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. Keep reading.

Objections 239

Objections Case Study Face-to-face Study 239

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. This will pass.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

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. It’ll make differentiation easier and improve your sales win rates. If this is the case, longer and more difficult sales cycles lie ahead and differentiation becomes more difficult.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

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.

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.

B2B 52

B2B How To Lead Rank Follow-up 52

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. Get our free Outbound Sales and Marketing Strategy ebook.

Video 154

Video Decision Maker Outbound eBook 154

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

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. 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. Summer kind of slow?

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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

Product Management University

APRIL 14, 2021

Business outcomes vs product features: how do your sales demos stack up? In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. There is an unhealthy rush to demo that at best causes deals to go longer and longer, or die.

Objections 291

Objections Sports Up-Sell Buyer 291

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. When I make this suggestion, I get a lot of pushback from sales reps.

Objections 120

Objections Face-to-face Cold Calling Decision Maker 120

Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. Any sales leader can ask their team to increase sales by 50% or cut customer churn in half. . What’s difficult is setting achievable, effective sales goals that have a genuine impact on your company’s long-term strategy. . What different sales objectives look like .

Objections 62

Objections Ideal Customer Profile Churn Quota 62

Gong.io

DECEMBER 30, 2022

Ask any sales leader what they want, and you’ll get an answer along these lines. You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. We’ll also look at examples of sales objectives that you can set for your sales team.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Understanding the Sales Force

FEBRUARY 11, 2013

Understanding the Sales Force by Dave Kurlan Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. They aren't aware that continuing to present, demo, propose and quote are unhealthy approaches for the pipeline. Sales has changed dramatically. It's time to face the reality of 2013.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

The Pipeline

FEBRUARY 29, 2012

The Pipeline Renbor Sales Solutions Inc.s 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. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

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. Smokescreen Objections.

Objections 108

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

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

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.

Objections 102

Objections Call-back Face-to-face Quota 102

Mr. Inside Sales

JANUARY 22, 2021

How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. But if you’re not listening, you’re not hearing these valuable buying motives or potential objections. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 287

Face-to-face Gatekeeper Licensing Decision Maker 287

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

Hubspot Sales

DECEMBER 7, 2018

Is it possible to shorten the sales cycle? 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? How to Close & Convert Sales Demo Requests.

Closing 75

Closing Data How To Follow-up 75

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

Hubspot Sales

MAY 1, 2019

A team without sales objectives is like a ship without a sail. The boat is at the whim of the wind and sea, and your sales team is directionless without clear guidance. Set your sales team up for success by developing sales objectives. So, what are sales objectives? What are sales objectives?

Objections 107

Objections Examples Churn Margin 107

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

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. Sales discovery is all about qualifying the sales opportunity…compelling need, timeframe, budget, executive level sponsorship, decision makers, etc.

Decision Maker 52

Decision Maker Fashion Proposal Meeting 52

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. Need to catch up? Closing & Next Steps.

Negotiation 48

Negotiation Objections Call-back Closing 48

Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. You’ll discover hidden buying motives—and you’ll discover real objections. In short, you’ll begin to tell the buyers from the non-buyers, and that is the start of closing more sales and making more money. Try it today.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

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. He's a talented and successful sales leader at ZoomInfo. There's four key types of objections that we run into in sales. They can be difficult.

Objections 57

Objections Face-to-face Pipeline Prospecting 57

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

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

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? studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. It’s as if objections trigger them into slow motion. Very Matrix.

Objections 110

Objections Call-back Sales Cycle Competition 110

Mr. Inside Sales

DECEMBER 21, 2020

You want to be more confident and make more sales, and I will help you do that & save money! If you want to instantly improve at getting better at: Getting past gatekeepers Connecting with decision makers easier Qualifying prospects better and learn their buying motives Giving better demos and presentations Overcoming objections easier.

Gatekeeper 178

Gatekeeper Face-to-face Decision Maker Licensing 178

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! And then add: “Well, if things turn around, then definitely give us a call…”.

Objections 120

Objections Industry Marketing Face-to-face 120

DiscoverOrg Sales

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” cold calling) for a sales person’s target market. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

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? 2: Handling objections will become easier. Sales reps LOVE to talk. Your script. And prospects like that! #2:

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Mr. Inside Sales

MAY 30, 2022

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”. They won’t. See it here.

Top of Funnel 156

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