DiscoverOrg Sales

OCTOBER 10, 2018

How many times have you run an awesome demo that didn’t close? Today, I’m going to show you how to run demos that convert into closed deals. We’ll talk about the five stages of a good demo, and what to do and not to do, at each stage. Step 1: Set an agenda for the demo. tive Sales Demo.

Social Media 202

Social Media Exact Call-back Conversion 202

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. Schedule a product demo.

Objections 239

Objections Case Study Face-to-face Study 239

Product Management University

DECEMBER 5, 2023

Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

Mr. Inside Sales

MARCH 16, 2020

You probably get this objection, or some version of it, every day now. Anyway, how do you handle this objection when you’re prospecting? Here are some practical tips and a word-for-word way to handle this current objection: First: Take your “salesman hat” off. Sound familiar? And for good reason. And you can help them do that….

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Sales Hacker

JUNE 1, 2021

How do you respond to objections without getting flustered — or making your prospect frustrated? In this interactive workshop, he’ll walk you through what works (and what doesn’t) when prospects raise serious questions during cold calls, disco and demos. Cold call objection rollplay #1 [5:15]. Come ready with your questions!

Objections 103

Objections Cold Calling Comparison Outbound 103

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. What is Demo Automation?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Product Management University

JANUARY 3, 2023

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script. Create Scenarios.

B2B 52

B2B How To Lead Rank Follow-up 52

Gong.io

FEBRUARY 1, 2019

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. I mean that what feels right during a product demo usually causes failure. 3 Million Product Demos Analyzed. Flip Your Product Demo Upside Down.

ROI 132

ROI Face-to-face Lead Rank Buyer 132

DiscoverOrg Sales

MAY 16, 2017

I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. From beginning of your demo , let’s create an upfront contract. Offer an opportunity to voice objections. Request a Demo.

Video 154

Video Decision Maker Outbound eBook 154

Mr. Inside Sales

FEBRUARY 29, 2016

As I’ve suggested before, it’s always a good idea to requalify your prospect at the start of your demo or presentation. Doing so allows you to anticipate objections and position your presentation to speak to whatever resistance you may face later on. is the most common objection I get. Some sales reps (O.K.,

Objections 120

Objections Face-to-face Cold Calling Decision Maker 120

Hubspot Sales

APRIL 24, 2019

The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win. Ready to learn how to perfect your technical demo? What's the purpose of a technical demo? Let's dive in.

Buyer 87

Buyer Objections Lead Rank Lead Scoring 87

Understanding the Sales Force

FEBRUARY 11, 2013

They aren't aware that continuing to present, demo, propose and quote are unhealthy approaches for the pipeline. Demos and presentations are the sales equivalent of sugar (we like them and they make us feel good.) Let's switch gears and discuss what you came here to read. Most salespeople haven't seen the light either.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

Product Management University

APRIL 14, 2021

Business outcomes vs product features: how do your sales demos stack up? During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. In the first column, list the name of each product.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . Setting these kinds of sales objectives can be hard, especially when you do it for the first time.

Objections 62

Objections Ideal Customer Profile Churn Quota 62

Gong.io

MAY 20, 2021

When you conduct a demo, you want the same thing to happen. Your goal is for the demo to be short, controlled, and concise. (No Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform. When you’re ready to demo, that’s where you begin.

Data 83

Data Infusion Call-back Exact 83

The Pipeline

FEBRUARY 29, 2012

The Right Way to Use Demos in Technology Sales. Stored in Attitude , Business Acumen , Communication Strategy , Demos , Listening , Planning , Presentation , Proactive , Sales Strategy , Sales Success , Sales Technique , audio , execution. Happy demoing, better selling! Use the demo to “Close” not to open.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

Mr. Inside Sales

MARCH 13, 2016

As you know, I often get emails from readers of my ezine , “Secrets of the Top 20%”, asking me how I would handle various selling situations and objections. Someone sent in a request asking me how to deal with the, “We are used to the status quo and don’t want to make waves” objection.

Objections 120

Objections Sales Qualified Lead How To Call-back 120

Sales Hacker

AUGUST 14, 2019

Here, Shane closes out his product demo of Klue with Caitlin, his prospect at OpenGov. This is just our honest appraisal of a real sales demo from a real rep! He responded to Caitlin by arguing the differentiators of Klue, as if she was the one that brought up an objection. First, learn about the motive behind the objection.

