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

Salesforce

DECEMBER 19, 2023

What can you say about a technology that, in under a year, captured the world’s imagination, became the #1 tech spending priority , spawned countless news articles, drew the attention of the White House, and was featured on “Last Week Tonight with John Oliver,” “60 Minutes,” “Saturday Night Live,” and “South Park”?

Objection handling 115

Objection handling Customer Relationship Management Negotiate CRM 115

SalesLoft

OCTOBER 25, 2018

Active listening is a sales tool, but the good news is that there’s technology to help! Fortunately, new sales technologies can provide reps with tools to improve their ability to actively listen – and therefore their success. Most meeting-related sales technologies provide some form of analytics. Slow down the pace.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Sales Hacker

OCTOBER 2, 2020

A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. 10% of companies that have reduced headcount have reinvested the savings into new sales technologies.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Gong.io

OCTOBER 19, 2021

Some of those things are tangible, like technology and sales funnel content. And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition? Call Recording Software : This technology has improved by leaps and bounds in recent years. How do you up your game?

Quota 164

Quota Sales Strategize Cross-sell 164

APACSMA

FEBRUARY 8, 2021

One of the best ways to make this happen is through video coaching technology which should include best practices, tips, tricks, or win stories. You can also supplement these courses with tactical training that gives sales reps tips to handle common objections and challenges.

Objection handling 98

Objection handling Sales Quota Pitch 98

Partners in Excellence

APRIL 22, 2019

There is no “latest, greatest, technology enabled” secret to basic principles. Additionally, techniques and tactics don’t help us with the whole customer engagement process. The problem is principles are boring—there’s nothing new, exciting, or sexy about principles.

Technique 118

Technique Objection handling Sales Quota 118

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.

Objection handling 120

Objection handling Pipeline Sales Drivers/motivators 120

Sales Hacker

FEBRUARY 15, 2018

The Revenue Summit is the only conference with a true focus on aligning sales, marketing and customer success through the lens of technology, empowering B2B leaders to accelerate full funnel growth. The Psychology Behind Objection Handling – Mastering the Sales Discovery Process – Crafting Winning Sales Decks & Demos.

Cold Call 87

Cold Call Customers Objection handling Education 87

PandaDoc

MARCH 25, 2025

Objection handling: Customers may have concerns about pricing, competitors, or implementation. With longer sales cycles, multiple decision-makers, and higher stakes, these deals demand a strategic combination of deep buyer understanding, skilled communication, and the right technology to drive success.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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. Close deal B2B Sales Tools & Technology.

B2B 65

B2B Process Objection handling Negotiate 65

Partners in Excellence

JUNE 14, 2023

As many technologies, tools, content, programs, and training tools we provide, if we can’t connect the dots between why we are doing these things, how they fit with what we are trying to achieve, and why they are important–we are never able to exploit these things for the greatest power and impact.

Objectives and Key Results 111

Objectives and Key Results Objection handling Trust Presentation 111

SalesLoft

MARCH 31, 2022

We also re-wrote our entire sales playbook around our three top ICPs and changed how we enable the team, sales plays, how to market to them, and objection handle. While the obvious answer might seem to add more sales technology, the process of digitization isn’t as straightforward as it may seem.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Sales Hacker

AUGUST 28, 2019

Sales automation tools like email and dialing technology have turned SDRs into revenue-generating machines. When you feed them the right amount of training with the right amount of technology, that machine pumps out killer results. Objection handling. New technologies. Include best practices for: Prospecting.

Objectives and Key Results 92

Objectives and Key Results Cold Call Objection handling Inside sales 92

Salesforce

AUGUST 25, 2022

Sales enablement, often guided by new technology, faces resistance because reps see new tools as too complicated to use or disruptive to their existing processes. For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. Tip #2: Integrate enablement into the rep workflow.

Engineering 98

Engineering Sell Objection handling Negotiate 98

Partners in Excellence

NOVEMBER 26, 2018

Too often, a new technology tool is viewed as transformative, but instead, organizations often end up doing the same things they always have, just assisted by expensive new technology. In some cases, all the technology enables them to do is make the same mistakes with more people at a dramatically faster rate.

Objection handling 82

Objection handling Cross-sell Technology Technology 82

Sales Hacker

MAY 31, 2019

Technology is incredible, saving time and effort. But the wrong technology (or the right technology at the wrong time) can end up costing you. Keep reading for a passive/active approach to sales technology and 3 ways to approach tech stack design for your business. The Truth About Sales Technology. Combat Training.

Objection handling 75

Objection handling Technology Technology Commission 75

Highspot

NOVEMBER 24, 2024

This encompasses access to content, information, and technology that sales reps can leverage to engage customers more effectively. For instance, you might discover that some reps struggle with objection handling by monitoring calls. You can then plan a workshop to review common objections and response strategies.

