Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. 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.

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Negotiate Closing Objectives and Key Results Objection handling 111

Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Sales Truth #1 – You can never be too busy to prospect and work your funnel. Various other factors determine an ideal prospect.

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Negotiate Sales Territory Clients 116

Hubspot

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

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Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. Enter negotiation role play exercises. Get Comfortable Breaking Up with Prospects.

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Negotiate Technique Contract Sales 101

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.

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Negotiate Objection handling Pipeline Cold Call 104

Veloxy

FEBRUARY 15, 2024

Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips. Its focus on modern techniques and tips for business growth demonstrates the variety of content available in the world of sales podcasts.

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Gaming Sell GTM Technique 233

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. So we look at different techniques to shift the numbers in our favor.

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Gaming Contract Pipeline CRM 122

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching.

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Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Negotiate Contract Price Legal 81

Highspot

JANUARY 19, 2022

The trick is knowing what training program and techniques to use. Top 6 sales training techniques. This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Sales training programs are often like that — but they don’t have to be.

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Technique Negotiate Pitch Inside sales 92

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). How does this prospect fit our perfect prospect profile? Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

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Objectives and Key Results Drivers/motivators Sales Up-sell 195

Partners in Excellence

JUNE 3, 2020

Each has their own approach, models, techniques. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. ” As sales people, we have to think, “How am I helping my customers and prospects?”

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Objection handling Negotiate Consult Quota 165

Anthony Cole Training

AUGUST 25, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Success in selling isnt always about a new strategy or technique. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

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Sell Objectives and Key Results Technique Sales 172

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). If Aprils prospecting activities and efforts bring Junes sales results, what does Junes prospecting activities and efforts bring? managing sales (4).

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Objectives and Key Results Sales Drivers/motivators Prospecting 179

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). And so, I got the chance to talk to 3 new prospects. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 173

Objectives and Key Results Sales Drivers/motivators Negotiate 173

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Your prospect. The prospect. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

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Objectives and Key Results Drivers/motivators Pipeline Clients 167

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). There is only 1 A priority and that is prospecting. The job in selling is prospecting. The #4 sales solution of First Things First is prospecting.

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Sell Objectives and Key Results Drivers/motivators Sales 191

Outreach

FEBRUARY 26, 2019

In cases where teams do not have account executive roles, B2B sales reps own virtually the entire sales cycle, engaging customers throughout the buyer journey — from prospecting and lead nurturing to closing deals. . It follows a distinct process and uses a wide range of sales techniques for various buyer personas and selling situations.

Technique 71

Technique B2B Process Manufacturing 71

Highspot

FEBRUARY 20, 2025

The prospect seemed interested, nodding along as she explained the value of her solution. She had rehearsed her sales pitch a hundred times and put so much time into pursuing this prospective buyer. Objection handling is responding to and resolving a prospect’s objections during the sales process. Sound familiar?

Objection handling 52

Objection handling X-functional Technique Price 52

Salesmate

JANUARY 13, 2021

Negotiation is something not every sales rep can excel in. Your prospect is sitting in front of you, the deal is just one step away from closure, and how you act will either make or break the deal. And few sales reps have aced the technique of negotiating. Up your game of negotiation so even you can say that –.

Negotiate 59

Negotiate Closing Technique Price 59

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Prospecting B2B Objectives and Key Results Referrals 98

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Is it because: The prospect wasnt qualified. The prospect lied about a current relationship. The prospect couldnt, wouldnt make the investment.

Objectives and Key Results 179

Objectives and Key Results Drivers/motivators Sales Up-sell 179

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). What are the questions we can anticipate from the prospect and how will the sales person deal with the questions? Leadership Training (2). managing sales (4).

Objectives and Key Results 165

Objectives and Key Results Drivers/motivators Sales Up-sell 165

Anthony Cole Training

AUGUST 2, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Not because effective closing techniques arent important to every sales process, but because it isnt as important as the sales steps leading to the close.

Closing 172

Closing Objectives and Key Results Drivers/motivators Sales 172

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). In other words, when a prospective new sales hire tells me that they are the top sales person in their district in year over year growth, that doesnt tell me much.

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Represent 183

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). If you have a need for approval - cannot handle rejection - then asking for a decision might force the prospect to tell you "no" and you dont want to hear that.

Objectives and Key Results 167

Objectives and Key Results Presentation Drivers/motivators Up-sell 167

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

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Objectives and Key Results Drivers/motivators Sales Clients 184

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 190

Objectives and Key Results Drivers/motivators Sales Up-sell 190

Anthony Cole Training

SEPTEMBER 10, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Get the prospect / suspect talking. Drill down - you must get beyond the philosophical BS that you will hear from the prospect. Leadership Training (2).

Sell 187

Sell Objectives and Key Results Appointment Drivers/motivators 187

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Engage prospects in a more meaningful dialog. than what we can find out about the prospect prior to calling them. Leadership Training (2). mentoring (2).

Sell 179

Sell Objectives and Key Results Sales Drivers/motivators 179

Anthony Cole Training

DECEMBER 10, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Ill get my prospecting in tomorrow.". "I Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Sell 178

Sell Objectives and Key Results Drivers/motivators Up-sell 178

Anthony Cole Training

NOVEMBER 15, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 187

Objectives and Key Results Sales Drivers/motivators Up-sell 187

Anthony Cole Training

SEPTEMBER 26, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 172

Objectives and Key Results Hospitality Drivers/motivators Sales 172

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). I came back to the office and began calling on my list of prospects for the week and I bombed the first three. Leadership Training (2). managing sales (4).

Objectives and Key Results 172

Objectives and Key Results Sales Presentation Drivers/motivators 172

Anthony Cole Training

NOVEMBER 10, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). I dont know about the kissing frogs part, but I do know this: last week, I had three calls to make to prospects that had agreed to make a decision on our services.

Objectives and Key Results 179

Objectives and Key Results Sales Pipeline Drivers/motivators 179

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

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Objectives and Key Results Drivers/motivators Sales Represent 190