Salesforce

APRIL 11, 2023

As you can imagine, selling was a struggle through all of it. We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease.

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Objection Handling If objections scare you, its because you dont practice.

Closing 80

Closing Objection handling Cold Call Contract 80

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. Are you helping them more effectively navigate the buying process? Are you selling more?” Our people should be able to sell more. ” I get blank stares.

Objection handling 126

Objection handling Technology Technology Up-sell 126

Cerebral Selling

FEBRUARY 23, 2025

Most sales reps start with product or process-focused questions like What are you doing today? But the truth is customers dont wake up thinking about products or processes. “We’re trying to automate process ABC”) just keep asking “ Why is that important ?” or What are you looking for in a solution?

Customers 130

Customers Objection handling Strategize Negotiate 130

Veloxy

JANUARY 7, 2025

We’ll explore the ins and outs of the sales cycle, identify key metrics for improvement, and provide actionable insights to enhance your sales process. Understanding the Sales Cycle In order to manage and refine your sales process, you need to understand the sales cycle. Presenting: Showing the value of what you sell.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

MAY 13, 2022

Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell. We have endless classes and programs around what we sell—our products and services. We have terrific programs about how we sell. Because what each of us is selling is change! And it’s change!

Sell 121

Sell Objection handling Negotiate Customers 121

Highspot

APRIL 1, 2025

If you overlook a critical detail, the AI notes the gap and suggests a controlled decision-making process. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling? Mindset: Open to coaching, resistant to feedback, or lacking self-awareness.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Cerebral Selling

APRIL 6, 2021

365 days after the release of Sell The Way You Buy , here are some of my key sales lessons learned from a year of pandemic selling. ROI is an objective statistic. Value is a subjective feeling that can vary wildly in different selling situations. Related article: Sell More by losing Faster .

Sell 140

Sell Objection handling Hospitality Pitch 140

The 5% Institute

AUGUST 6, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is selling over the phone – which s why we’ve created these five tips to make it easier. Selling Over the Phone? Selling Over the Phone? Selling Over The Phone Tip #1 – Know Your Audience. 5 x Tips For Closing.

Closing 144

Closing Sell Objection handling Presentation 144

The 5% Institute

OCTOBER 20, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is knowing exactly how to sell over the phone – which is why we’ve created these five tips to make it easier. How To Sell Over The Phone – 5 x Critical Tips. How To Sell Over The Phone Tip #1 – Know Your Audience.

Sell 144

Sell Objection handling Presentation Up-sell 144

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. It provides coaching on how I spend my time. So what is coaching?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. The transition typically happens when you hit ~$1M ARR or when you can no longer handle the volume of leads yourself. This includes: Ideal Customer Profile (ICP): Who are you selling to?

Commission 79

Commission Objection handling Quota Sales 79

Partners in Excellence

JUNE 13, 2019

Recently, someone posed a question on LinkedIn: “What is the most important part of the sales process?—–Prospecting, ” We see versions of this question all the time, with everyone staking out various positions (often supporting what they sell). —–Prospecting, Discovery, Closing?”

Process 100

Process Objection handling Sales Pipeline 100

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 109

Sell Objection handling Assembly Line Territory 109

Partners in Excellence

AUGUST 15, 2022

In Tai Chi, they talk about the whole process as “flow.” Each step in the process flowed naturally to the next step, then the next until the products finally were built and shipped to customers. Sometimes people would focus more in the individual steps and not on the end to end process.

Sell 107

Sell Manufacturing Objection handling Government 107

Partners in Excellence

MAY 18, 2014

Probably more “selling,” happens outside the sales profession than within the profession. That “selling,” isn’t measured by revenue or quote, but it happens every minute of every hour of every day. Or a manufacturing manager looking to change the manufacturing process. No related posts.

Sell 120

Sell Manufacturing Objection handling Technique 120

Cerebral Selling

SEPTEMBER 12, 2022

For example, a manual process that your solution can automate may not be seen as a high priority to address. However, encouraging the customer to consider the complications that may arise with that manual process if they are forced to reduce the size of their workforce due to economic pressures, may tip the scales! Stick around?

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value. I’d start by never talking about the selling process.

B2B 96

B2B Sell Objection handling Technique 96

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? Think of it as a system.

