Partners in Excellence

FEBRUARY 13, 2025

” Can sellers meet and exceed buyer expectations of them, both in their digital and human based engagement strategies? … and more… As we look at these issues and how we meet their increased expectations, we notice virtually none of this is about a product. The challenge becomes, “Are sellers getting better?”

Objectives and Key Results 82

Objectives and Key Results Objection handling Meeting Process 82

Cerebral Selling

FEBRUARY 23, 2025

Bonus:Ive covered 3 ways you can use this question in the initial discovery, a second meeting, and even as an objection-handling tactic 2. to uncover whether theyre making assumptions or working with real data. How Do You Know You Have That Problem?

Customers 130

Customers Objection handling Strategize Negotiate 130

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. Our mindset about objections tends to be combative, it’s the customer resisting our pitches, objections are something to overcome.

Objection handling 62

Objection handling Technique Pitch Conversion 62

Hubspot

AUGUST 19, 2024

Objection handling 4. I'm curious, what will change between now and then that's preventing us from meeting today?” Closing the Deal: Securing the Next Steps Even if you've nailed the introduction, delivered a compelling value prop, and handled objections like a pro. Closing the call to book a meeting.

Cold Call 80

Cold Call Objection handling Follow-up Technique 80

The 5% Institute

JULY 4, 2019

Looking for sales meeting ideas can be quite daunting at times; because you want your sales meetings do be valuable and insightful, rather just another meeting your sales staff need to attend. Below is a list of eight sales meeting ideas that are worth doing to help you with this task. What’s working and what’s not.

Meeting 98

Meeting Objection handling Lead generation Finance 98

criteria for success

AUGUST 3, 2022

Let's say you're a super social salesperson who frequently meets people at networking events. If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! Head Trash and Handling Objections. Use this to guide your meeting.

Meeting 98

Meeting Objection handling Sales Networking 98

Veloxy

JANUARY 7, 2025

Begin with shared goals and objectives that complement your overall business goals. Regularly meeting and communicating openly with your sales and marketing teams will encourage collaboration. It also keeps the solution fluid and ensures thatit meets your current business requirements. It builds stronger relationships and trust.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

The 5% Institute

JULY 21, 2023

When faced with objections, it’s crucial to respond effectively and persuasively to convince others of your viewpoint or proposition. In this article, we will explore powerful objection handling techniques that can help you navigate challenging situations, turning doubts into opportunities.

Objection handling 52

Objection handling Technique Closing Sales 52

SaaStr

NOVEMBER 24, 2020

The Art of SaaS Negotiations: 3 Steps to Develop an Objection Handling Framework with PandaDoc will take place at 2 PM PST on December 9 – don’t miss out! The post We are 14 days away from SaaStr Scale – meet our sponsors! Their process improves deal workflows, insights and speed for their customers. .

Meeting 119

Meeting Objection handling Negotiate Contract 119

The 5% Institute

AUGUST 15, 2019

We regularly hold sales training sessions with our clients, and some of the feedback we often receive from them is that their sales meeting topics can be boring or stagnant. This article is to help you with ideas that you can potentially introduce as sales meeting topics. 8 X Sales Meeting Topics To Share With Your Team.

Meeting 98

Meeting Objection handling Drivers/motivators Sales 98

SaaStr

MARCH 29, 2025

Include scripts, objection handling, and key metrics. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week. This includes: Ideal Customer Profile (ICP): Who are you selling to? Be specific. If its not in the CRM, it doesnt exist.

Commission 82

Commission Objection handling Quota Sales 82

The 5% Institute

AUGUST 2, 2022

Sales Drills #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide. 3 – Pre-Frame.

Objection handling 140

Objection handling Sales Appointment Clients 140

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

Objection handling 139

Objection handling Technique Pitch Promote 139

The 5% Institute

JUNE 15, 2023

Product Fit and Compatibility Concerns Sometimes, customers raise objections based on whether the product or service will meet their specific needs or integrate well with their existing systems. Active Listening and Empathy When a customer raises an objection, actively listen to their concerns and show empathy.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. Mediation & Conflict Resolution When colleagues clash over sales leads or roles, meetings become tense, deals stall, and finger-pointing takes over.

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The 5% Institute

APRIL 13, 2021

Team meetings can sometimes feel a bit stale and repetitive. Practicing sales for the sake of having fun is fine; however, these shouldn’t be reserved to replace your team meetings. 1 – Objection Handling. The first on our list of practice sales activities, is objection handling. 4 – Name The Client.

