Objections are unavoidable on sales calls, but encountering one doesn’t necessarily mean an end to the conversation. If you’re able to anticipate what your prospect’s objections will be, you stand a better chance of overcoming them. At Trellus, their AI sales coach detects objections, provides real-time suggestions to guide reps during the call, and measures the effectiveness of those suggestions based on different metrics.

Using ineffective and poor sales words and phrases can damage your sales conversations. In the modern world, where sales are driven by science, our choice of vocabulary can emotionally connect or disconnect with our buyer’s brains and emotions in different ways. Sometimes, using the wrong choice of words can make your prospects think and feel differently about both you and your company with the click of a finger. A slip of the tongue can rapidly change the dynamics of a conversation and sales opportunity.

There’s a lot of advice on how to be better at cold calling, but the best cold call tips focus on the conversation over metrics. Cold contact tends to put prospective customers on edge; the key to booking more meetings is to approach each call to make a genuine connection. As the world’s leading experts on sales development, we’re sharing our favorite cold calling methods, on-call best practices, and must-haves for effective cold calling.

Artificial intelligence has entered the sales arena. And it couldn’t have come at a better time.

The shift to remote and now hybrid workforces dramatically affected how sales managers train and coach their reps. Already facing time constraints, managers have reduced visibility into seller activity and struggle to personalize coaching.

Ask any salesperson about the biggest challenge they face along the customer journey, and they’ll probably say “sales objections.” Every seller has lost a prospect due to a concern expressed about pricing or a product’s ability to solve a specific problem.