Alice Heiman

FEBRUARY 20, 2019

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise. What are Objections? .

Objections 125

Objections How To Exercises Prospecting 125

Allego

JUNE 20, 2019

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections. A good coaching program starts with a database of actual objections.

Objections 88

Objections Coaching Exercises Construction 88

The Pipeline

AUGUST 24, 2012

In the first two installments we looked at the anatomy of the typical objection to a prospecting call, that is being an Interruption , and the Conditioned Response to Interruptions. I also told you how 80% of the time you will get one of five common objections: Status Quo. Lack Of Interest. Bad Experience. Wants to Know More First.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

Mr. Inside Sales

JULY 30, 2021

If you’re a manager, this is a great exercise for a sales meeting. If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

JUNE 17, 2022

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time. Make it easy on yourself and do this exercise today.

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

The Pipeline

OCTOBER 4, 2021

Great exercise, more companies should follow their lead. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. This will help you understand objectives and outcomes to focus your questions on, leaving the datapoint for later. By Tibor Shanto.

Data 368

Data Objections ACT Lead Rank 368

Understanding the Sales Force

JANUARY 4, 2024

Most people set New Year’s resolutions around this time of the year which, in general terms, is nothing more than an exercise in goal setting. At the end of 2023 and 33 years after I founded the company, I exited Objective Management Group (OMG). For example, 2024 marks the beginning of a new chapter in my life.

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Distribution Exercises Course Call-back 170

Steven Rosen

MARCH 1, 2024

Coaches can foster accountability by setting clear, measurable objectives and regularly reviewing these with the reps. Areas for improvement can be identified, such as the quality of questions, the ability to listen actively, and how well the rep handles objections.

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Pipeline Coaching Revenue Sales Qualified Lead 120

Closer's Coffee

APRIL 30, 2019

Sales rejection and objection; does it matter which comes first? How often do you get the same five objections ? Think back on your past deals, what objections did you encounter? Knowing what the prospect might object to can prepare you for 90% of objections that occur in the sales process. Baptism by Fire.

Objections 81

Objections Decision Maker Education B2C 81

The Pipeline

SEPTEMBER 28, 2021

Yet every time we do an exercise around what “you sell”, we see a different result. The goal is to align with their objective and desired outcomes. Concentrate on objectives, outcomes, and personal and corporate success, by creating focus without limiting possibilities. I know what you’re thinking, “not my team.”

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

Mr. Inside Sales

DECEMBER 19, 2021

Some people have told me it’s hard to get themselves to believe in such a big number, and they just tune out of the whole exercise as a result. A couple of weeks ago, I suggested to my readers that you write down an income number you’re going to achieve in 2022. Many people sabotage themselves by setting big goals they’re not ready for yet.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Mr. Inside Sales

AUGUST 29, 2020

It’s a standard exercise and step counter. Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc. Very much like Fitbit, which I never used. Get Access Today.

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

The Pipeline

JUNE 25, 2019

Others questioned the need for the exercise, saying more prospects relieves the tension. Buyers will see value in those services and/or products that remove barriers, obstacles; or help bridge gaps between where the buyer is now – and – their Objectives ! Crucial being the buyers’ objectives.

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Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

The Pipeline

JULY 16, 2019

Our prospects’ buyer’s objectives and requirements are the common and crucial factor. Take it to the next level of relevance, how they apply that in their world to hit their objectives. Which objectives or outcomes to speak to is not that hard to figure out, just a bit of time and effort. Deliver More.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

JULY 6, 2017

Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. Today we will look at two important sometime related often confused fundamentals, Objectives and Execution. Objectives. Every business and business person has Objectives.

Prospecting 245

Prospecting Segment Objections Pipeline 245

The Pipeline

OCTOBER 13, 2014

Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. By helping clients move towards their objectives, or better yet achieve them, you can build value right from the start. A good enough objective and outcome on its own.

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

Mr. Inside Sales

JANUARY 29, 2021

They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and their lack of an exercise routine. When I ask that question at a sales conference, the majority say no, they can’t. Considering these things, they generally tell me they can’t…. You can too.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

Highspot

JANUARY 29, 2024

You should have clear goals and objectives laid out before the call. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Avoid reacting impulsively to counteroffers or objections.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Awarathon

APRIL 12, 2024

This means training can now be customized to address the unique challenges and objectives of different sales teams or even individual sales professionals within an organization. This ensures that the training is not only relevant but also contributes directly to achieving business outcomes.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Highspot

MARCH 26, 2024

Skill Development and Coaching Sales Simulation and Role-Playing: AI can simulate realistic sales scenarios and role-playing exercises to help reps practice and improve their sales skills. These assistants can analyze the conversation, offer suggestions for improvement, and provide relevant information or resources to help reps close deals.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

The Pipeline

JANUARY 26, 2021

I will not comment on how things come to pass here, but there is merit to the exercise. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. We should all seek higher-margin, less resource consuming accounts that have other pluses.

