Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

Negotiate 104

Negotiate Objection handling Pipeline Cold Call 104

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. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. If you overlook a critical detail, the AI notes the gap and suggests a controlled decision-making process. The manager’s goal: Clarify the outcome or end objective.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

MAY 13, 2022

They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. When we look at the biggest problems our customers face in their problem solving and buying processes, it’s not vendor selection. We have terrific programs about how we sell.

Sell 123

Sell Objection handling Negotiate Customers 123

Outreach

APRIL 9, 2019

The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C).

B2B 65

B2B Process Objection handling Negotiate 65

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. This is the nature of complex salesthey demand strategy, patience, and the right tools to navigate the process effectively. Objection handling: Customers may have concerns about pricing, competitors, or implementation. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

NOVEMBER 24, 2020

These solutions simplify processes, workflows and much more – making every part of the business flow more freely. GuideCX makes your life easier with their client onboarding software that helps companies invie, guide and engage internal and customer teams in a transparent process that delivers value faster.

Meeting 114

Meeting Objection handling Negotiate Contract 114

Gong.io

NOVEMBER 19, 2021

But you can learn how to handle them. Even the top-performing reps encounter sales objections. They’re not something you can avoid by doing a great job in the sales process, so get comfortable with them. What matters is knowing which type of objection you face, and using the right strategy to overcome it. Complacency.

Objection handling 108

Objection handling Technique Sales Pitch 108

Partners in Excellence

NOVEMBER 27, 2018

The more “predictable” the process is, the more it can/will be managed by technology, bots, and automated agents. Many complex buying/selling processes simply cannot and should not be “transactionalized.” Also, these are the easiest applications of AI/ML technologies. But there are limitations to this.

Sell 113

Sell Objection handling Assembly Line Territory 113

Salesforce

NOVEMBER 15, 2024

These numbers drive the sales capacity planning process, where teams work backward from revenue goals to ensure sufficient manpower for achieving future targets. When an SDR team lacks a clear and repeatable process for career advancement, predicting growth and budgeting for resources becomes challenging.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Gong.io

NOVEMBER 12, 2021

Buying process: Walk me through how you purchased [incumbent]. 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Remain calm and use these objection handling techniques.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Gong.io

FEBRUARY 9, 2019

Objection Handling 6. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Buying and selling is a complex process, and change tends to interfere with things more than we’d like. That’s no way to run a sales process. Quick Links 1. Prospecting 2.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Partners in Excellence

OCTOBER 29, 2020

The next gen methodology should be focus on helping the customer navigate their buying process more effectively. Project management tools are easily adaptable to any buying process or approach. Great project leaders understand the importance of disciplined decision making processes. Decision-making.

Sales 120

Sales Objection handling Represent Negotiate 120

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. Here's how to avoid and/or overcome these objections. Response : "That’s okay.

Prospecting 101

Prospecting Objection handling Appointment SQL 101

Hubspot

AUGUST 6, 2019

Provide a sales process overview. Cover the main stages of the sales process and conversion rate benchmarks (i.e., Include common objections that arise during your sales process. And let new hires respond to those objections before supplying them with ready-made scripts. can be a tough and undocumented process.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Gong.io

JUNE 10, 2019

Negotiation. but you’re weak at, say, objection handling. They wouldn’t be set apart from their average peers by being 25% better at one element of the sales process. Average salespeople jump straight to answers more often: Great salespeople clarify what’s causing the objection before jumping to an answer.

Objection handling 91

Objection handling Sales Negotiate Pitch 91

Hubspot

DECEMBER 16, 2019

Negotiation. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides.

Real Estate 88

Real Estate Objectives and Key Results Negotiate Education 88

Salesforce

AUGUST 25, 2022

Fundamentally, enablement is about upskilling your reps with ongoing training modules, content, and process guides. We then pinpoint common roadblocks that lengthen or stall the deal process and devise a training program to address them with new strategies or skills. Let’s take a peek. Tip #1: Focus enablement on outcomes.