Pitch 52

Pitch Sales Technique Cross-sell 52

Score More Sales

SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. Objection Handling. The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all.

Sell 90

Sell Objection handling Pitch Contract 90

Sales Hacker

NOVEMBER 7, 2017

I run a European based sales agency for software and technology companies. Objection Handling. Record every objection from every call/email ever on one shared document: Over time, you and your team will maintain a list of objections and can group them into categories. Sounds basic and redundant, I know.

Objection handling 108

Objection handling Sales Cold Call Niche 108

Veloxy

MAY 24, 2023

Equip them with effective objection-handling techniques, persuasive communication strategies, and in-depth product knowledge to increase conversion rates. Leverage Automation : Implement sales automation tools and technologies to streamline repetitive tasks, automate follow-ups, and accelerate the sales cycle.

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Hubspot

AUGUST 6, 2019

Learning to use team or company technology (i.e., Train new hires on how to use your technology resources, and have them showcase their skills during a demo with you. Practice negotiating and common object handling. Hold technical training. phones, video platforms, etc.) can be a tough and undocumented process.

Negotiate 101

Negotiate Territory CRM Objection handling 101

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process. This equips sales professionals to address common objections that decision-makers may have.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

NOVEMBER 12, 2021

Qualification: When evaluating a technology partner, what’s most important to you? 10 Sales Skills for Objection Handling: Pause. Objections are inevitable. Rarely does a deal cross the finish line sans objections. Objections are a natural, very normal part of sales. . Speak with calm authority.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

FEBRUARY 3, 2025

With modern technology, buying signals can be measured in greater depth, such as engagement with particular pieces of content and social media activity. Objection handling The process of addressing potential customers’ concerns or hesitations during sales. Back to top ) Get the latest articles in your inbox.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Closing Bigger

JULY 19, 2024

While traditional methods like objection handling and closing strategies are still relevant, today’s sales environment demands more. Authenticity, empathy, and uncovering the truth behind a customer’s objections are crucial. By leveraging technology and hybrid training models, we can equip our sales teams to excel.

Objectives and Key Results 52

Objectives and Key Results Conversion Objection handling Technique 52

Closing Bigger

MAY 15, 2024

My goal with this pioneering approach was not only to showcase the capabilities of modern AI but also to show how we can creatively leverage technology in impactful ways as sales professionals. Key competencies include: Traditional Selling Skills: Rapport building, objection handling, and closing.

Objectives and Key Results 59

Objectives and Key Results Objection handling Sales Technology 59

The 5% Institute

MAY 9, 2023

From prospecting and lead generation to objection handling and closing techniques, we will cover a wide range of topics that are essential for B2B sales success. Sales Technology and Tools There are a variety of sales technology and tools available that can help your sales team improve their performance and productivity.

B2B 52

B2B Objection handling Negotiate Technique 52

PandaDoc

DECEMBER 7, 2017

Technology and systems. But are your systems and technology operating smoothly enough where your reps can just ‘sell’ and not worry about navigating hacked-together systems? Objection handling – What the common objectives are, and how to overcome them.

Objectives and Key Results 99

Objectives and Key Results Sales CRM Objection handling 99

Outreach

JULY 29, 2020

This is the first technology of its kind to provide comprehensive visibility and intelligent insights into a prospect's intention. Budget objection is a classic example. Our machine learning models automatically detect the intent of an email that shows the objection is because of budget.

Objectives and Key Results 69

Objectives and Key Results Objection handling Sales Relationship building 69

The 5% Institute

MAY 24, 2023

Businesses strive to optimize their sales strategies, improve sales skills, and leverage technology to drive revenue. This includes developing effective communication skills, active listening, persuasive negotiation, objection handling , and relationship building.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. Technology-powered: “the modern sales enablement organization runs on technology. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. This is just the tip of the Gong iceberg for Carolyn. Customer Success Manager, Red Reddy.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Closing Bigger

JANUARY 7, 2020

I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Closing Bigger

JANUARY 7, 2020

Objection Handling Skills. They use technology but are driven by principles. Objection Handling Skills. They use technology but are driven by principles. No leapfrogging, once you have invested 10,000 hours in right brain selling there is no hack to catch up. Social Intelligence ( Sales EQ ). Negotiations.

Objection handling 52

Objection handling Negotiate Drivers/motivators Sales 52

The 5% Institute

JUNE 27, 2023

These can include consultative selling , relationship building, objection handling, and effective negotiation skills. Leveraging Technology in Sales Technology plays a significant role in enhancing the effectiveness of a sales motion. Stay attuned to market trends, customer preferences, and emerging technologies.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52

Hubspot

AUGUST 15, 2013

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. How Sales Technology Will Shape the Future of Buyer Interactions. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter! Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78