

Growth 106

Growth Cross-sell Contract X-functional 106

SalesLoft

FEBRUARY 26, 2013

Using clever objection-handling techniques insults your prospect’s intelligence [ Tweet This ]. When customers can’t differentiate, they default to price as a key factor [ Tweet This ]. Jumping on the price-cutting bandwagon before other options are explored sets a dangerous precedent [ Tweet This ].

Sell 52

Sell Objection handling Price Contract 52

Gong.io

APRIL 27, 2018

Set an upfront contract: By doing this, you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. It sets you up perfectly to wrap up with pricing and next steps: On average, deal-closing demos discuss pricing between the 38 and 46 minute mark.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MAY 27, 2018

Set an upfront contract: By doing this, you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. It sets you up perfectly to wrap up with pricing and next steps: On average, deal-closing demos discuss pricing between the 38 and 46 minute mark.

Closing 48

Closing Objectives and Key Results Objection handling Price 48

Gong.io

MARCH 26, 2021

Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). Did you discuss pricing? The best of the best reps leverage mentions for positive moments, such as clever objection handling, driving concrete next steps, and so on. To each other.

Drivers/motivators 62

Drivers/motivators Sales Pipeline CRM 62

Gong.io

JUNE 19, 2018

It sets you up perfectly to wrap up with pricing and next steps : On average, deal-closing demos discuss pricing between the 38 and 46 minute mark. Once you’ve covered pricing, your final discussion on this call should be about next steps. You’ve just done an amazing demo, so why is your buyer voicing objections?

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Gong.io

NOVEMBER 9, 2022

Almost every prospect will raise objections that your reps need to overcome. It’s essential your reps get context around each objection. Why is the price too high? The more information your reps can gather, the better they will be able to overcome common objections. Reframing the objection. Follow-up .

Pitch 62

Pitch Cold Call Sales Referrals 62

Gong.io

NOVEMBER 2, 2022

Say you handle that sales objection as recommended and you close the deal. If your objection handling didn’t go as planned, the AI integrates this feedback into its algorithm to provide a more accurate recommendation next time. Red flags (like when a deal is in the final pipeline stage, but pricing hasn’t been discussed).

Sales 62

Sales Objection handling Follow-up Prospecting 62

Gong.io

JULY 6, 2018

Set an upfront contract: This simply means that you’re getting the prospect to agree to schedule a next step (or ending the meeting without one clearly) at the beginning of the meeting. Sales Call Tip #17: Avoid a Nervous Monologue After Objections. Objection handling situations are actually a good thing.

Cold Call 54

Cold Call Objection handling Pitch Sales 54

PandaDoc

JUNE 11, 2024

Wholesale distribution sales B2B wholesalers sell bulk raw materials to other businesses or retailers for a discounted price. While B2B sales methods might vary depending on the industry, there are seven essential steps: prospecting, qualifying, connecting, pitching, objection-handling, closing, and nurturing.

B2B 52

B2B Process B2C Objectives and Key Results 52

Highspot

JANUARY 3, 2024

Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing. Overcoming objections: Plan discussions or meetings to resolve any reservations or issues the prospect might have regarding the agreement. It could be an exclusive feature, service, or pricing.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

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

Salesforce

JANUARY 18, 2024

To round out your research, use a generative AI tool to learn about your competition’s marketing, pricing, service, and sales tactics. Check out our objection-handling-tips for more guidance.) You can make this easy by sending a PDF contract with an electronic signature (e-sign) field. Congratulations!

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Gong.io

JUNE 8, 2022

Because nothing grabs a buyer’s attention faster than talking about what they could lose (market share, deal size, annual contract values, etc.). They focus on objection handling , active listening, presenting skills, storytelling, and more. (As The buyer can make a purchase within your price range.

Process 62

Process Objectives and Key Results Quota Sales 62

Hubspot

MARCH 2, 2018

I don't want to get stuck in a contract.". I'm locked into a contract with a competitor.". "I Because if the buyer didn’t have reservations about your solution’s price, value, relevance to their situation, or their purchasing ability, they would have already bought it. What Is Objection Handling?

Objection handling 101

Objection handling Contract Up-sell Prospecting 101

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. Start Your Meeting with an “Upfront Contract”. Set an “upfront contract” near the beginning of the meeting. The folks at Sandler Sales Training invented the upfront contract.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Salesforce

NOVEMBER 20, 2023

Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Do you owe the prospect a spec sheet or a price quote? “Focus on understanding the objection,” he says. The contract period is pretty long. Confirm next steps.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. Objection handling The process of addressing potential customers’ concerns or hesitations during sales.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

FEBRUARY 17, 2025

Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. Negotiate price with decision-makers If you want to increase sales, you need to get better at closing and that starts with strong negotiation skills.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59