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

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

MAY 3, 2018

Successful cold calls were defined as those that ended up in a held follow-up meeting. The longer the call, the greater your odds of getting the meeting: In short, not only are you calling to get your prospect’s attention – you’re trying to hold it, too. Cold calling isn’t about discovery – it’s about selling the meeting.

Cold Call 123

Cold Call Pitch Education Objection handling 123

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

Gong.io

FEBRUARY 1, 2019

The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. Pretend you’re a sales rep pitching a politician on building a new city on top of an empty plot of land in South Dakota. The second pitch started with the outcome, letting the conversation unfold from there.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Gong.io

JUNE 25, 2019

What’s the best way to earn the right to ask questions during an intro sales meeting? It’s a short pitch (~3-5 minutes) about a business problem you solve or an opportunity you help buyers exploit. Now, compare that approach with STARTING your meeting with the same question, but no discovery prompter. Here’s an example.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Listen Closely as You Negotiate.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

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

Gong.io

JULY 6, 2018

Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. A great sales call structure starts with a great “opening” to the meeting. Propose an agenda: Use this line: “I’d like to set an agenda for this meeting so we can cover as much ground as possible. Soak them in.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. It’s a rare day when you pitch someone and they simply submit and ask where to sign. A disarming response like this may bring their guard down enough to get a concrete meeting scheduled. Conclusion .

SQL 92

SQL Objection handling Angle Pitch 92

Hubspot

AUGUST 19, 2024

Objection handling 4. Instead of a pitch slap, they are approached with thanks. I'm curious, what will change between now and then that's preventing us from meeting today?” Closing the call to book a meeting. This approach not only secures the meeting but also gets an immediate commitment from the prospect.

Cold Call 80

Cold Call Objection handling Follow-up Technique 80

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Objection handling. Messaging: Deliver the perfect sales pitch. Close more deals. Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Hacker

NOVEMBER 7, 2017

Tailor Your Sales Pitch. Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories. How many face-to-face meeting can you afford with a single prospect?

Objection handling 108

Objection handling Sales Cold Call Niche 108

Hubspot

SEPTEMBER 30, 2019

Objection handling training exercises. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. E-pitch competitions. E-pitch competitions are a staple for new hire training, as they force reps to get the value of a product out clearly and quickly.

Gaming 101

Gaming Pitch Sales Objection handling 101

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Want more Jared/AE insights?

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Hubspot

DECEMBER 16, 2019

Working through objections. Handling objections is a common part of your job description as a real estate professional. However, objections don’t always have to lead to an immediate "no." When managed properly, objections can get you closer to making a sale because they can help you learn what your buyer is truly after.

Real Estate 88

Real Estate Objectives and Key Results Negotiate Education 88

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

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. That will help you ensure that they’re putting in the effort needed to meet their sales target. Meetings booked. Meetings booked. Batch tasks.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? The message was stop traveling and just meet people on video. Being an employee is as much of a sales pitch as selling your product to a customer. With Citigroup, I really understood the division I was in. It was credit cards and.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

SEPTEMBER 15, 2021

When can we meet?” Instead, I’m analyzing them all and focusing coaching conversations around where I can make the most difference: objection handling. Sentiment supercharges objection handling. We coach for three specific responses to the objections. You’re completely out of the running here.

Objection handling 95

Objection handling Sales Price Prospecting 95

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. It has do’s and don’ts and pitch scripts. And… meeting booked. Tip #5: Have your objection handling game on the ready. Terms and definitions. A time-zone map.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Hubspot

SEPTEMBER 29, 2023

Through the platform, you can record pitch or call practice sessions, which enable reps to learn how top sales performers give pitches. Additionally, you can enable collaborative coaching by letting reps give eachother pitch feedback, while additional features, like Leaderboards, can encourage friendly competition.

Objectives and Key Results 81

Objectives and Key Results Price Objection handling Pitch 81

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. You’ll learn about the LAER method for objection handling – a proven strategy that can help you address your prospect’s concerns professionally and persuasively.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Highspot

JANUARY 4, 2024

The strategy ensures reps are well-prepared to meet and exceed sales targets. The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. It’s tailored to meet the unique training needs of your team and aligns with business and sales goals.

Objection handling 52

Objection handling Pitch Sales Technique 52

Gong.io

NOVEMBER 9, 2022

Consistency is key if you want to meet revenue targets month after month, year after year. It may also help you restructure your team to better fit your sales cycle by having sales development representatives (SDRs) responsible for booking meetings and account executives who only close deals. . Booking a meeting time on the phone call.

Pitch 62

Pitch Cold Call Sales Referrals 62

The 5% Institute

JULY 22, 2020

Sales Training Idea #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 52

Objection handling Appointment Sales Clients 52

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. And many many calls and meetings. Maybe that’s why when you pick up the phone and start to pitch, prospects will hangup or say they are running into a meeting. But cold calls are my prospecting strength, and I couldn’t just replace what was generating 90% of my meetings.

Prospecting 115

Prospecting Cold Call Referrals Objectives and Key Results 115

Highspot

JULY 18, 2023

pricing sheets, sales templates, assessments, refined sales pitches) is crucial for them to start selling immediately. Provide them with the opportunity to practice high-pressure situations like cold calling and elevator pitches. By conducting this exercise, reps become more familiar with what they’re pitching and what messaging works.

Objection handling 52

Objection handling Objectives and Key Results Sales Cold Call 52

The 5% Institute

MAY 9, 2023

Are your sales reps unable to meet their quotas and reach their targets? From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Are you struggling to close deals and generate revenue for your B2B company?

B2B 52

B2B Objection handling Negotiate Technique 52

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements.

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. For instance, you might discover that some reps struggle with objection handling by monitoring calls. What is the Difference Between Sales Enablement and Sales Training?

Pitch 52

Pitch Technique Sales Cross-sell 52

Sales Hacker

JULY 26, 2023

Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? I called the Head of Infrastructure, but they didn’t seem on board with what I was saying and threw lots of objections at me. Can you deep dive into what their pain points might be and how my solution could solve them so I can better pitch next time?

Objectives and Key Results 77

Objectives and Key Results Pitch Cold Call Sales 77