Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

SaaStr

NOVEMBER 24, 2020

Paddle is a leading revenue delivery platform for SaaS companies that powers rapid growth across acquisition, renewals and expansion – making it easy for companies to scale-up. Working to automate security and compliance, starting with SOC 2 to protect customer data and build trust in internet businesses.

Meeting 117

Meeting Objection handling Negotiate Contract 117

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Buyers sense this drop in energy, and they start doubting the commitment or value of your solution.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Partners in Excellence

SEPTEMBER 27, 2016

No, I’m not setting you up for a line like, “How many self help gurus does it take to screw in a light bulb,” or “What do you call 100 sales thought leaders sitting at the bottom of the ocean?” But it’s a great starting point for any new sales professional. Absolutely, not!

Objection handling 90

Objection handling Negotiate Sales Up-sell 90

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed!

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Internal teams don’t think in terms of “objection handling,” but they have skills at resolving differences of opinions, contention/conflict within their own organizations.

Sell 109

Sell Objection handling Assembly Line Territory 109

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. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Before They Start. Sign up new hires for call reviews -- and lots of ‘em. It takes time. Pre-week training.

Negotiate 101

Negotiate Territory CRM Objection handling 101

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.

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

Sales Hacker

APRIL 5, 2018

1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics. 1) Not Picking up on Pain or Interest Signals. When you think of objection handling from that point of view, everything changes.

Cold Call 92

Cold Call Objection handling Technique Sales 92

Martech

JULY 19, 2023

I got to really know outbound marketing: Objection handling, what do we say to a customer? Between that and being a cold-calling account executive, you can pretty much talk to anyone because you have been exposed to being hung up on and, all kinds of things. I ended up leaving them. I managed a floor of people.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

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. As soon as your buyer picks up the phone, start talking. Not a great place to start. They could look like, “Tell me about what keeps you up at night?”. A time-zone map.

Cold Call 71

Cold Call Objection handling Negotiate Sales 71

Salesforce

OCTOBER 10, 2023

“When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells. He mentions that he’ll follow up in three days to see if the prospect is interested in buying. That’s a big mistake.

Objectives and Key Results 109

Objectives and Key Results Negotiate Sales Technique 109

Sales Hacker

OCTOBER 5, 2018

Sprints: start executing on your list and get feedback along the way. 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. A new Sprint starts immediately after the conclusion of the previous Sprint.

Objectives and Key Results 94

Objectives and Key Results Objection handling Sales Negotiate 94

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. Objection handling. Round up your corporate-approved, top-notch sales decks. How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 22, 2018

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. A good sales playbook breaks down your sales process—think buyer personas, call scripts, discovery, scoping and negotiation questions, and deal intelligence.

Sales 111

Sales Gaming Objection handling Quota 111

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. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage. Handling objections.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Gong.io

MAY 12, 2019

That phrase should have been put to bed ages ago, but it’s in enough sales books that new recruits still pick it up. It works in some situations (like negotiations), but it doesn’t work on cold calls. Put worries to rest as quickly as possible by following up on your full name, company name, and “How’ve you been?”,

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. You’ve sent a (long) follow-up email. Something that “wakes up” the brain. This sounds crazy, right?

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Hubspot

OCTOBER 14, 2020

You want to have your feet beneath you to set yourself up for success. Once you have those factors ironed out and start your call, commit to your character. This scenario helps them get acquainted with call aspects like introductions, objection-handling, and the specific messaging your company uses.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

Sales Hacker

MAY 31, 2019

But the wrong technology (or the right technology at the wrong time) can end up costing you. Look for up-skill opportunities. The best place to start is Process Investigation… Process Investigation. The Up-Skill Battle. Technology is incredible, saving time and effort. 3 Ways to Approach Tech Stack Design.

Objection handling 75

Objection handling Technology Technology Commission 75

Sales Hacker

APRIL 3, 2020

Objections Are Real: What to Avoid (00:00). Ever get tongue tied when prospects raise objections? I’d like to start by telling you a story. But you’re not going to be able to raise any objections because this is a one-way webinar. The Objection Handling Mindset (04:09). Final Takeaways (17:22).

Objection handling 85

Objection handling Sales Commission Prospecting 85

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) AI is starting to take this work off our hands — all while giving far better outputs.

Objectives and Key Results 96

Objectives and Key Results Pitch Cold Call Sales 96

Sales Hacker

MAY 14, 2018

In today’s fast-paced world, you need to get your junior reps up to speed quickly. They’re always up-to-speed on your messaging, product offerings, and buyer personas? Start by examining your new hire onboarding process. It doesn’t matter if your product or service is the best in the world. Didn’t think so. Dos and Don’ts.

Objectives and Key Results 76

Objectives and Key Results Cross-sell Objection handling Sales 76

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Each stage requires specific selling skills to satisfy prospect needs.

Technique 52

Technique B2B Cross-sell Negotiate 52

Gong.io

OCTOBER 9, 2018

Recently, we teamed up with Sales Hacker to share 7 tips that are guaranteed to help you accelerate sales onboarding: 7 Ways to Ramp New Sellers to Full Quota Lightning Fast from Chris Orlob. What does good objective handling look like? How do I negotiate?’. How to Handle Buyer Objections.

Quota 59

Quota A/B testing Sales Objection handling 59

PandaDoc

APRIL 3, 2023

Streamline onboarding A well-written sales playbook is a crucial onboarding tool, because it helps new team members become familiar with your sales procedures, tactics, and tools to get them up to speed faster. They can start making their first sales faster, and do so with more confidence. The result? Let’s look at the details.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Sales Hacker

APRIL 26, 2018

Quite a number of popular business personalities pop up each time the term “business acumen” is used. Like Buffett, Virgin Group founder Richard Branson started running a business early. These include prospecting, value articulation, problem solving, objection handling and negotiation , and relationship building.

Drivers/motivators 74

Drivers/motivators Non-Profits B2B Strategize 74

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. You might suggest a minor next step, like a trial period or a follow-up meeting, which can lead to a more significant commitment to closing the sale. How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

SBI

JANUARY 28, 2020

What is keeping your sales managers up at night? Consider areas like these as a starting point. Negotiation skills. Objection handling. In most cases, it will be straightforward to come up with dozens of specific training needs. To help with this, set up an agile content creation process. Demo skills.

Sales 52

Sales Objection handling Quota Legal 52

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience. Schedule regular follow-up meetings to discuss observations and learnings.

Objection handling 52

Objection handling Pitch Sales Technique 52

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Let’s explore some actionable strategies to help you get started: 1. Start by creating buyer personas and segmenting them into groups based on motivation, preferences, and purchasing patterns.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

DECEMBER 5, 2024

Replacing an employee can cost up to $50,000. Great onboarding matters: 69% of employees are more likely to stay three years if they start strong. Is your team working hard but barely keeping up with the demands of a fast-changing market? Investing in growth can reduce this expense and keep top talent from leaving.

Objectives and Key Results 52

Objectives and Key Results Growth Negotiate Objection handling 52

Salesforce

OCTOBER 16, 2024

With that in hand, the sales rep can reference specific call details for personalized customer follow-up communications. Driving productivity: Conversation intelligence speeds up some of the tedious tasks that are part of the sales process. Sign up now Thanks, you’re subscribed!

Conversion 59

Conversion Customers Territory CRM 59

The 5% Institute

JUNE 8, 2023

Start by researching the company’s products, services, target market, and competitors. This knowledge will enable you to align your answers with the company’s objectives and showcase your enthusiasm for the role. How important is the follow-up after a sales interview?

Closing 52

Closing Objectives and Key Results Technique Sales 52