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?

Objections 73

Objections Case Study ROI Lead Rank 73

Zoominfo

JULY 12, 2021

As your sales reps jump into a selling space and tackle stakeholders’ questions and objections, the better prepared they are, the more likely they are to lead a successful call. For instance, a sales rep may predict that an account is on track to close: the company is a good fit, has a champion, and the objections are manageable.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

SalesFuel

MARCH 20, 2024

But, by being aware of what is driving these decision-makers, you can successfully counter their objections and win them over. Unfortunately, these types of price-related objections are common. SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Allego

NOVEMBER 11, 2021

You can activate sales collateral with messaging, talk tracks, and win stories in an engaging video format to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors. Activate Content. Make It Mobile. Go Virtual.

Revenue 128

Revenue Scale Collateral Harvest 128

Highspot

JANUARY 4, 2024

Record these sessions for later analysis and provide structured feedback on language use, persuasion techniques, and handling objections. Sales Collateral and Tools Create Sales Collateral: Develop visually appealing and informative sales collateral, including brochures, presentations, and product guides.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Janek Performance Group

OCTOBER 17, 2023

Sellers may do and say things counter to their organization’s objectives. Often, buyers themselves are too close to see their issues objectively. Consider the following: Social selling LinkedIn Referrals The ultimate objective of social selling is to leverage social media to find future customers. The benefits are obvious.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Allego

AUGUST 24, 2021

This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. 2 Seller Training. 3 Product Launches & Rollouts. Sales enablement also supports launches and rollouts for new and existing products and services.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Mindtickle

JULY 10, 2020

Field requirements for collateral. Field reps need different content and collateral at each stage of the sales cycle. For example, should FAQs and objection handling guides be pushed out as spreadsheets or in a weekly digest or daily notification? Common buyer objections.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Allego

SEPTEMBER 17, 2020

To master virtual selling, you need to differentiate yourself, nurture prospects, handle objections, and fight screen fatigue—all at the same time. The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Pipeliner

MARCH 20, 2024

A secured loan is a loan that is backed with collateral. You can offer your assets, such as property or vehicle, as collateral for your secured personal loan. Your objective here is to build your credit score, and borrowing more than what you can afford can do otherwise.

Lead Rank 52

Lead Rank Lead Scoring Collateral Report 52

Mindtickle

AUGUST 28, 2023

Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral. New collateral Have marketing set-up a role-play to test pitches of new collateral to see how comfortable reps are pitching updated or new marketing materials.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Sales Hacker

JUNE 1, 2022

Make the most of your sales collateral. After securing a meeting with a qualified prospect, use your sales collateral to make the case for your solution. A visual brand identity managed consistently across multiple pieces of sales collateral demonstrates professionalism and will make your engagements with the buyer more memorable.

Buyer 93

Buyer Collateral Case Study Follow-up 93

Pipeliner

FEBRUARY 6, 2024

Uniting science and artistry, the outcome conveys brand voice and transforms collateral into powerful relationship-building tools – not mere paper brochures but compelling manifestations of values and vision. These intricately designed customized folders make lasting, tactile impressions in a technology-driven world.

Ideal Customer Profile 52

Ideal Customer Profile Customer Commence Collateral 52

Hubspot Sales

OCTOBER 4, 2019

We have standard measures of success that are directly related to the company’s overall objectives. Strongly Agree ; sales rep performance is measured in alignment with our sales process, and directly correlates to our company’s objective related to customer experience.

Pivotal 77

Pivotal Collateral Sales Enablement Scale 77

Zoominfo

JULY 12, 2021

Reduce onboarding ramp time As your sales reps jump into a selling space and tackle stakeholders’ questions and objections, the better prepared they are, the more likely they are to lead a successful call. They’ll also know how sales addressed the customer’s questions and objections throughout the buying process.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Janek Performance Group

MARCH 26, 2024

This should include demographic information, such as roles, goals, preferred communication channels, challenges, and common objections. Provide them with persona-specific talking points, objection handling techniques, and collateral to guide their conversations and presentations.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Mindtickle

JULY 10, 2020

Field requirements for collateral. Field reps need different content and collateral at each stage of the sales cycle. For example, should FAQs and objection handling guides be pushed out as spreadsheets or in a weekly digest or daily notification? Common buyer objections.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Sales and Marketing Management

MARCH 11, 2019

Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers. Overcoming pain points: Sales also has data about what went wrong during a sale: the pain points, objections, and stalls.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Essential collateral: email templates, marketing content, buyer personas, sales tech. Essential collateral: buyer personas and UVP. The average deal now has 5.8

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Allego

DECEMBER 11, 2020

You can activate sales collateral with messaging, talk tracks, and win stories to highlight the best use of the content, and recommend deal-specific content based on sales stage, competitors, and other factors. #2 Use a mobile platform so that formal sales collateral and informal learning is available from anywhere at any time.

