Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. By assessing real-world conversations , you can pinpoint inconsistencies in rep performance and how they impact deals.

Process 52

Process Objection handling Quota Negotiate 52

Hubspot

SEPTEMBER 30, 2019

That’s why we’ve made a list of the best sales training ideas, activities, and games. Objection handling training exercises. This equips reps to go into calls with more confidence, the right vocabulary, and a clear direction in which to take the conversation. Use a sales training template. Present your buyer’s journey.

Gaming 101

Gaming Pitch Sales Objection handling 101

Highspot

MARCH 6, 2025

If done right, they are a real game-changer for company culture and sales performance management. Build a culture of collaboration: Regular conversations align staff and sales leaders and boost morale via team collaboration. You want to ground the conversation in facts, not feelings. But they dont have to be.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. Our team at Gong.io Then reply.

Objection handling 48

Objection handling Technique Price Sales 48

Partners in Excellence

JULY 5, 2022

The customer has “objections.” ” Millions are spent, every year, on “objection handling techniques.” Imagine what those conversations look like, they become conversations, rather than verbal ping pong games. Perhaps they seem to favor something other than what we would like.

Objection handling 133

Objection handling Legal Technique Gaming 133

Veloxy

FEBRUARY 13, 2023

Rather, it will create a rabbit hole of a sales conversation." When you reach out with a question that references a conversation from six to twelve months ago, those “You remembered!” Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Gong.io

NOVEMBER 22, 2021

Overcome Cold Call Objections, Step #3: Follow up with a secondary ask. The key to the third part of this objection handling tactic is not to leave the conversation with nothing. Validating, then labeling, the objection is essential, but if that ends the call … you are left empty-handed. Steal these scripts.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

Gong.io

APRIL 23, 2021

Professional athletes review past performance to constantly improve their game. What would happen if your reps used game tape? Having game tapes that nobody watches is kinda sorta altogether silly madness. Having game tapes that nobody watches is kinda sorta altogether silly madness. The key: Listen to the game tape.

Gaming 62

Gaming Objection handling Territory Sales 62

Gong.io

DECEMBER 19, 2019

Objections are tough. Buyers’ objections can throw salespeople off their game. They might even panic over the unexpected conversational redirect. Your job as a salesperson is to be in control of the conversation. Respond to objections by asking questions. Respond to objections by asking questions.

Cold Call 122

Cold Call Objection handling Technique Sales 122

The 5% Institute

OCTOBER 29, 2019

Sales training activities, exercises and games are a great way to make your usual sales training sessions fun, enjoyable, and easier to remember. Sales Training Activity #1 – Objection Handling. Related article: Sales Objection Handling – A Step By Step Guide. Politely, yet confidently answer the question.

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Objection handling Sales Appointment Clients 98

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.

Objection handling 108

Objection handling Technique Sales Pitch 108

Partners in Excellence

JANUARY 4, 2024

Or it may be a methodology, process, objection handling technique. The practice the plays endlessly, they implement them in the games–but in these situations they recognize they have to adapt to the specific situation and nor run the play rigidly. The number of words/tone or call to action of that email.

Objection handling 137

Objection handling Healthcare Territory Sports 137

Partners in Excellence

DECEMBER 12, 2024

The secrets to cold emails, how to build your LI network, how to post content that gets 1000s of likes, high impact telephone calls, ChatGPT prompts that do 90% of your job, qualifying questions, objection handling, closing, GTM strategies. Anything imaginable, and some you can’t is sitting in your feed!

Objection handling 116

Objection handling GTM High impact Technique 116

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 an indicator of having a balanced two-way conversation, rather than a “checklist style” interrogation. It creates a balanced feel to their sales conversations. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Gong.io

FEBRUARY 1, 2019

The second pitch started with the outcome, letting the conversation unfold from there. That said, solid answers alone won’t let you control the conversation’s direction. You want to answer certain questions at specific points in the conversation. Hearing buyers’ objections can throw some people off their game.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

MAY 18, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology, start reviewing calls and demos with your team.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

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.