Churn 310

Churn Quota Margin Exercises 310

Partners in Excellence

JULY 5, 2022

” Perhaps, as managers, we exercise our “power” over those who disagree with us. And in exercising that power, we tend to exclude those who are different or may disagree, surrounding ourselves with those who agree. Even things as simple as objection handling helps us better understand alternative positions.

Exercises 119

Exercises Face-to-face Objections Positioning 119

Hubspot Sales

MARCH 29, 2018

These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet. Below, I’ll break down what those tests and exercises should look like for candidates at each stage of the interview process. Here are a few example exercises for late-stage sales candidates: 1.

Hiring 109

Hiring Ideal Customer Profile Exercises Objections 109

Mereo

NOVEMBER 8, 2023

Studies have shown that 75% of people learn by doing , so it is only natural that your kickoff event includes exercises that support this learning style. Hands-on exercises and role-play activities can greatly increase your teams’ retention rates and make your kickoff efforts stick. The exercise: Split your teams into groups of two.

Ideal Customer Profile 41

Ideal Customer Profile Revenue Exercises ACT 41

The Sales Hunter

SEPTEMBER 27, 2019

The objective with each conversation is for you to create trust and confidence. If you’re serious about relationships and their value in sales and business, repeat this exercise with everyone that you work with in your company. It looks like each person trusting and confiding in the other person and valuing each other’s opinions.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

Zoominfo

APRIL 19, 2023

5) Skill-based exercises There are certain skills that are important for sales readiness, but are not needed on a daily basis. For reps learning such skills, or for experienced salespeople who don’t get much practice, it can be helpful to prescribe some practice exercises.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

The Pipeline

AUGUST 28, 2017

Given the fact that buyers, unlike sellers, do not set out to execute a process, but rather to achieve some business objective and impact, the buyer’s side of the coin continues to evolve and ignore our “sales process rules”. One that process should be a bottom up exercise, not the top down approach you find in most organizations.

Exercises 247

Exercises Sales Process Objections Buyer 247

Allego

AUGUST 17, 2021

Miersen also sought to enable frontline managers to provide coaching and exercises to their teams on their own schedules. To overcome this challenge, the company employed a flipped classroom model, using pre-recorded videos to deliver presentations while reserving “live” sessions for role-playing exercises and coaching. “We

Hiring 143

Hiring Exercises Sales Enablement Video 143

Allego

JANUARY 30, 2024

AI-Generated Dialog Simulator Role-play exercises are an excellent way for sales reps to practice what they’ve learned. An AI-powered dialog simulator is an excellent alternative to in-person exercises. The AI scours through your sales content and provides the answers. Allego includes this feature in its revenue enablement platform.

Training 105

Training Hiring Exercises Webinar Metrics 105

The Pipeline

MAY 25, 2017

Success with getting Status Quo buyers rests in being able to engage them on how they do things now, how that aligns with or detracts from their objectives. If we fail to get them to understand that there is another way to achieve those objectives, there is no need for a product decision.

Top of Funnel 198

Top of Funnel Objections Face-to-face Buyer 198

Julie Hanson

MARCH 3, 2022

How can an inanimate object possibly know how you’re feeling? But the truth is that the camera is objective. Below is a simple daily exercise that will help you see your camera as not the enemy, but your friend, your ally, your champion – or Santa Clause, for that matter! And the camera (and your customer) sees all.

Video 100

Video Exercises Call-back Face-to-face 100

Mindtickle

JUNE 29, 2021

Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. They’re a proven way to boost a seller’s confidence in new material, familiarize themselves with messaging and learn how to handle objections in a risk-free environment. . Objection handling.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Sales and Marketing Management

AUGUST 30, 2018

Coaching should not be an exercise re-iterating the destination – to win the game or to achieve quota. And it shouldn’t be an exercise in ramping up the urgency – to run faster on a soccer field or to panic more in a sales territory. sales calls) to achieve specific sales objectives (e.g. What good coaching looks like.

Coaching 166

Coaching Sage How To Quota 166

The Pipeline

OCTOBER 5, 2017

What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction one gets when one is fully engaged and working the opportunity. Real or Fantasy.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

LeadFuze

MARCH 9, 2021

It also gives them a great opportunity to ask questions and learn how you would like them to navigate certain objections and other roadblocks they may come across throughout new client acquisition and beyond. The most common thing being sold during sales negotiation role play exercises is a “pen.” Creating familiarity.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

The Sales Hunter

JULY 1, 2019

One great exercise that I share often is create a list of all the outcomes that you help your customers achieve. Each time you engage a prospect, your objective is to gain a micro-commitment from the prospect that allows you to move the process forward. Focus your prospecting not on what you share but on the questions you ask.

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

Partners in Excellence

NOVEMBER 3, 2023

What objectives would they have in doing it? What revenue objectives would they have? We know that business is not the exercise of logical answers, facts and data. Would ChatGPT and Bard, start prompting each other for ideas on how deal with Bing? Would Pi and Chatsonic conspire to seize share from ChatGPT, Bard, and Bing?

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Study Exercises Groups Tools 114