SalesLoft

AUGUST 4, 2020

For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour. Move the deal back to an earlier stage where the objection should have been addressed, which involves re-engaging other stakeholders to resolve it.

Objection handling 105

Objection handling Sales Conversion Prospecting 105

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

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

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. Its problems and challenges that keep them up at night! Why it works: It shifts the conversation from solutions to challenges.

Customers 130

Customers Objection handling Strategize Negotiate 130

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. And AI has amped it up to another level. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. Are you selling more?”

Objection handling 126

Objection handling Technology Technology Up-sell 126

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. Effective coaching requires follow up. 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

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Avoid current and future objections Go back up to the top of this blog post and review Jordan Belfort’s three-step open ended sales sequence. When it comes to [relevant issue], what keeps you up at night? Gone are the days of selling one to one.

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Objectives and Key Results Sales Objection handling Follow-up 246

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

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

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

Lead Fuze

DECEMBER 2, 2021

3 Objection Handling Script Examples & Techniques All Sales Professionals Must Conquer. But only if they are prepared and know what objections might come up along the way. No sale is perfect, and when objections come up, the question becomes what are you going to do? Just to give you an idea.

Objection handling 52

Objection handling Commission Prospecting Price 52

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

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. 3 – Pre-Frame.

Objection handling 140

Objection handling Sales Appointment Clients 140

Sales Pop!

SEPTEMBER 13, 2024

AI and automation are transforming sales processes by eliminating repetitive tasks. This leaves less time for actual selling. Set Up the Integration : Connect the AI tool to your email, calendar, and CRM system. Customize Coaching Prompts : Set up prompts in the AI to guide reps through the sales process.

Objectives and Key Results 130

Objectives and Key Results Objection handling CRM Pipeline 130

The 5% Institute

DECEMBER 15, 2020

Sales team building games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. 1 – Objection Handling. The first on our list of sales team building games, is objection handling. 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

Highspot

APRIL 1, 2025

Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it. If you overlook a critical detail, the AI notes the gap and suggests a controlled decision-making process.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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 may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

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. Invest in workforce development and see vehicle revenue go up.

Non-Profits 130

Non-Profits Teamwork Objection handling Commission 130

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 Price Sales 48

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. This ensures that reps have access to the most effective and up-to-date sales strategies and techniques.

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

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 Tip #1 – Know Your Audience. Selling Over The Phone Tip #2 – Qualify Early.

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

Highspot

MARCH 6, 2025

These reviews can happen yearly, quarterly, or monthly, depending on your sales process. Gartner found that 67% of sales reps say sales leadership is disconnected from day-to-day selling realities. Evaluating sales performance closes that gap, letting sales reps share valuable insights, objections, wins, and roadblocks.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

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. Think of the sales conversation as the frame.

Inside sales 145

Inside sales Closing Objection handling Presentation 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 142

Objectives and Key Results Technique Manufacturing Objection handling 142

Closing Bigger

JULY 21, 2014

When you pick up the phone or step into a client meeting your intent will frame what you hear, the words you use and even your tonality, body language and pace of conversations. An sales person answering customer inquiries could have the intent to “get an order” or “sell something from my product line.” Next steps.

Conversion 138

Conversion Objection handling Sales Price 138

The 5% Institute

MAY 4, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is how to close sales over the phone. Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact.

Closing 145

Closing Objection handling Presentation Sales 145

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. If youre selling a cup of coffee, the options are relatively simple. This is the nature of complex salesthey demand strategy, patience, and the right tools to navigate the process effectively. But what happens when the purchase isnt as straightforward?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

The 5% Institute

NOVEMBER 3, 2021

In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. Think of the sales conversation as the frame.

Sales 144

Sales Objection handling Presentation Follow-up 144

The 5% Institute

JANUARY 19, 2022

In this article, you’ll learn some simple yet effective sales tips to sell more often, and more consistently. Although your product or service may be beneficial to a number of people, if you try to spend your time and energy trying to reach everyone, you’ll end up having no impact. How To Close Deals Faster- 5 x Effective Tips.

Closing 144

Closing Objection handling Presentation Follow-up 144

Outreach

APRIL 9, 2019

The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. A single sale of this type typically involves high price points and multiple decision makers, making the process lengthier and more complex compared to engaging individual consumers (B2C).

B2B 65

B2B Process Objection handling Negotiate 65

Sales Pop!

SEPTEMBER 5, 2024

Sales methodologies are essential frameworks that guide sales professionals through every step of the sales process. Each step is crucial in guiding the customer through the buying journey and ensuring that no critical aspect of the sales process is overlooked. This ensures that no crucial step is missed during the interaction.

Objectives and Key Results 130

Objectives and Key Results Objection handling Technique Follow-up 130

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