Technique 144

Technique Sales Clients Consult 144

Gong.io

JUNE 19, 2018

We used AI to analyze over 1M sales conversations that span 384,923 deals. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. Understanding what success looks like in each of those conversations. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Hubspot

MAY 10, 2022

One way to stay ahead of the game? Sending sales text messages to your prospects to nurture them all the way until conversion. Text and live chat can be fantastic mediums for staying top-of-mind for your prospects, which is leading to the evolution of business conversations. Sales Text Message for Objection Handling.

Prospecting 69

Prospecting Conversion Legal Sales 69

Sales Hacker

OCTOBER 16, 2020

Shifting your mental game. However, Russell only plays 16 – 19 games every 365 days. As a sales rep, you have game days every day, with only a few sprinkled in practice sessions. Other segments can come down to a numbers game. It is very common for salespeople to forget the point of a conversation.

Prospecting 127

Prospecting Cold Call Referrals Objectives and Key Results 127

Gong.io

NOVEMBER 12, 2021

You’d think asking someone how they have been implies you’ve had a conversation with them before. . To review: Value conversations include discovery, business impact, and use cases. Product conversations are, well, all about your product. . Value conversations help move the deal forward. #9 Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Cross-sell 78

Cross-sell Objection handling Territory Up-sell 78

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel.

Sales 111

Sales Gaming Objection handling Quota 111

Gong.io

JANUARY 12, 2021

While not dedicating time and energy to her aspiring role as Chief Cheez-It Officer, Carolyn educates clients to help them realize the power of Gong’s Revenue Intelligence platform… so they can create better employees by having a true understanding of client conversations. To overcome objections. To leverage past conversations.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Gong.io

SEPTEMBER 10, 2021

And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. Whoever asks the questions controls the conversation — especially during cold calls. Tip #5: Have your objection handling game on the ready. Terms and definitions.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Sales Hacker

MAY 2, 2018

If it’s a large account, bring diverse and unusual perspectives into that conversation. That accomplishes two equally important objectives: It increases their effectiveness. Whether you shadow calls live, use raw call recordings , or use conversation intelligence technology, start reviewing calls and demos with your team.

Pipeline 69

Pipeline Objectives and Key Results Objection handling Sales 69

The 5% Institute

MAY 6, 2020

The first part of any sales conversation is building rapport with your potential clients. Rapport us crucial if you wish to have a consultative sales conversation with your potential clients. This happens prior to your deep dive sales conversation. It’s also important because people buy from people they like and trust.

Closing 98

Closing Objectives and Key Results Technique Consult 98

Gong.io

MAY 3, 2018

We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working). Does it progress the conversation? They have objections you’ll need to overcome with objection handling techniques. Think about it…. And they want to know more.

Cold Call 123

Cold Call Pitch Education Prospecting 123

SalesLoft

MARCH 31, 2022

Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually. We also re-wrote our entire sales playbook around our three top ICPs and changed how we enable the team, sales plays, how to market to them, and objection handle.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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

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). One tool that’s a total game-changer is HubSpot Sales.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Gong.io

SEPTEMBER 22, 2021

Are your reps’ calls leading to productive conversations that open up new opportunities, or are they stuck in voicemail purgatory and sidelined by hangups? Track the number of sales calls that last one minute or longer to be sure they’re actually having conversations that can make an impact. Sell the conversation , not the meeting.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Hubspot

OCTOBER 14, 2020

As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses. You want to have your feet beneath you to set yourself up for success.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

Veloxy

MAY 24, 2023

Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Generating high-quality leads that align with your target customer profile enhances the likelihood of conversion and accelerates sales velocity. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

SalesLoft

DECEMBER 3, 2019

In this milestone episode, Gong.io’s Director of Sales Chris Orlob and resident sales nerd Jeremey Donovan talk about what it really means for sales to be a chainlink system, what habits differentiate the top 10% of salespeople, and actionable advice to improve your selling game.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

Hubspot

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Pay attention to critiques on the questions you're asking, the flow of the conversation, and your rapport.

Technique 101

Technique Angle Profit margin Sales 101