Buyer, Decision Maker, Marketing and Sales

Three Buyer Personas Your GTM Messaging Strategy Should Address

Force Management

MARCH 28, 2024

Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value.

Buyer Persona

Buyer Persona Buyer Decision Maker Strategy

How to Speak the Language of Decision Makers

Janek Performance Group

JANUARY 25, 2022

While it can be tough enough speaking with one buyer and understanding their style, today’s challenges and uncertainty make buyers extra cautious. Here are tips for speaking the different dialects of decision makers: C-Suite. Remembers, these decision makers often have bonuses and other incentives tied to their budgets.

Decision Maker

Decision Maker How To Face-to-face Groups

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

DECEMBER 22, 2017

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. How to Identify Sales Prospects. The Influencer vs. the Decision Maker.

Decision Maker

Decision Maker Gatekeeper Influencer Prospecting

Three Recent Hurricanes Show the Path to More Effective Selling

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. In my space, that is our buyer and signer.

Decision Maker

Decision Maker Insurance Insurance Call-back

Use This Simple Technique To Get The Decision Maker On-Side

MTD Sales Training

AUGUST 18, 2016

We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that they will gain. These are often seen as the major reasons why buyers choose to use you. But what gains has he himself achieved? Happy selling!

Decision Maker

Decision Maker Benefit Buyer Up-Sell

Why Buyer Enablement Is Important in Today’s Buyer Journey

Allego

JULY 17, 2023

For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What sales content do teams need? It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. What Is Buyer Enablement?

Buyer

Buyer Lead Rank Case Study Buyer Persona

Buyer Engagement: 3 Crucial Data Tips

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. And guess what?

Buyer

Buyer Data Intent Signal Decision Maker

Common Issues for Key Decision Makers Post-Pandemic

The Center for Sales Strategy

JULY 13, 2020

Active buyers in today’s market have immediate and pressing issues that couldn’t be foreseen earlier this year. Putting yourself inside the mind of these buyers will help you gain access to them. Understanding who they are post-pandemic is critical to understanding how you sell your products and services to them.

Decision Maker

Decision Maker Buyer Marketing

7 Sales Phrases That Will Supercharge Your Credibility with Buyers, According to HubSpot's Sales Director

Hubspot Sales

JANUARY 7, 2024

But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. Sales reps who use these words sound like hesitant amateurs, so be very careful to avoid them. But there’s a good way and a bad way to find out who a decision-maker is.

Hubspot

Hubspot Buyer Decision Maker Inbound

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

SBI

FEBRUARY 22, 2018

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. B2B sellers can spend months, even years, cultivating relationships with potential buyers in hopes of turning them into customers. Who’s the right decision-maker now?

Decision Maker

Decision Maker Closing Prospecting Top of Funnel

Sales Lessons from Google Fiber

Mr. Inside Sales

NOVEMBER 20, 2023

Then Google REALLY started marketing! What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. This week ask yourself: Are you following AT&T’s marketing efforts? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Google

Google Face-to-face Gatekeeper Decision Maker

How to Engage and Market to C-Level Decision Makers from B2B companies?

eGrabber

MARCH 24, 2021

C-Level decision makers greatly influence the buying decision of B2B companies. If you are selling B2B products or services then, it is important to influence C-Level decision-makers as it is the key to sales strategy. Let’s look at the steps to engage C-Level decision makers: 1.

Decision Maker

Decision Maker Demand Generation Targets B2B Company

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. So what are the first steps to get the most out of buyer intent data? It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent

Buyer Intent Intent Buyer Intent Data

WHY IS IT SO HARD TO ACCESS DECISION MAKERS?

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers.

Decision Maker

Decision Maker Gatekeeper Ideal Customer Profile Analysis

Episode #090: Selling to Multiple Decision Makers with Matt Heinz

Jeff Shore

NOVEMBER 14, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker. This situation nothing new to the seasoned sales professional but the solutions might not be what you think. Full Funnel Marketing.

Decision Maker

Decision Maker Banking Loyalty Top of Funnel

The Real Value B2B Decision Makers Want to See in Your Thought Leadership

Mereo

APRIL 6, 2023

The 2022 Thought Leadership Impact Report from Edelman and LinkedIn (released in December 2022) has found that a key tool to showcasing your value is not through traditional product marketing but rather with thought leadership. Keep reading to learn what B2B buyers really want from your thought leadership.