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. What Is A Complex Sales Process?

Process 98

Process Objectives and Key Results Objection handling Sales 98

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. What if you didn’t fight objections, but instead took the time to dance with them? Objections might be questions and this would give you a chance to clarify value, provide insights or share information. Value Scale.

Objection handling 52

Objection handling Commission Prospecting Price 52

Partners in Excellence

APRIL 13, 2022

Lately, I’ve been watching some eLearning programs on objection handling. It suddenly struck me, there’s a unique arrogance we sellers have about the concepts of objections. Too often, the underlying thinking seems to be that salespeople are the only people that encounter objections.

Objection handling 139

Objection handling Technique Pitch Promote 139

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Can you walk me through your current process for [relevant task] and what difficulties you face? Decision making questions It’s no coincidence that an increase in buyer standards is accompanied by an increase in account based selling. It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

SEPTEMBER 21, 2015

Last week, Tim Ohai and I were talking about the future of selling. They recognize, perhaps unconsciously, that the problem solving process, working with others is a learning process–for each person involved. We got onto a discussion of the critical skills needed for high performers. Top performers are different.

Sell 110

Sell Objection handling Presentation Pipeline 110

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

The 5% Institute

JUNE 15, 2023

In the world of sales and business, objections are inevitable. When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. These objections can arise due to various reasons, such as price, product fit, trust issues, or comparisons with competitors.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

The 5% Institute

AUGUST 2, 2022

Sales Drills #1 – Objection Handling. There are numerous sales objections your team will come across when speaking with your potential clients, and if they don’t know how to effectively handle them – this can cost them the sale. Related article: Sales Objection Handling – A Step By Step Guide.

Objection handling 140

Objection handling Sales Appointment Clients 140

Salesforce

AUGUST 25, 2022

Here’s the rub: it’s easy to lose sales momentum if you pull your team away from selling for training. Fundamentally, enablement is about upskilling your reps with ongoing training modules, content, and process guides. However, it’s not enough to frame this as generic “how to sell” training with no connection to revenue goals.

Engineering 98

Engineering Sell Objection handling Negotiate 98

The 5% Institute

DECEMBER 15, 2020

1 – Objection Handling. The first on our list of sales team building games, is objection handling. Many Sales Professionals if trained correctly, will use something like our five-step objection handling breakdown ( that you can find here ) to overcome sales objections. 2 – Sell Me This Pen.

Gaming 134

Gaming Objection handling Sales Pitch 134

The 5% Institute

JULY 20, 2021

One of the most important parts of the sales process as well as your sales conversations, is handling sales call objections the right way. Handling sales call objections can either help you close the sale, or potentially break rapport if you handle them incorrectly. So how do you establish trust and desire?

Objection handling 145

Objection handling Sales Trust Presentation 145

Sales Pop!

JULY 3, 2024

It addresses the fundamental processes for designing an effective salesforce that can consistently surpass its goals and provide exceptional outcomes. Implement strict screening processes like thoroughly reviewing resumes and conducting phone interviews.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

Sales Pop!

SEPTEMBER 13, 2024

AI and automation are transforming sales processes by eliminating repetitive tasks. This leaves less time for actual selling. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process. Monitor Performance : Track metrics like talk-to-listen ratios and objection handling with AI tools.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Hubspot

JUNE 13, 2018

It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. SPIN Selling Book Summary. SPIN Selling Questions. SPIN Objection-Handling Techniques. Modern SPIN Selling.

Sell 101

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

Partners in Excellence

APRIL 3, 2024

And as we start linking shortcuts, things that are disconnected in the process, we find ourselves doing more work to fit them together, trying to manage a whole bunch of varied shortcuts that are supposed to make things easier for us. We also become very nimble in the execution of the process.

Objection handling 143

Objection handling Construction Technique Drivers/motivators 143

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 142

Objectives and Key Results Technique Manufacturing Objection handling 142

The 5% Institute

NOVEMBER 2, 2021

Like any sales profession; inside sales can be taxing if you don’t have a process to follow – which is why we created these inside sales tips to make your tasks a lot easier. In this article, you’ll learn some simple yet effective inside sales tips to sell more often, and more consistently. Tip #5 – Follow A Sales Process.

Inside sales 145

Inside sales Closing Objection handling Presentation 145