The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

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Objections Hiring Face-to-face Buyer Persona 80

MTD Sales Training

JANUARY 14, 2019

However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. The main difference between an objection from a prospect you are looking to start up with, and a client you have been working with for some time, is the nature of the relationship. Here are some tips.

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Objections How To Face-to-face Loyalty 161

Sales Hacker

JANUARY 4, 2021

Join Josh Braun, Founder of Josh Braun Sales Training, as he digs into how to eliminate objections before they even become objections, how to defuse objections confidently and elegantly, and ultimately keep your prospect the priority.

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Objections Prospecting Training How To 67

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? How about timeline?

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Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Balancing sales goals and learning goals requires a focus on skill mastery and progression, ensuring that reps have the necessary skills before moving on to the next objective.

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Sales Goal Top of Funnel Social Media Coaching 156

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

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Steven Rosen

FEBRUARY 11, 2024

They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

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Social Media Sales Goal Territories Lead Rank 156

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?”

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BrainShark

SEPTEMBER 10, 2023

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? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

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Training Hiring Objections Coaching 62

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Who is right?

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Account Prospecting Guidelines Compensation 204

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

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Prospecting Hiring Face-to-face Pipeline 62

The Pipeline

JANUARY 25, 2022

So, I think it is important to plan how you upgrade your current account base, and potential targets. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts. How are they selling and negotiating with prospects? There is a tribe of them out there now.

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LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. We hope these sales training courses will help you improve your skills as a sales hacking, systems designing, revenue-producing machine.

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Course Ideal Customer Profile Training Account Based Marketing 98

Chorus.ai

JULY 28, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

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Objections Case Study ROI Lead Rank 104

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The benefits.

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Hiring Account Analytics Sales Qualified Lead 127

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team.

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MTD Sales Training

JUNE 9, 2015

Many salespeople heap more pressure on themselves by making mistakes that actually attract objections from prospects and customers. The prospect may really want the product or service you can provide… then you make an error that immediately causes them to stop and wonder if you are the right provider.

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Objections Customer Benefit Prospecting 120

Anthony Cole Training

FEBRUARY 11, 2021

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

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Objections Account Prospecting Sales Process 281

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

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Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Their product obstructed their view of the objective the buyer was trying to achieve.

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SME Lead Rank Lead Scoring Discount 299

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Hold everyone accountable to change. They aren’t selling anything to anybody.

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Outsourcing Services Territories Proposal Sales Methodology 193

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

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Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Chorus.ai

DECEMBER 1, 2020

Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

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Objections Case Study ROI Lead Rank 73

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

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Hiring Training Hubspot Inbound 125

Mr. Inside Sales

JUNE 3, 2022

Here’s a quick example from a new client I’m working with now: At the end of speaking with current accounts, the habit of the sales team is to ask: “If you need anything, please give me a call…”. The difference here is that asking an account for a sale is the best way of getting a possible sale today. Get Access Today.

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Face-to-face Gatekeeper Decision Maker Licensing 156

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

MTD Sales Training

AUGUST 8, 2012

The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people. Here is another way you need to THINK about how to handle this objection, which actually is not an objection in the first place. The sales rep bent-over-backwards to close the sale and get the account.

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Prospecting Objections Loyalty Account 271

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

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Account Ideal Customer Profile Strategy Revenue 52

Sales Evangelist

OCTOBER 2, 2020

How Recognizing Intent Signals Can Help Overcome Objections Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. COVID-19 has become one of the most common objections that salespeople face today.

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Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Your customers (and your bank account) will thank you for it! ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Sales Qualified Lead Face-to-face Advertising Advertising 231

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

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Social Selling Training Outsourcing Services Top of Funnel 52

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. It’s when prospects should be convinced that your product or service will resolve their challenges. Plan for every type of sales objection. Qualification.

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Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

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Hiring Training Hubspot Exercises 143

SBI Growth

SEPTEMBER 17, 2012

So when your prospect finally speaks with your company, who is the first point of contact? Unfortunately when we ask many CSOs “Would you be comfortable with one of your top ten target accounts engaging in a conversation with the LDR?” “They should immediately pass it to the Sales Rep”. Look at your Sales Training dollars.

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Sales Qualified Lead Buyer Training Leads 293

Mindtickle

OCTOBER 24, 2022

Some think great sellers are born , but more often than not, they’re made through virtual sales training, teaching, practice, and support. Below we outline 10 skills your sales team can develop with help from a virtual sales training platform. Objection handling. Time management. Technology use. Relationship building.

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Top of Funnel Training Negotiation Buyer 52

Emissary

MARCH 2, 2022

If you’re ready to deepen existing relationships and attract new business units to your solution, intelligence-driven key account management is the essential strategy for success. Key Account Management Focuses Your Team on the Most Promising Current Accounts. Key Account Management Uncovers Pain Points for New Business Units.

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