Closing 145

Closing Objection handling Gaming Sales 145

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. 1 – Objection Handling. 4 – Name The Client.

Gaming 134

Gaming Objection handling Sales Pitch 134

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

Highspot

OCTOBER 29, 2024

With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback. Did you know?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Conduct the Performance Review The actual review meeting should feel like a collaborative discussion. Celebrate achievements: Everyone loves to be recognized.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Partners in Excellence

JUNE 3, 2020

Some focus on skills like objection handling, closing, negotiation. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Each has their own approach, models, techniques. Each emphasizes certain things.

Objection handling 164

Objection handling Negotiate Consult Quota 164

Highspot

OCTOBER 22, 2024

To help your sellers feel equipped to approach each phase of the sales process, create training that dives into the key skills to land in each stage – from needs assessment and product demos to objection handling and negotiation. TIP : Review reps’ meeting recordings to gain clear visibility into their behaviors in buyer conversations.

Process 52

Process Objection handling Quota Negotiate 52

Veloxy

FEBRUARY 13, 2023

Objection handling questions Unless you’re selling something truly innovative, you’re likely working to displace a competitor. This means you’re going to have to address objections, concerns, and perceptions that the customer has with your product or service. What are your challenges meeting those objectives?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Sales Pop!

SEPTEMBER 13, 2024

AI tools like Pipeliner CRM Voyager AI Gen2, Salesforce Einstein, and HubSpot AI can automatically capture data from emails, calls, and meetings. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools. This leaves less time for actual selling. How to Automate CRM Data Entry: 1.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

The 5% Institute

MAY 18, 2021

Objection handling. Qualification Sales Questions To Ask Customers: One of the biggest mistakes Sales Professionals make in their day to day sales conversations, is sitting down and having meetings with people who do not qualify for their product or service. Qualification. 10 x Sales Questions To Ask Customers.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Gong.io

NOVEMBER 22, 2021

But what separates the top salespeople from the average ones is how these cold call objections are handled, deflected, and turned into something that keeps the buyer on the phone and, ideally, helps book that first meeting. Follow this 3-point framework to overcome any and all cold call objections you will face.

Cold Call 117

Cold Call Objection handling Technique Follow-up 117

The 5% Institute

OCTOBER 29, 2019

Sales Training Activity #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 98

Objection handling Sales Appointment Clients 98

Gong.io

DECEMBER 19, 2019

That’s everything captured using Gong during web conference meetings, phone calls, and emails. And if there’s one part of the discussion you’ll want to steer with a strong arm, it’s objection handling. Respond to objections by asking questions. But before we continue … Where Does Gong’s Data Come From?

Cold Call 122

Cold Call Objection handling Technique Sales 122

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. 1 – Objection Handling. 4 – Name The Client.

Gaming 98

Gaming Objection handling Sales Pitch 98

Closing Bigger

JULY 21, 2014

When you pick up the phone or step into a client meeting your intent will frame what you hear, the words you use and even your tonality, body language and pace of conversations. If it’s not an ideal fit we often have to rely on hard closes, discounting and heavy objection handling. It’s the pillar of your sales strategy.

Conversion 138

Conversion Objection handling Sales Price 138

Partners in Excellence

JUNE 16, 2014

” “How do I craft an opening sentence that captures the prospect’s attention and gets me a meeting?” ” “What’s the best way to handle the objection?” We don’t think so much about our objection handling techniques or how we close our managers in getting support.

Objection handling 120

Objection handling Technique Sales Conversion 120

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). But we don’t train them to have business conversations that are meaningful to the customer.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Partners in Excellence

DECEMBER 9, 2012

You get to the meeting, you go through your agenda and all of a sudden the customer responds, “We really need Charlie in this meeting.” ” You know what happens, you pause the meeting, the customer sends a message to Charlie–he’s in a meeting. It takes time and attention from the meeting.

Objectives and Key Results 109

Objectives and Key Results Objection handling Sales Meeting 109

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. Consider it done.

Objection handling 108

Objection handling Technique Sales Pitch 108

Partners in Excellence

MAY 15, 2014

” When I ask, I get responses like: “Would you just give us the formula to [insert whatever you want--prospect, get meetings with execs, close, handle this/that objection, fill my pipeline.]?” People come to me for answers about how to handle specific situations.

Objection handling 122

Objection handling Pitch Pipeline Closing 122