Cerebral Selling

SEPTEMBER 12, 2022

As a result, they suffer with low close rates and poor forecast accuracy. “We spoke to the customer a number of times and identified their key issues. For example, a manual process that your solution can automate may not be seen as a high priority to address. the real reason they buy). Does this narrative sound familiar?

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? What Is A B2B Sales Process?

B2B 98

B2B Process Objectives and Key Results Objection handling 98

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. But what exactly is a complex sales process? The Complex Sales Process – A Step By Step Guide. The Complex Sales Process – A Step By Step Guide.

Process 98

Process Objectives and Key Results Objection handling Sales 98

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. A sales performance evaluation is a structured review of a salespersons results, skills, and areas for improvement. Each type brings its strengths, tailored to your sales objectives.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Sales Pop!

SEPTEMBER 13, 2024

AI and automation are transforming sales processes by eliminating repetitive tasks. Missing key points or failing to handle objections effectively can result in missed opportunities. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. How to Automate Follow-Ups: 1.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

The 5% Institute

MAY 18, 2021

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten sales questions to ask customers to help you with this. Objection handling. This objection handling question makes this a great addition to your sales questions to ask customers. Qualification.

Objection handling 140

Objection handling Objectives and Key Results Customers Sales 140

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. Traditional sales coaching focuses on tactical issues and deal reviews – leaving little time for the kind of coaching that actually gets the desired results.

Objectives and Key Results 64

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? Then, we analyzed the calls using artificial intelligence (AI) and natural language processing (NLP) to identify behaviors that correlate with sales success.

Objection handling 48

Objection handling Technique Objectives and Key Results Price 48

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. Prospecting is your first step in the sales process. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Pop!

SEPTEMBER 5, 2024

Sales methodologies are essential frameworks that guide sales professionals through every step of the sales process. These methodologies are designed to ensure consistency, improve efficiency, and ultimately drive better sales results. Automated Follow-Ups: One of the most critical aspects of sales methodology is the follow-up process.

Objectives and Key Results 130

Objectives and Key Results Objection handling Technique Follow-up 130

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. Objections are Opportunities. Objections are Opportunities.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

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. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

AUGUST 9, 2021

Closing sales training is crucial for not only new Sales Professionals, but also for seasoned Sales Pro’s and Business Owners who want to refresh their sales process , and even learn new skills and ideas. There are a number of key things you’ll need to focus on to ensure you’re successful. Implement your sales process.

Closing 145

Closing Objectives and Key Results Lead generation Sales 145

Partners in Excellence

MAY 17, 2021

Since software developers must work in close collaboration, adopting a commonly understood language, and even process/techniques, enables developers to communicate efficiently and get work done. This language, as well as understanding key processes, problems, challenges is all part of what we call “business acumen.”

Objectives and Key Results 143

Objectives and Key Results Technique Manufacturing Objection handling 143

Heinz Marketing

APRIL 22, 2023

Company Growth Strategy: 7 Key Steps for Business Growth & Expansion by Sujan Patel Controlled, sustainable growth is the key to successful businesses. 7 Winning Steps for Effective Objection Handling by Marcus Chan The key to effective objection handling is using a question-based framework that puts the prospect at ease.

Growth 59

Growth B2B Objectives and Key Results Objection handling 59

The 5% Institute

DECEMBER 12, 2019

Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten questions to ask a potential client to help you with this. Objection handling. This objection handling question makes this a great addition to your questions to ask a potential client. Qualification.

Clients 98

Clients Objection handling Objectives and Key Results Follow-up 98

The 5% Institute

APRIL 14, 2021

Sales Training For Executives Topic #1 – Sales Process. The first important topic in regard to sales training for Executives, is for you and your sales team to understand the importance and benefits of using a consistent sales process. Using a sales process has several key benefits. Sales Training For Executives. .

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

The 5% Institute

JANUARY 15, 2021

Sales Training For Small Business Owners Topic #1 – Sales Process. The first important topic in regard to sales training for Small Business Owners, is for you and your sales team to understand the importance and benefits of using a consistent sales process. Using a sales process has several key benefits.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

The 5% Institute

MAY 25, 2021

New home sales consultant training is crucial for not only New Home Sales Consultants, but also for seasoned Sales Professionals who want to refresh their sales process , and even learn new skills and ideas. There are a number of key things you’ll need to focus on to ensure you’re successful. Implement your sales process.

