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. It provides coaching on how I spend my time. So what is coaching?

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Objectives and Key Results Objection handling GTM Pipeline 125

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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Objectives and Key Results Sell Objection handling Negotiate 52

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.

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Objection handling Technique Pitch Conversion 62

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. Competitor discussions.

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Meeting Objection handling Lead generation Finance 98

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.

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Objection handling Technique Closing Sales 52

SaaStr

MARCH 29, 2025

This includes: Ideal Customer Profile (ICP): Who are you selling to? 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. Be specific.

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Commission Objection handling Quota Sales 79

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.

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Objection handling Sales Appointment Clients 140

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.

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Meeting Objection handling Drivers/motivators Sales 98

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. 2 – Sell Me This Pen.

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Closing Objection handling Gaming Sales 145

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.

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Objection handling Technique Pitch Promote 139

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. 2 – Sell Me This Pen. 4 – Name The Client.

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Gaming Objection handling Sales Pitch 134

Veloxy

FEBRUARY 13, 2023

Decision making questions It’s no coincidence that an increase in buyer standards is accompanied by an increase in account based selling. Gone are the days of selling one to one. Having these “decision making process” questions answered beforehand will accelerate your selling process.

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Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JUNE 3, 2020

We tend to overcomplicate things, particularly selling and leadership. Some focus on skills like objection handling, closing, negotiation. Some focus on skills like objection handling, closing, negotiation. Some might have broader approaches like solution, consultative or insight selling.

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Objection handling Negotiate Consult Quota 163

Partners in Excellence

SEPTEMBER 21, 2015

Last week, Tim Ohai and I were talking about the future of selling. They recognize to help their customers and to meet their own internal performance expectations, they must constantly be learning. We got onto a discussion of the critical skills needed for high performers.

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Sell Objection handling Presentation Pipeline 110

The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. If objections are raised based on competitor comparisons, focus on highlighting your unique selling points.

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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.

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Objectives and Key Results Sales Pitch Objection handling 64

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.

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Objection handling Technique Price Sales 48

Hubspot

JUNE 13, 2018

It’s one of the most well-known -- not to mention oldest -- selling systems. To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide: Introduction to SPIN Selling. SPIN Selling Book Summary. SPIN Selling Questions. Modern SPIN Selling.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Salesforce

AUGUST 25, 2022

Here’s the rub: it’s easy to lose sales momentum if you pull your team away from selling for training. However, it’s not enough to frame this as generic “how to sell” training with no connection to revenue goals. The key is to integrate enablement right where work is happening so reps use the same tools to sell and train.

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Engineering Sell Objection handling Negotiate 98

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

Sales Pop!

SEPTEMBER 13, 2024

This leaves less time for actual selling. 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. How to Automate CRM Data Entry: 1.

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Objectives and Key Results Objection handling CRM Pipeline 130

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.

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Cold Call Objection handling Technique Follow-up 117

Highspot

MARCH 6, 2025

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. Theyre on the front lines; their input can refine your sales objectives while keeping them engaged.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

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.

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Objection handling Sales Appointment Clients 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. An sales person answering customer inquiries could have the intent to “get an order” or “sell something from my product line.”

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Conversion Objection handling Sales Price 138

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

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Objection handling Quota Entertainment Up-sell 133

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. 2 – Sell Me This Pen. 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 You landed the meeting.

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Cold Call Objectives and Key Results Negotiate Cross-sell 118

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?” Selling is about people, interactions between people, how we engage people most impactfully.

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Objection handling Technique Sales Conversion 119

The 5% Institute

AUGUST 9, 2021

Pick a niche that you want to serve and sell to. Having been a part of literally thousands of sales meetings and presentations , Sales Professionals generally approach their sales with this approach: They say hello, and build some basic rapport. Objection handling, and then again – ask for the sale.

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Closing Objectives and Key Results Lead generation Sales 145

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.

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Objection handling Pitch Pipeline Closing 121

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers.

Pitch 52

Pitch Sales Technique Cross-sell 52

Hubspot

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Second, d on’t sell the product, sell the next step. The Gatekeeper.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Sales Hacker

SEPTEMBER 11, 2019

Don’t necessarily rush to meet those deadlines, but try to keep to your scheduled plan. Approach the Meeting With a Deep Understanding of Your Prospect and Their Business Goals. That will allow you to adapt your sales presentation to focus on how your own product/service can meet their needs. Listen Closely as You Negotiate.

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Negotiate Closing Objectives and Key Results Objection handling 111

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. This stage can involve multiple meetings and additional stakeholders. Objection handling: Customers may have concerns about pricing, competitors, or implementation. Identifying upsell and cross-sell opportunities to drive continued revenue growth.

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Objectives and Key Results Contract Legal Sales 52

Gong.io

FEBRUARY 1, 2019

We analyzed 3,000,000 web-based product demos using AI to understand which behaviors sell. The meetings were all recorded on web conferencing platforms like Zoom, then transcribed and speaker separated. And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling.

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Product Objectives and Key Results Objection handling Pitch 132

Hubspot

DECEMBER 13, 2023

In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. This call allows the prospect to visualize how your solution can solve their problems and meet their needs. You'll provide a brief overview of your product or service and try to gain their interest.

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Objection handling Negotiate Cross-sell Contract 87