Engineering 98

Engineering Sell Objection handling Negotiate 98

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Split everyone into groups, and have them brainstorm the right questions to ask, specific for your sales process. No pipeline, no glory.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Sales Hacker

APRIL 5, 2018

I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics. The most effective sales people understand that they aren’t necessarily overcoming objections as much as they are trying to get to the truth. When you think of objection handling from that point of view, everything changes.

Cold Call 91

Cold Call Objection handling Technique Sales 91

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. It gives you insight into your sales processes and allows you to evaluate their effectiveness. You can adjust and make necessary improvements to their sales process.

Sales 112

Sales Cross-sell Pipeline Negotiate 112

Martech

JULY 19, 2023

They wanted me to go to Walmart stores and manage the inventory process and I thought about it and I was like I can’t say that I work for Walmart. I got to really know outbound marketing: Objection handling, what do we say to a customer? Business email address Subscribe Processing. I just can’t do it.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Gong.io

MAY 31, 2021

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. Team processes. Objection handling. Ensuring consistency in the sales process. Process: Trust it. Sales Process.

Territory 118

Territory Objectives and Key Results Contract Price 118

Salesforce

OCTOBER 10, 2023

It’s important to note that, while they’re often used synonymously, a sales cycle is slightly different than a sales process. Think of the sales cycle as the “what” — or the steps — of a sale, whereas the sales process is the “how” of a sale – the way salespeople carry out those steps to move prospects to the next stage.

Objectives and Key Results 109

Objectives and Key Results Negotiate Sales Technique 109

Sales Hacker

OCTOBER 5, 2018

These challenges created the need for a sales rep onboarding process that is faster and more flexible – areas in which the software industry is already well-versed. Competencies can be anything from listening and closing skills to negotiation skills and objection-handling – anything a rep needs to be proficient at to be successful.

Objectives and Key Results 94

Objectives and Key Results Objection handling Sales Negotiate 94

Sales Hacker

OCTOBER 22, 2018

A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence. For the 60% that do have a well-defined sales process in place, the benefits are clear. Pretty easy stuff here—figure out who to involve in the process.

Sales 111

Sales Gaming Objection handling Quota 111

Gong.io

MAY 12, 2019

They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. It works in some situations (like negotiations), but it doesn’t work on cold calls. PS: This Objection Handling Master Class is 100% worth your time: Sales Tactic 8: What’s Changed since We Last Talked?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

SalesLoft

DECEMBER 3, 2019

So if you think about the core pillars of what makes a great set of sales skills, you’ve got things like discovery, you’ve got things like prospecting, and objection handling, and presenting and negotiation. And still, if you’re weak, for example, at objection handling, that is your weakest link.

Objection handling 59

Objection handling Quota Negotiate Presentation 59

criteria for success

MARCH 11, 2020

The opposite, a bottom-line, risk-taking buyer, will also raise an objection or concern to test your abilities or determine whether they can trust you. Objections are Opportunities. Fine-tuning your objection handling process can actually improve the quality of the conversation for both parties. Download Now.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

PandaDoc

JUNE 11, 2024

The B2B sales process involves several key stages : prospecting, qualifying, connecting, pitching, and closing. Embrace technology and resources to automate and streamline your sales process. B2B sales, or business-to-business sales, describe the complex process of delivering products, services, or SaaS to another business.

B2B 52

B2B Process B2C Objectives and Key Results 52

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Partners in Excellence

MAY 18, 2016

We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process. We spend billions training people in those skills.

Customers 68

Customers Objection handling Negotiate Technique 68

The 5% Institute

MAY 9, 2023

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. This includes knowing how to identify potential customers, build relationships, qualify leads, handle objections, and close deals.

B2B 52

B2B Objection handling Negotiate Technique 52

Hubspot

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. It is a more thoughtful and prepared process that necessitates a willing participant. Sales Coaching Benefits 1.

Objectives and Key Results 81

Objectives and Key Results Objection handling Construction Sales 81

Sales Hacker

MAY 31, 2019

New technology should do one of two things: Support your sales process (lead routing, sales engagement, etc.). You need both Sherlock Holmes and Dr. Watson for this approach because you have to find the clues to improving your process AND diagnose opportunities for developing your people. Look at process. Look for friction.

Objection handling 74

Objection handling Technology Technology Commission 74