Sales Hacker

MARCH 30, 2025

Despite all the AI buzz, the phones are still ringing and still driving pipeline. When faced with objections, agree with the prospect first to lower their defenses. Example objection handling: Prospect: “Were already working with [Competitor].” But one unassuming topic that kept coming up? Cold calling.

Cold Call 72

Cold Call GTM Objection handling Sales 72

Highspot

APRIL 1, 2025

Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

MARCH 6, 2025

Raise the performance bar: Actionable feedback helps reps refine their sales techniques, objection handling , sales presentation skills, and pipeline management. Build a culture of collaboration: Regular conversations align staff and sales leaders and boost morale via team collaboration. Id like help there.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

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

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

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

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

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 142

Objectives and Key Results Technique Manufacturing Objection handling 142

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 77

Pipeline Cold Call Sales Prospecting 77

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 120

Objection handling Pipeline Sales Drivers/motivators 120

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 121

Objection handling Pitch Pipeline Closing 121

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 100

Process Objection handling Sales Pipeline 100

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

Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

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 109

Sell Objection handling Assembly Line Territory 109

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 91

Objection handling Technique Construction Finance 91

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 101

Commission Objection handling Pipeline Quota 101

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

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

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

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 110

Sell Objection handling Presentation Pipeline 110

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

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 86

Cold Call Customers Objection handling Education 86

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

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 113

Sales Cross-sell Pipeline Negotiate 113

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

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 91

Cold Call Objection handling Objectives and Key Results Represent 91

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

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 130

Gaming Objectives and Key Results Sales Up-sell 130

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Objection handling assessment 3. Complete onboarding 2. Successfully deliver who, what, why, how 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

OCTOBER 2, 2020

But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all. I’m not just talking cold email templates here.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Partners in Excellence

SEPTEMBER 14, 2016

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

Objection handling 103

Objection handling Territory Quota Technique 103

Sales Gravy

APRIL 10, 2025

Whatever the flavor, the phone remains your fastest path to building pipeline. Objection Handling If objections scare you, its because you dont practice. Objections arent stop signstheyre buying signals. Whatever the flavor, the phone remains your fastest path to building pipeline. Phone Calls Cold calls.

Closing 52

Closing Objection handling Cold Call Contract 52

Partners in Excellence

MARCH 24, 2021

Ben] “green-lighted” me to offer you a free 1-on-1 analysis of your current sales development pipeline. I’ve counseled Don on his objection handling skills, just in case they reject his money.) Here’s the letter, names/links adapted… Hi Don, Hey Don, [Carl] here. If that interests you, let’s talk.

Assembly Line 82

Assembly Line Objection handling Appointment Prospecting 82