Decision Maker

Decision Maker Lead Rank Lead Scoring B2B

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker

Decision Maker ACT ROI How To

How Top Sales Reps use LinkedIn to Create Buyer Personas

SBI Growth

APRIL 16, 2013

You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. What are Buyer Personas? Buyer Personas are documented descriptions of the Buyers of your product. Every buyer environment has multiple personas.

Buyer Persona

Buyer Persona Buyer LinkedIn Outsourcing Services

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article.

Decision Maker

Decision Maker Social Media Infusion Retention

Quick ways to engage C-Level Decision-Makers from B2B companies

eGrabber

MARCH 24, 2021

C-Level decision-makers from B2B companies greatly influence the buying decision. If you are selling products or services to B2B companies then, it is important to influence C-Level decision-makers which is the key to sales strategy. What is your target market?

Decision Maker

Decision Maker B2B Demand Generation Targets Company

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

SBI Growth

APRIL 6, 2020

Your customers, your decision-makers, your influencers—they’re all people. Which decisions can wait, and. CMOs are in the people business. And that’s no different for B2B CMOs. And like you, they’re all set with similar worries: How long will my business be disrupted?

Decision Maker

Decision Maker Webinar Metrics Strategy Influencer

Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Intent Data

Intent Data Buyer Intent Ideal Customer Profile Intent

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

JULY 11, 2017

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? We partnered with noted sales linguist and author Steve W.

Study

Study Buyer B2B Vendor

How To Build Your Go To Market Strategy

Zoominfo

JUNE 26, 2020

Traditionally, marketing plans lay out these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. With a quality data-driven strategy you can identify exactly how to approach target buyers. What is a Go-to-Market Strategy? What Does a Go-to-Market Strategy Look Like?

Ideal Customer Profile

Ideal Customer Profile Buyer Persona Strategy Marketing

Data, Alignment, and Automation: How to Scale Your ABM Strategy

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing

Account Based Marketing Scale Data Strategy

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. Buyers don’t really don’t trust salespeople.

Buyer Persona

Buyer Persona Buyer Survey Ideal Customer Profile

Sales Process for the Anti-Sales Process Crowd

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. A journey is planned.

Sales Process

Sales Process Decision Maker Sports Construction

When will Sales catch up with Marketing?

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools.

Marketing

Marketing Top of Funnel Decision Maker Infusion

28 Effective Tips for Shortening Your Sales Cycle

Zoominfo

MARCH 4, 2021

On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Sales reps can also pinpoint specific obstacles and make improvements with a stage-focused sales strategy. Prospecting.

Sales Cycle

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring

Is B2B Buyer Confidence Stalling Your Deals?

Alice Heiman

NOVEMBER 22, 2022

My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. Stick around to learn what your sales teams need to do to overcome this crisis of confidence.

B2B

B2B Buyer Lead Rank Travel

Why Buyers Buy

Pointclear

AUGUST 29, 2017

How are these concepts related to marketing and sales in B2B environment? However, when marketing or selling, you can’t simply lead with the ultimate benefit. Most buyers are focused on compensation, security and recognition. The paucity of self-actualized decision makers is what causes so many “no decision” outcomes. “No

Buyer

Buyer Compensation Forecasting Decision Maker

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

JULY 25, 2017

That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Few buyers have a favorable view of salespeople.

Study

Study Buyer Decision Maker Vendor

What B2B Marketers Can Learn from B2C

Sales and Marketing Management

MARCH 22, 2019

Author: Jay Mitchell There remains a distinct buyer-seller gap in the business-to-business (B2B) arena. Why are buyers so reluctant to connect with salespeople sooner? There is an opportunity for sellers to serve as trusted advisors and to engage buyers earlier in the sales journey. I don’t even know what that is.”.

B2C

B2C B2B Marketing Buyer Persona

Drawn-Out Sales Cycles: What to Do When Selling Stalls

Zoominfo

MARCH 29, 2023

Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Those longer buying cycles can cascade throughout the economy, causing stress on sales teams and making revenue more difficult to forecast. “We We are in a measured buying environment.

