Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Anthony Iannarino

JULY 15, 2020

One of the ways you lose control of the conversation is by mishandling the objections your contacts throw at you when you ask them to agree to the conversations and commitments necessary to make a good decision about a new solution and a new partner. The following framework will make it easier and more natural to overcome objections.

Objections 129

Objections Call-back Follow-up eBook 129

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Four Ways to Establish Value in the Face of Price Objections.

Objections 239

Objections Case Study Face-to-face Study 239

Pipeline

APRIL 1, 2024

Add cold calling to your sales outreach strategy. You can get up to 82% of buyers to accept a meeting by starting a series of communication with sales cold calls. Cold calling is an outbound sales tactic companies use to contact a potential customer who hasn’t shown explicit interest in the company’s services.

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Thus, they can tailor their marketing and sales efforts accordingly. Thus, they can tailor their marketing and sales efforts accordingly. They enable sellers to know what drives them and how they make purchasing decisions.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

APRIL 10, 2019

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field. In today’s post, we show you how it’s done. Important Sales Skill: Listening.

B2B 185

B2B Hiring Salary Scale 185

Mr. Inside Sales

MAY 27, 2018

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them? The reason prospects use this line on sales reps is because it works!

Objections 123

Objections Cold Calling Call-back Vendor 123

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). And yet many of them are. What gives?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Zoominfo

AUGUST 25, 2020

We’ll Answer that question in today’s blog post. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use. Aligning with sales departments ensures that everything marketing does is in line with sales goals. Everyone wants to be efficient and productive.

Marketing 221

Marketing Campaigns ROI Scale 221

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? You know, that desperation sales people have when they finally get someone on the phone. How do you avoid that? Read them, compare them to how you make calls, and then refrain from making these mistakes in the future.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. So, how common is workplace stress?

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Marc Wayshak

MAY 17, 2023

Objections are arguably the single most dreaded aspect of selling. Most salespeople spend their entire careers attempting to avoid objections from prospects. And when they do encounter sales objections, they scramble to overcome them. There are so many sales objections we hear about all the time.

Objections 80

Objections Call-back Face-to-face Follow-up 80

Crunchbase

MAY 26, 2022

The author is an expert in their field and we are honored to feature and promote their contribution on the Crunchbase blog. So how do you overcome sales objections? Building your sales objection strategy. But it’s critical that you slow down and listen to their objections. Image Source.

Objections 59

Objections How To Webinar Metrics Follow-up 59

Mindtickle

JANUARY 11, 2024

Every sales team aspires to close more deals. But leaving sales reps to their own devices isn’t the best way to achieve that goal. Instead, sales organizations must define a sales cycle. What is a sales cycle? At this point, you may be asking yourself, “What is a sales cycle?” How long is a sales cycle?

Sales Cycle 52

Sales Cycle Sales Process Ideal Customer Profile How To 52

Mr. Inside Sales

APRIL 28, 2018

If you are a regular reader of my blog, then you know I work in a variety of industries and with many different companies in those industries. My answer is always the same: sales skills and best practice selling techniques are transferrable. And trust is crucial for converting any sale. It’s all about the facts, mam.”.

Conversion 120

Conversion Inbound Industry Insurance 120

BuzzBoard

FEBRUARY 29, 2024

Identifying Common Digital Marketing Challenges Faced by Small Businesses The digital marketing landscape is constantly changing, posing challenges for small businesses striving to stay ahead. It’s often a catch-22 situation where funds are needed to generate leads, but there’s no budget until those leads convert into sales.

Small Business 52

Small Business Small Business Outsourcing Services Marketing 52

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company. Set up properly, it’s a wonderful system. What is a marketing qualified lead?

Sales Qualified Lead 136

Sales Qualified Lead Marketing Qualified Lead Lead Rank Top of Funnel 136

CloserIQ

APRIL 25, 2019

A sales pitch , no matter how perfect, can quickly be ruined by poor objection handling afterward. Indeed, a recent HubSpot survey shows 36% of respondents cited closing as the most difficult part of the sales process. In this post, we’ll walk you through the 8 most common objections and how to respond to each.

Objections 92

Objections Decision Maker How To Comparison 92

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. He’s now the Multi-Product Lead.

