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

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

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

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. But calling might not be the issue–it’s what you say to the prospect next. Are you a financial advisor looking to get more leads into your pipeline?

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

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

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…). Rep: “What about tomorrow?”. What gives?

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Face-to-face Inside Sales Gatekeeper Decision Maker 157

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. Today’s blog will give you the best practice approach to one of the most common objections you get while prospecting or cold calling, the: “I’m/we’re not interested,” blow-off.

Objections 123

Objections Cold Calling Call-back Vendor 123

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

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. So, don’t do it.

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

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?

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Training Hiring Objections Coaching 62

BuzzBoard

OCTOBER 26, 2023

As businesses grapple with evolving consumer preferences, increasing competition, and unprecedented volumes of data, the quest for the most effective AI sales solutions has never been more critical. So, don’t let the wrong sales solution make your business growth chart stagnant. Start by defining your objectives.

Sales Tools 104

Sales Tools Tools Vendor How To 104

Anne Miller

DECEMBER 3, 2020

What happened in between contains a lesson for anyone in sales. How the EMT ultimately got him to agree to go to the hospital was a lesson. They didn’t argue with him (the equivalent of handling an objection by making your buyer wrong–which only causes a buyer to dig in his heels further). I’m Not Going!

Strategy 139

Strategy Objections Buyer Follow-up 139

Zoominfo

JULY 18, 2018

There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

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. Listen to your prospects. Listen to your prospects. Image Source. Show empathy.

Objections 59

Objections How To Webinar Metrics Follow-up 59

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. Skill One: Build rapid rapport with your prospect. It’s all about the facts, mam.”.

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Conversion Inbound Industry Insurance 120

Marc Wayshak

FEBRUARY 8, 2021

I’m willing to bet you’ve been in a selling situation before where the prospect said the following dreaded words: “I don’t have time.”. are equally common objections early on in prospecting calls. If you’re making a lot of prospecting calls, you’re going to hear this type of pushback all the time.

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Prospecting Call-back Objections Follow-up 94

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

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

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

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.

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Sales Enablement Hiring Buyer Persona Case Study 52

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

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. One of the most common ways to attract potential customers is through content marketing.

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

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.

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Outbound Inbound Cold Calling Buyer Persona 95

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?

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Film Hubspot Sales Cycle Lead Rank 132

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

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.

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Hiring Training Sales Qualified Lead Exercises 105

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.

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Examples Strategy Hiring Cold Calling 121

Zoominfo

JUNE 20, 2018

Subsequently, new technologies have emerged as well, aimed to help marketers achieve specific tasks and objectives. The bottom line is: Marketing tech can make a big impact on marketing performance– but only if we know when and how to use it. What’s more, only 9% have and use the tools they need ( source ). 1. Market Intelligence.

Marketing 170

Marketing Social Media Advertising Advertising 170

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Salesmate

JANUARY 31, 2020

Besides these sites, how can we forget the popular social media sites like Facebook and Twitter, where hundreds of customers post their positive and negative feedback. There is no doubt that in today’s modern business world, a review can make or break a sales deal. Tackle this objection of a potential prospect smartly.

Closing 125

Closing How To Hiring Social Media 125

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. This applies to sales concepts and definitions as well.

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Top of Funnel Funnel Pipeline Decision Maker 98

The Pipeline

SEPTEMBER 11, 2019

Those of you who follow the blog, know that along with my friends at Scott’s Directories , have been presenting a series of webinars on Proactive Prospecting. This includes how to best leverage Scott’s amazing database of Canadian companies. Objection Handling. A proven methodology for handling objections.

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Webinar Metrics Objections Face-to-face Prospecting 48

Highspot

JANUARY 22, 2024

One of the key components that play a pivotal role in executing a GTM strategy is sales enablement. In this comprehensive blog post, we will explore the significance of a robust GTM strategy and delve into the critical role of sales enablement in ensuring its successful execution.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

One of the key components that play a pivotal role in executing a GTM strategy is sales enablement. In this comprehensive blog post, we will explore the significance of a robust GTM strategy and delve into the critical role of sales enablement in ensuring its successful execution.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Partners in Excellence

MAY 17, 2021

We sales people have adopted a unique vocabulary about what we do and how we work. One of the things I learned as a beginning sales person was to learn the language of my customers. ” The language we adopt as sales people, like other disciplines, enables us to communicate effectively with each other.

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Engineering Objections Banking Software 100

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. So, what can you do to ease a seller’s transition to remote work and keep the energy on the virtual sales floor pumping? How are we doing it?

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Competition How To Energy Cancellation 95