Sales Hacker

MAY 2, 2018

Your sales and marketing teams may experience a serious pipeline drought when GDPR (General Data Protection Regulation) goes into effect on May 25. That means the number of sales meetings and qualified opportunities that come into your pipeline is at risk of being cut in half. 1) Evolve from “Pipeline Management” to “Deal Execution”.

Pipeline 68

Pipeline Objectives and Key Results Objection handling Sales 68

Outreach

MARCH 25, 2019

Welcome to the definitive guide to sales pipeline management! This guide provides a high-level overview of all things pipeline-related, including: Why is a sales pipeline important? What are the sales pipeline stages? Sales pipeline definition. What are the sales pipeline stages? .

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Score More Sales

AUGUST 16, 2019

Cold Call Objection Handling – Outreach (is gated). Expand Your Pipeline. How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

Cold Call 97

Cold Call Objection handling Inside sales Manufacturing 97

Veloxy

FEBRUARY 13, 2023

If your CRM records are dominated by close ended data, you’re likely losing out on a lot of pipeline and closed deals. Opportunity focused questions At the end of the day, you’re looking to fill your pipeline with more opportunities. The same is true in sales. What concerns do you have about using [solution]?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. When we look at pipelines, there are a few key factors in our pipelines: Quality/integrity, volume, velocity. Do the math on what that means for pipeline coverage.

Pipeline 116

Pipeline Objectives and Key Results Objection handling Construction 116

Highspot

OCTOBER 29, 2024

This tool acts as a virtual assistant that provides real-time guidance during sales calls, offering suggestions for objection handling, tailoring pitches, and delivering compelling messages. By acting as a virtual co-pilot, AI virtual assistants help sales representatives navigate complex customer calls with confidence and finesse.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

MAY 17, 2021

When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves. The mindset of the customer is oriented around their businesses, goals, objectives. They are focused on how they work together to get things done to achieve their shared company goals.

Objectives and Key Results 145

Objectives and Key Results Technique Manufacturing Objection handling 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.

Objection handling 125

Objection handling Pitch Pipeline Closing 125

Partners in Excellence

JUNE 13, 2019

Others look at skills like questions, objection handling, and so forth. If we focus on closing, we empty our pipelines and have nothing left to close. Some of the discussions drill down into an issue, for example the endless battle of social and other selling (would one call this anti-social?).

Process 106

Process Objection handling Sales Pipeline 106

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). But we don’t train them to have business conversations that are meaningful to the customer.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Sales Hacker

NOVEMBER 1, 2019

By understanding all the gives and gets along the way and matching them up, we can know exactly what to ask for, and when, in order to move the deal through the pipeline to closure — or get out before it’s too late. Just have a BIG FAT PIPELINE. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

Negotiate 104

Negotiate Objection handling Pipeline Cold Call 104

Sales Hacker

FEBRUARY 16, 2023

Here are 5 ways to teach your team to handle rejections, objections, and losses, and come back up swinging. Practice objection-handling Prepare your sellers in advance on how to handle objections before they are even stated. You feel the pain more when your pipeline is soft. The next win.

Objection handling 117

Objection handling Pipeline Sales Drivers/motivators 117

Heinz Marketing

NOVEMBER 12, 2018

Have you listened to our live show, Sales Pipeline Radio? This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. I’ll help you keep your pipeline full.

Pipeline 73

Pipeline Cold Call Sales Prospecting 73

Gong.io

NOVEMBER 19, 2021

Sometimes they are, with imposter objections, — four deadly objections that masquerade as small talk. Find out what they are in our Uncensored Objection Handling Techniques: Your Guide for Turning Pushback into Pipeline.). Now all the customer’s objections are on the table where you can see them.

Objection handling 108

Objection handling Technique Sales Pitch 108

Partners in Excellence

NOVEMBER 27, 2018

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 115

Sell Objection handling Assembly Line Territory 115

Partners in Excellence

JANUARY 13, 2019

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. Along with those, we develop tools that help us with those things, for example, objection handling techniques, closing techniques, qualifying techniques, and so forth.

Objection handling 95

Objection handling Technique Construction Finance 95

Gong.io

AUGUST 22, 2018

Your sales team can be amazing at discovery, presenting, and objection handling. But that doesn’t do them any good if they have a thin pipeline. This is why generating pipeline and prospecting is your next sales training priority. No pipeline, no glory. Sales Training #4: Objection Handling.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” You might know this as the “3x Pipeline Coverage” rule. ” Then I became a chief revenue officer, and the pipeline suddenly became real. I’d sit down with sales reps for pipeline reviews , and we couldn’t answer the most basic question: “How big is big enough?”

Pipeline 52

Pipeline Quota Objection handling CRM 52

Partners in Excellence

JULY 14, 2022

I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh???? How do we count the number of objections they get, so we can comp them on objection handling?

Commission 102

Commission Objection handling Pipeline Quota 102

Heinz Marketing

OCTOBER 15, 2018

Late in 2015 we started producing a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. Matt: Thank you very much everyone for joining us on another episode of Sales Pipeline Radio. We’re talking with Kristen Alexander, the CMO of Certain, today on Sales Pipeline Radio.

