Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Break Through Mediocrity: Changing the Game for Long-Term Success. Sales Consulting & Strategic Selling Programs.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

SaaStr

MARCH 29, 2025

Its where many startups hit roadblocks, but if you do it right, its a game-changer. This includes: Ideal Customer Profile (ICP): Who are you selling to? Include scripts, objection handling, and key metrics. Note that reps do need to scale in start-ups, and often, mostly on their own. Heres how to approach it: 1.

Commission 82

Commission Objection handling Quota Sales 82

The 5% Institute

APRIL 13, 2021

Although this is completely normal, it’s still very important to have regular sessions with your team, as it keeps communication healthy, and creates an opportunity to up skill their training and abilities. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling.

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Closing Objection handling Gaming Sales 145

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. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. That way they’ll be locked and loaded when someone brings that concern up on a call.

Gaming 101

Gaming Pitch Sales Objection handling 101

Veloxy

FEBRUARY 13, 2023

Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one. “ Be the one that asks more questions to get more opportunities!

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. In this guide, we’ll explore why microlearning is a game-changer for GTM success and show you how to put it into practice.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 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. We’ve seen it last up to 21.45

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Objection handling Technique Price Sales 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. We’ve seen it last up to 21.45

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Partners in Excellence

JANUARY 17, 2019

As Regina and I walked back to her station, I said, “Great job of up-selling and objection handling!” ” I played back what I’d seen, but using sales terminology around the upsell, objection handling and creating great value for customers. They know if they do, the revenue will follow.

Sell 107

Sell Objection handling Commission Appointment 107

Gong.io

NOVEMBER 22, 2021

Instead of simply steamrolling through their objection, own it. Fall on your sword and acknowledge their objection. This tactic is the first step in preventing a buyer from hanging up on you, ending the call seconds after they answer. These are all simple, direct, and reasonable ways to validate a buyer’s objection.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

Highspot

MARCH 6, 2025

If done right, they are a real game-changer for company culture and sales performance management. Gartner found that 67% of sales reps say sales leadership is disconnected from day-to-day selling realities. Evaluating sales performance closes that gap, letting sales reps share valuable insights, objections, wins, and roadblocks.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

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. When handling sales objections as a part of your sales training activity, don’t necessarily look for a script.

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Objection handling Sales Appointment Clients 98

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. And are there better strategies for selling to larger buyers? But it is. .

Quota 164

Quota Sales Strategize Cross-sell 164

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. 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.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

Gong.io

FEBRUARY 1, 2019

For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo from the ground up, build anticipation, and do a “grand finale” at the end, For most people, that seems like the right way to approach a product demo. The first product demo was all lead up. And you know what?

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. 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? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

OCTOBER 22, 2018

When they change the script at the last minute, it’s like changing a play in the game.”. Never has this been more true than in the art of selling. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up.

Sales 111

Sales Gaming Objection handling Quota 111

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . Instead, focus on selling the meeting. #2 You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right? A new speaker.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. The reality is, selling isn’t an unteachable art. The best managers understand that the right follow-up ensures coaching actually sticks. But according to SiriusDecisions , up to 70% of B2B content sits unused.

Quota 113

Quota Cross-sell Objection handling Up-sell 113

Salesforce

DECEMBER 19, 2023

In the enterprise world, generative AI has shaken up fields from marketing and sales to service and ecommerce. We give specific, tested examples of prompts to use for sales enablement, customer research, social selling, call scripts, objection handling, and negotiation guidance. Here’s our advice. Read the post 8.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

The 5% Institute

MARCH 28, 2022

A sales playbook (also known as a sales process or selling process) is key to consistently succeeding in sales. A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.

Technique 144

Technique Sales Clients Consult 144

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

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 92

Cold Call Objection handling Objectives and Key Results Represent 92

Outreach

AUGUST 9, 2018

Objections are part of the cold calling game. You need ways to keep your prospect on the line, and buy enough time to educate them and sell the meeting. And that's where objection handling comes in. Knowing how to sidestep cold call objections can separate a good seller from a great one. . Happy Selling!

Cold Call 56

Cold Call Objection handling Gaming Education 56

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Gong.io

SEPTEMBER 10, 2021

There’s an article from Napoleon Hill on personal achievement, one from Carl May on the strategy for winning, and a selling power piece from Les Brown. And there’s an entire section on cold calling scripts — complete with objection handling for just about every scenario you can imagine. But don’t just blurt out words. .

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Partners in Excellence

SEPTEMBER 14, 2016

It was a thoughtful article, I ended up being unconvinced, but it helped reminded me how badly we misunderstand coaching. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 105

Objection handling Territory Quota Technique 105

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well.

Cold Call 123

Cold Call Pitch Education Prospecting 123

Hubspot

JUNE 17, 2024

Table of Contents Video Selling Basics Why Use Video? Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics.

Pipeline 74

Pipeline Referrals Objection handling Sales 74

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. We practice (and use) what we preach (and sell). Jared Nielsen is also an avid user of Gong, the solution he sells on the daily. Manage follow-ups. To overcome objections. Manage deals.

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Follow-up Objection handling GTM Meeting 118

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. Did the quarterback throw a pass before the ball was snapped?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Gravy

APRIL 10, 2025

link] The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Follow-up calls. Phone Calls Cold calls.

Closing 52

Closing Objection handling Cold Call Contract 52

Sales Hacker

AUGUST 25, 2021

We decided on a four-step game plan: 1. We started getting emails like these: Best of all, our reps got out of the spreadsheets and back to what they do best: selling! Only automate follow-ups, 1-2 nurture emails, and the final break-up/referral email. Even better? Here’s how we did it.

Strategize 113

Strategize Referrals Territory Follow-up 113

The 5% Institute

MAY 6, 2020

Handle objections. These consultative steps are powerful, because when used correctly, you’ll close a deal by helping your potential client sell themselves , rather than you do all the selling. Related article: Positioning In Sales – How To Sell Effectively. Ask for the sale. To Close A Deal – You Need Consistency.

Closing 98

Closing Objectives and Key Results Technique Consult 98

Lead Fuze

JUNE 30, 2023

To be a successful salesperson, one must acquire the aptitude to excel in selling – whether as an employee of a large company or as the proprietor of a small business. We’ll also explore effective follow-up strategies using advanced tools like HubSpot, along with other beneficial resources for sellers. So keep trying.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

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