Consult 119

Consult Objectives and Key Results Sales Lead generation 119

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

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

Sales Hacker

SEPTEMBER 11, 2019

The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal. If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Gong.io

FEBRUARY 1, 2019

This is a result of being too heavy on product training and not heavy enough on sales training. And there’s one other part of the discussion you’ll want to steer with a strong arm: objection handling. Hearing buyers’ objections can throw some people off their game. Respond to objections by asking questions.

Product 132

Product Objectives and Key Results Objection handling Pitch 132

Partners in Excellence

JUNE 14, 2023

Without foundational knowledge, we have no ability to assess what we might get, as a result may be doing things that can produce tragic results. In selling, what key elements of foundational knowledge and why are they important? Without this, we can’t help them navigate their change and buying process.

Objectives and Key Results 111

Objectives and Key Results Objection handling Trust Presentation 111

Gong.io

NOVEMBER 12, 2021

In this prospecting call, that’s your only objective: Land the meeting and move the buyer down the funnel. . The key: Reframing your sales questions to elicit the responses you want. Buying process: Walk me through how you purchased [incumbent]. The key is talking about VALUE. Objections are inevitable.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Veloxy

MAY 24, 2023

Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Understanding Sales Velocity To harness the power of sales velocity, it’s crucial to grasp its fundamental concept and its key components. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Sales Hacker

OCTOBER 2, 2020

SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”. Some key insights: According to Venture Scanner, in the past 16 months, Sales Engagement vendors have raised more than $250 million in venture investment, with $62 million of that in 2020 alone.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Gong.io

MAY 18, 2018

As a result, each deal requires its own strategy. It can help you achieve a larger, strategic objective. Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. That accomplishes two equally important objectives: It increases their effectiveness.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

The 5% Institute

MAY 6, 2020

If you want to learn how to close a deal not just once, but consistently – you need to use something called a sales process. A sales process is a step by step system, or framework that guides you towards the sale. Although there are various different types of sales methodologies, we teach a sales process called The 5% Sales Blueprint.

Closing 98

Closing Objectives and Key Results Technique Consult 98

SalesLoft

MARCH 31, 2022

We are all facing similar challenges and they gave me a lot to think about – from reducing time in the hiring process to how we can train managers differently. . Penny Orme: For the first time we’ve created a joint marketing and sales go-to-market plan that is part of our new OKR (objective and key results) process.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Openview

JULY 23, 2018

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots. Did you ask them if IT needs to be in the evaluation process?

Objectives and Key Results 62

Objectives and Key Results Process Contract Sales 62

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. Below, we’ll cover exactly what a sales process map is and how you and your sales team can work together to create one. The same applies to sales.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Gong.io

SEPTEMBER 22, 2021

You’d have fewer lost deals right now and you’d be heading for the long-term results you want (like an accurate forecast and a President’s Club-level sales team). PS: Feeling super pumped about improving your sales processes? That’s why we created a key-metrics-only sales report template in Excel. Not getting great results?

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

AUGUST 28, 2019

When you feed them the right amount of training with the right amount of technology, that machine pumps out killer results. Here are some simple ways to ramp up SDRs to see those results as soon as possible. Make it scalable by putting every new SDR through the same process, regardless of where they are in their career.

Objectives and Key Results 91

Objectives and Key Results Cold Call Objection handling Inside sales 91

Hubspot

JUNE 13, 2018

SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. SPIN Objection-Handling Techniques. Great reps focus on preventing, not handling, objections. Reps must determine their call objectives in advance. Preventing Objections. SPIN Questions.

Sell 101

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

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. Your approach for the rest of your sales process depends entirely on what you learn in this conversation, so get lots of information out of your buyer. Change can happen at any point in your sales process.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

NOVEMBER 26, 2019

The Modern Sales Mindset and How It Impacts Results. Master the mental game and you can adapt to any sales environment, process, or buyer. Learn the difference between value and impact, the 2 types of impact that drive buying decisions, and a simple process for creating a journey that actually works. Defusing Objections.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129