Pipeline 65

Pipeline Sales Strategize B2B 65

Hubspot

JUNE 17, 2024

Introduction to Video Prospecting Using Video for Follow-up After a Meeting Objection Handling With Video The Proposal Video Asking for a Referral With Video Video Selling Basics When you want to make a video, you must start with the basics. That is why I suggest video to handle objections is the best way to convert.

Pipeline 74

Pipeline Referrals Objection handling Sales 74

Gong.io

MAY 31, 2021

Objection handling. Gong eliminates some of the guesswork by using actual activity from both reps and buyers from more accurate forecasting (aka, pipeline analytics). Bonus: Check out our 7-Point Checklist For Airtight Pipeline Reviews and get your sales strategy up and running ASAP. . Sales resources. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

SEPTEMBER 21, 2015

You must master the traditional selling basics, all the stuff like building relationships/trust, prospecting, pipeline management, deal/opportunity strategy, sales call planning/execution, questioning, qualifying, probing, presenting, objection handling, closing, oral/written presentation skills, and the myriad of foundation skills.

Sell 116

Sell Objection handling Presentation Pipeline 116

Salesforce

AUGUST 25, 2022

Sales reps are the engine that drives your pipeline. For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. Want more sales enablement tips?

Engineering 98

Engineering Sell Objection handling Negotiate 98

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Zoom in on the deals that make up your pipeline.

Pipeline 48

Pipeline Objection handling Objectives and Key Results Technique 48

Veloxy

MAY 24, 2023

It’s the most important metric to a Chief Pipeline Officer. 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. What is it? It helps you gauge the potential revenue associated with each opportunity.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Zoom in on the deals that make up your pipeline.

Pipeline 48

Pipeline Objectives and Key Results Objection handling Meeting 48

Partners in Excellence

JANUARY 25, 2024

We train our people in competitive differentiation and objection handling. After all, since it seems the majority of organizations seem happy with 15-20% win rates, we just need to make sure our qualified pipelines are 5-7X our goals and that we are doing enough demand gen to fill those pipelines. And PLG???

Customers 139

Customers Objectives and Key Results Objection handling Growth 139

Sales Hacker

JANUARY 11, 2018

Demos, objection handling, closing. They are committed to meeting target metrics such as the required volume of prospecting activity they need to perform daily — even when their pipeline is already humming or when they have just closed a major deal. Discipline can help keep pipelines flowing. Lead generation.

Cold Call 107

Cold Call Objection handling Technique Pipeline 107

Sales Hacker

FEBRUARY 15, 2018

Building a High Performing Sales Culture – Training, Onboarding, Ramp, Comp Plans, Spiffs, Incentives, Pipeline Reviews. The Psychology Behind Objection Handling – Mastering the Sales Discovery Process – Crafting Winning Sales Decks & Demos. How to leverage SEO & Content Strategy to Build an Evergreen Lead Machine.

Cold Call 84

Cold Call Customers Objection handling Education 84

Gong.io

SEPTEMBER 22, 2021

When you know the exact number of sales meetings that are booked, it’s easier to forecast the number of future opportunities in your pipeline. Follow-up is essential to converting them into real pipeline opportunities. . Watch these metrics to see whether your plan for improving your win rate works: Affected pipeline.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Sales Hacker

FEBRUARY 2, 2021

Be ready with responses to your prospect’s objections. RELATED: Check out our tips on objection handling. A sales manager has numerous roles within a business setting, and preparing a sales pipeline lies among the most important ones. A sales pipeline is a visual representation of a company’s sale process.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

CloserIQ

OCTOBER 30, 2018

Sales training participants can also benefit from the advice and stories of the most successful reps at various points in the pipeline. This includes those who are good at cold calling, objection-handling, closing and cross-selling. Actionable takeaways. Avoid lectures or online webinars and get hands-on.

Objectives and Key Results 98

Objectives and Key Results Objection handling Cold Call Cross-sell 98

Outreach

APRIL 9, 2019

The outbound sales process generally adheres to the following sequence: Prospecting Research Connecting Needs Assessment Presentation/Proposal Follow Up Negotiation/Objection Handling Closing In outbound sales, sellers initiate the relationship and drive interactions with target B2B buyers. B2B Inbound Sales Process.

B2B 65

B2B Process Objection handling Negotiate 65

Sales Hacker

SEPTEMBER 20, 2019

Leaving this responsibility for account executives to handle has historically resulted in lacking or over-inflated pipeline since even the strongest closers will fade in the face of constant rejection and seemingly random success. . They train you on how to introduce yourself, the company’s value prop, and objection handling. .

Cold Call 90

Cold Call Objection handling Objectives and Key Results Represent 90

Score More Sales

SEPTEMBER 26, 2014

Objection Handling. Expand Your Pipeline. In a recent panel at LeadsCon with moderator Dan McDade and co-panelists Chad Burmeister and I proved there are 6 pillars to the “perfect pitch” Attention Grabber. The Shocking Value Statement. Listen Up & Learn. Motivate to Act. Increase Opportunities. Close More Deals.

Sell 90

Sell Objection handling Pitch Contract 90

Sales Hacker

NOVEMBER 26, 2019

Tuesday, December 10: Filling the Pipeline. 8 Tips: Keeping Your Pipeline Full. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128