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

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. The BIG WHY and a “Strategic Value” Theme For each prospect, find out why your products are ultimately being evaluated. During the demo, there is no reason to refer to each product separately unless asked.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

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].

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 did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

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. I often hear from account executives that they get stuck in a long, drawn out sells cycle with no commitment or no next steps from their prospects.

Video 154

Video Decision Maker Outbound eBook 154

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. Prospecting is hard. The Top 7 Prospecting Objections.

Objections 145

Objections Prospecting Call-back How To 145

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

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? And: Your prospects have all the answers about whether they’ll buy from you or not, and what you need to say to sell them. But if you’re not listening, you’re not hearing these valuable buying motives or potential objections.

Face-to-face 286

Face-to-face Gatekeeper Decision Maker Licensing 286

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

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more. You’ll discover hidden buying motives—and you’ll discover real objections.

Sales Qualified Lead 211

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 211

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.) Prospects and customers are attempting to commoditize everything you sell. Sales has changed dramatically.

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? For each prospect, find out why your products are ultimately being evaluated. During the demo, there is no reason to refer to each product separately unless asked. The post Sales Demos: Selling Outcomes vs. Features appeared first on Proficientz.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

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. Qualify prospects better and learn their buying motives. Give better demos and presentations. Overcoming objections easier. Connect with decision makers easier. You do want to do that, don’t you?

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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 94

Buyer Objections Lead Rank Lead Scoring 94

The Pipeline

OCTOBER 1, 2019

I know what you mean when you say to a prospect: “I just need a few minutes” or the popular “I just need a quick 15 minutes.” Or when you have a prospect on the phone, and you say “I was hoping to set a time…” Hoping? Demo – I’ve written about the fact that demo is a four-letter word , and it continues to be used as such.

Objections 291

Objections Sports Up-Sell Buyer 291

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2:

Face-to-face 257

Face-to-face Hiring Sales Qualified Lead Gatekeeper 257

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! When he asked how many seats his prospect would need in an ideal world, he fed her an answer – a low one. Need to catch up? Closing & Next Steps.

Negotiation 48

Negotiation Objections Call-back Closing 48

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

Partners in Excellence

FEBRUARY 15, 2022

Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail from prospecting messages. Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. Prospecting has always been a challenge, but these days, it is even more challenging. How Do You Want To Be Sold?

Prospecting 100

Prospecting Objections Research Channels 100

Nutshell

MARCH 5, 2021

No salesperson should ever be afraid of objections. Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. But by the time a prospect says “I have no budget,” top salespeople know what to do. Neutralize the objection. Raise the objection before the prospect does.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

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

Yes, there is a chance -- if you employ the right tactics at the right stage to show prospects the value of your product so they want to buy from you. 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.

Closing 79

Closing Data How To Follow-up 79

Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

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

Keith Rosen

APRIL 15, 2020

Here are eight paradoxes that will widen your peripheral view around how the top sales gurus think around selling, cold calling and prospecting for new business to win more sales in a volatile, uncertain marketplace. The Eight Paradoxes of Prospecting. There’s always more than one perception. Beliefs precede experience.

Prospecting 132

Prospecting Cold Calling Sales Qualified Lead Face-to-face 132

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

DiscoverOrg Sales

AUGUST 10, 2016

Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects. Before the call, establish a couple of talking points centered around the prospect. Sounding confident while talking to prospects is of the utmost importance.

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

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 114

Objections Examples Churn Margin 114

Sales Hacker

JULY 15, 2022

When working with customers to build the foundation of their prospecting strategy , I often recommend starting at a high level to see how each workflow is interconnected. One of the best methods to do this is by creating a prospect journey map. Read: Sales Prospecting Guide With Effective Outreach Methods. Stage updates.

Prospecting 86

Prospecting Top of Funnel Trade Show How To 86

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

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Let’s do this…”. Upcoming Schedule.

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Don’t you hate when this happens? Let’s do this…”. Upcoming Schedule.

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

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. They can be difficult.

Objections 57

Objections Face-to-face Pipeline Prospecting 57

Mr. Inside Sales

MAY 30, 2022

If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, middle, and end stage of leads. And now with A.I., How about: “We wouldn’t be interested right now?”. They won’t.

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Inside Sales 156

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162