Examples 121

Examples Strategy Hiring Cold Calling 121

Zoominfo

JULY 18, 2018

There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Yet, scheduling B2B sales appointments is no easy task. More Informed Buyers: B2B decision-makers often have in-depth knowledge of market and product options prior to speaking with a sales rep. But, fear not!

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition. Overwhelming stress.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

LeadFuze

JULY 18, 2023

Gaining the aptitude to clinch a sale is an indispensable capacity that all sales reps, recruiters, advertisers, and entrepreneurs should perfect. In this comprehensive guide, we will delve into the emotional stakes involved in closing sales. FAQs in Relation to How to Close a Sale What are the steps to close a sale?

Closing 52

Closing Top of Funnel How To Case Study 52

LeadFuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? What to sell during a sales role play.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Crunchbase

JUNE 28, 2022

In the “ Breaking Into Sales ” series, you’ll learn actionable tips and fundamental sales techniques to climb the SDR ladder and close more deals. . Qualified leads are essential to a sales operation. SDRs research potential customers and reach out to them to see if they’re interested in the company’s products and services.

Sales Qualified Lead 111

Sales Qualified Lead Social Media Commission Salary 111

Zoominfo

AUGUST 25, 2020

We’ll answer that question in today’s blog post. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use. Aligning with sales departments ensures that everything marketing does is in line with sales goals. Everyone wants to be efficient and productive.

Marketing 130

Marketing Campaigns ROI Scale 130

Marc Wayshak

FEBRUARY 8, 2021

are equally common objections early on in prospecting calls. It’s really one of the most common early-stage sales objections out there. That’s why having an approach in place to overcome this objection is so critical. The important question is, what do you say in response ? So, what should you say?

Prospecting 94

Prospecting Call-back Objections Follow-up 94

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. How to Make Effective Outbound Calls 1. Your phone rings and you decide to pick this one up instead of letting it go to voicemail. First impressions matter.

Outbound 95

Outbound Inbound Cold Calling Buyer Persona 95

Nutshell

APRIL 13, 2020

Nutshell’s BOUNDLESS 2020 virtual event was chock-full of amazing sales, marketing, and customer success advice from some of the top minds in their fields. One of those minds belonged to John Barrows , the CEO of JBarrows Sales Training as well as an in-demand speaker and author. Let’s run them down… 1. Earn Everything.

Top of Funnel 133

Top of Funnel Objections Call-back Follow-up 133

The Spiff Blog

MAY 18, 2023

For decades, perhaps longer, organizations of all sizes have struggled to effectively manage sales commission. In today’s blog post, we’re going to get to the bottom of this phenomenon and answer the following questions: Why has sales commission been such a persistent problem? Let’s get into it!

Commission 73

Commission Scale Compensation Hiring 73

LeadFuze

JULY 5, 2023

Crafting a sales script is an essential skill for those in sales, marketing, and business ownership. In this post, we will delve into key aspects of creating highly effective sales scripts. Finally, we’ll touch upon how well-written scripts can speed up training times by serving as references for new hires.

Webinar Metrics 52

Webinar Metrics Hiring Strategy B2C 52

Partners in Excellence

MAY 17, 2021

We sales people have adopted a unique vocabulary about what we do and how we work. In some sense, it’s not unusual, every profession has words that help them do their work. One of the things I learned as a beginning sales person was to learn the language of my customers. ” I start getting a little dizzy.

Engineering 100

Engineering Objections Banking Software 100

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Film 132

Film Hubspot Sales Cycle Lead Rank 132

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

Training 52

Training Revenue Lead Rank Retention 52

LeadFuze

JUNE 3, 2021

Importance of Sales Team Management. Sales team management is important to any organization that relies on its sales team to bring in revenue. A strong, well-managed sales team will always outperform a weak and poorly managed one. How to Build Your Sales Team. 7 Steps in Sales Team Management.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

SalesLoft

APRIL 6, 2020

In this blog post we’ll discuss how customers are using SalesLoft to facilitate remote activities that inspire healthy competition and maintain team rapport: Hosting remote power hours. It’s tough for them to focus surrounded by roommates, bored children, family, or a needy cat trying to sit on the keyboard. How are we doing it?

Competition 95

Competition How To Energy Cancellation 95

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). Although there is no single right answer to that question— there are dozens of tried and true frameworks sales teams swear by. Let’s get into it!

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83