Collateral 83

Collateral Marketing Harvest Scale 83

Pipeliner

MARCH 17, 2023

By providing the sales team with marketing collateral and content that is relevant and useful, the sales team can effectively communicate the value of the company’s products or services to potential customers. This will help you determine the resources and tools you need to provide to your sales team.

Sales Enablement 97

Sales Enablement Buyer Persona Collateral Resources 97

Keith Rosen

MAY 26, 2013

How many times do you follow up with a prospect who you’ve sent collateral material to only to find that they haven’t gotten around to reviewing it? Sending out a brochure does not overcome any objection. The irony is, the act of sending out material to a prospect actually creates an objection.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Allego

AUGUST 2, 2022

Which learning content or external collateral pieces are moving the needle? > Prospect engagement: pain point and objection patterns. Sales enablement intelligence harnesses your sales analytics to pinpoint specific objectives. Key Sales Enablement Intelligence Metrics. Is a training initiative having the desired results?

Lead Rank 118

Lead Rank Lead Scoring Sales Enablement ROI 118

Allego

FEBRUARY 13, 2020

The videos showed the salesperson talking about how the sale evolved, how he or she moved the client to a decision of ‘Yes’, any helpful collateral, and how they used the competitive landscape in our favor. Handling Objections. Another way video improved our team’s performance was by preparing them to handle objections.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Highspot

JANUARY 22, 2024

Clear Objectives and Measurable Goals Establishes clear, measurable, and achievable objectives for the GTM strategy. Set Clear Objectives SMART Goals : Define Specific, Measurable, Achievable, Relevant, and Time-bound objectives. Encourages a proactive approach to risk management and contingency planning.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Clear Objectives and Measurable Goals Establishes clear, measurable, and achievable objectives for the GTM strategy. Set Clear Objectives SMART Goals : Define Specific, Measurable, Achievable, Relevant, and Time-bound objectives. Encourages a proactive approach to risk management and contingency planning.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Hubspot Sales

MAY 10, 2023

The Penny-Pincher A budget-conscious stakeholder might object to your product simply because it’s a more expensive option. If you have specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them. With this knowledge, you can tie your product’s impact to their objectives.

Decision Maker 115

Decision Maker Scale How To Hiring 115

Hubspot Sales

MAY 26, 2020

Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Sales Process 112

Sales Process Collateral Comparison How To 112

Janek Performance Group

JULY 19, 2023

Fortunately, there are several ways that marketing teams can support salespeople and help them to achieve the company’s sales objectives. Marketing collateral is fine for generating interest and highlighting the benefits of the product or service. However, to achieve their goals, both teams must work collaboratively.

Quota 62

Quota Ideal Customer Profile Marketing Collateral 62

Mindtickle

MAY 2, 2023

This can include training on sales techniques, product knowledge, and objection handling, as well as access to marketing collateral, customer testimonials, and other materials that can help them in their sales process. This can include training on product features and benefits, objection handling, and sales techniques.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Sales and Marketing Management

NOVEMBER 16, 2020

By removing the pressure of a sales pitch, you can ask all the things you’d want to know in a sales situation, such as their reaction to pricing, buying objections and pain points. From the outset be clear that there won’t be a sales pitch involved, and stick to it; otherwise you compromise your credibility. Leave it alone.

Conversion 177

Conversion Marketing Customer Trade Show 177

Highspot

FEBRUARY 29, 2024

Content Marketing and Communications Specialist Responsibilities: Creates compelling content for marketing materials, sales collateral, and communication channels. When it comes down to it, the most successful teams have the right content, training, onboarding, coaching, and ultimately, are completely aligned on GTM objectives and goals.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Allego

MARCH 7, 2023

They monitor go-to-market programs, develop product strategies , research competitors, keep analysts informed, document the buying process, craft sales collateral, train sales on how to sell products, and much more. You’ll be able to hear how product messaging is resonating (or not) and hear first-hand buyer objections and pains.

Marketing 115

Marketing Sales Enablement Collateral Microsoft 115

Hubspot Sales

MAY 5, 2020

If all your reps are struggling to keep pace with your target average sales cycle length, then it's probably time to take an objective look at your operations. Marketing collateral usage. Hopefully, your marketing team is creating collateral that helps your reps move their prospects through the sales process. Image Source.

Analysis 113

Analysis Report Churn Collateral 113

Hubspot Sales

NOVEMBER 28, 2023

Regular meetings where both teams discuss their objectives, KPIs, and deliverables are great for this. Establishing a system where sales gets real-time alerts about lead interactions with marketing collateral ensures they engage prospects when the iron is hot. Implement Real-Time Lead Notification Systems. “In Get on sales calls.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Janek Performance Group

SEPTEMBER 12, 2022

And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Highspot

DECEMBER 19, 2023

The sales development playbook ensures all sales interactions, including objection handling and closing techniques, are standardized and maintains a uniform customer experience throughout the buyer’s journey. Sales Development Tools Where can SDRs find collateral, more information, support, and track interactions?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52