Negotiation 48

Negotiation Objections Call-back Closing 48

Product Management University

OCTOBER 19, 2021

If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery. Uncovering that BIG WHY is the lynchpin to delivering a killer demo that energizes buyers. When demo discovery meetings are scheduled, they’re usually done in casual fashion.

Decision Maker 52

Decision Maker Fashion Proposal Meeting 52

Gong.io

MARCH 12, 2018

Successful sales reps are handling sales objections in six different ways. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success. When Handling Sales Objections, Pause. Let me explain.

Objections 102

Objections Call-back Face-to-face Quota 102

Mr. Inside Sales

JANUARY 22, 2021

But if you’re not listening, you’re not hearing these valuable buying motives or potential objections. 3: If you like what you see next week in our demo, when would you ideally like to get started with something like this? Now this is a partial list , and you should be asking a lot more—like budget, potential objections, etc.—but

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

The Pipeline

OCTOBER 1, 2019

Demo – I’ve written about the fact that demo is a four-letter word , and it continues to be used as such. There is an unhealthy rush to demo that at best causes deals to go longer and longer, or die. The question is simple, do you belong to the camp that sees demos as a selling tool or the camp that sees it as a closing tool?

Objections 291

Objections Sports Up-Sell Buyer 291

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Want to Prevent Objections?

Objections 108

Objections How To Face-to-face Call-back 108

Gong.io

DECEMBER 30, 2022

A good place to start is to set the right sales objectives. In this article, we’ll explain what sales objectives are and why they’re critical to business growth. We’ll also look at examples of sales objectives that you can set for your sales team. What is a sales objective? How to set sales objectives. Measurable.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Hubspot Sales

DECEMBER 7, 2018

And at the beginning of the sales cycle, when prospects might be initially unfamiliar with your brand or your solution, the way you conduct a demo request can make or break the sale. What Is a Demo Request? Demo requests help accelerate lead nurturing and, hopefully, new customer acquisition. Respond quickly to demo requests.

Closing 75

Closing Data How To Follow-up 75

Nutshell

MARCH 5, 2021

No salesperson should ever be afraid of objections. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., Neutralize the objection. The info you get from the questions can help you undo the objection.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

Mr. Inside Sales

JULY 20, 2021

They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year. Give better demos and presentations. Overcoming objections easier. Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. Get Access Today.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Salesmate

NOVEMBER 24, 2020

Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office. Know your prospect.

Face-to-face 52

Face-to-face Ideal Customer Profile Meeting Software 52

Hubspot Sales

MARCH 20, 2018

Types of Objections. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Here's how to avoid and/or overcome these objections.

Objections 145

Objections Prospecting Call-back How To 145

Hubspot Sales

MAY 1, 2019

A team without sales objectives is like a ship without a sail. Set your sales team up for success by developing sales objectives. So, what are sales objectives? What are sales objectives? Sales objectives are used by management to supplement the vision and goals they have set for the company and sales department.

Objections 107

Objections Examples Churn Margin 107

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. You’ll discover hidden buying motives—and you’ll discover real objections. Try it today.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

FEBRUARY 12, 2016

And the crazy thing is that sales reps actually buy into that objection! I’ve even begun hearing sales teams jump on the “Oh, things are terrible, the world is coming to an end…” objection and actually agreeing with their prospects! Some of our clients have even closed down their offices, and let people go – oh, it’s terrible!”

Objections 120

Objections Industry Marketing Face-to-face 120

Product Management University

MAY 24, 2017

The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. Is It Just Sales Feedback or True Voice of the Customer? Product Management Playbook. Using White Papers to Generate More Quality Leads. Enjoy our May issue !

Lead Rank 40

Lead Rank Lead Scoring Objections Customer 40

DiscoverOrg Sales

AUGUST 10, 2016

Join Steve Bryerton 8/11 at 10 am PST for the webinar “Cold Call Objections: How to overcome the most common objections.” ” For additional tips and tricks to improve your cold calling efforts, check out our blog on preventing cold calling objections. Request a DiscoverOrg Demo Today!

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

Sales Gravy

FEBRUARY 22, 2020

The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections.

Objections 52

Objections Face-to-face Pipeline Prospecting 52

Sales Gravy

DECEMBER 19, 2019

The Four Types of Sales Objections Jeb Blount explores strategies and techniques for effectively skipping past the 4 types of sales objections. There's four key types of objections that we run into in sales. Prospecting Objections The first are prospecting objections. And they're not what you normally think about.

Objections 57

Objections Face-to-face Pipeline Prospecting 57

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. It’s as if objections trigger them into slow motion.

Objections 110

Objections Call-back Sales Cycle Competition 110