Sales Cycle

Sales Cycle Intent Signal Lead Rank Decision Maker

Why Prioritizing Buyer Intent Data Is A Must For 2021

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. As buyer behaviors continue to change, and the level of competition scales up, B2B buyer intent data is becoming increasingly valuable.

Intent Data

Intent Data Buyer Intent Intent Top of Funnel

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker

Decision Maker ACT ROI How To

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker

Decision Maker ACT ROI How To

The Sales Prospecting Strategy Guide

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Ideal Customer Profile

Ideal Customer Profile Prospecting Strategy Top of Funnel

The Simplest Way to Qualify

Mr. Inside Sales

APRIL 30, 2023

They talk over their prospects and generally learn very little about what it takes to close a sale. 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. ON DEMAND SALES TRAINING THAT GETS RESULTS! Try it today.

Sales Qualified Lead

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker

Sales Talk for CEOs: Encore of Aligning Your Go-to-Market Team with Pouyan Salehi (S5Ep2)

Alice Heiman

SEPTEMBER 13, 2023

If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Luckily, you’ll get plenty of ideas and inspiration in this Encore Episode on the Sales Talk for CEOs podcast. My guest for this interview is Pouyan Salehi, CEO of Scratchpad , a workspace designed specifically for sales and revenue teams.

Marketing

Marketing Decision Maker Outbound Software

Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. Here’s why. In 2015, an average of 5.4

Buyer Persona

Buyer Persona Buyer Decision Maker Demand Generation Agencies

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

JULY 13, 2017

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Buyers who have a favorable view of salespeople are willing to take risks.

Vendor

Vendor Buyer B2B Comparison

How to Develop a Successful Go-to-Market Strategy

Zoominfo

JUNE 28, 2023

Traditional marketing plans lay out these steps, but to really move the needle, you’ll need to dig a little deeper. That’s where a go-to-market (GTM) strategy comes in. That’s where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? First, let’s define go-to-market as an overall framework.

Ideal Customer Profile

Ideal Customer Profile Strategy Lead Rank Marketing

How COVID-19 Has Changed B2B Sales

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Buyers are not afraid to make big purchases online. Salespeople should not be timid about tackling large sales deals virtually. and adept at using?—?CRM

B2B

B2B Decision Maker Small Business Small Business

Three Buyer Personas Your GTM Messaging Strategy Should Address

How to Speak the Language of Decision Makers

Trending Sources

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Three Recent Hurricanes Show the Path to More Effective Selling

Use This Simple Technique To Get The Decision Maker On-Side

Why Buyer Enablement Is Important in Today’s Buyer Journey

Buyer Engagement: 3 Crucial Data Tips

Common Issues for Key Decision Makers Post-Pandemic

7 Sales Phrases That Will Supercharge Your Credibility with Buyers, According to HubSpot's Sales Director

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Sales Lessons from Google Fiber

How to Engage and Market to C-Level Decision Makers from B2B companies?

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process

WHY IS IT SO HARD TO ACCESS DECISION MAKERS?

Episode #090: Selling to Multiple Decision Makers with Matt Heinz

The Real Value B2B Decision Makers Want to See in Your Thought Leadership

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

How Top Sales Reps use LinkedIn to Create Buyer Personas

Why Technical Decision Makers remain Skeptical of You

Quick ways to engage C-Level Decision-Makers from B2B companies

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

[STUDY] What Do B2B Buyers Want?

How To Build Your Go To Market Strategy

Data, Alignment, and Automation: How to Scale Your ABM Strategy

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

Sales Process for the Anti-Sales Process Crowd

When will Sales catch up with Marketing?

28 Effective Tips for Shortening Your Sales Cycle

Is B2B Buyer Confidence Stalling Your Deals?

Why Buyers Buy

[STUDY: PART 3] What Buyers Want from Salespeople

What B2B Marketers Can Learn from B2C

Drawn-Out Sales Cycles: What to Do When Selling Stalls

Why Prioritizing Buyer Intent Data Is A Must For 2021

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

Selling to the C-Suite: How to Get Executive Decision Makers to Act Now

The Sales Prospecting Strategy Guide

The Simplest Way to Qualify

Sales Talk for CEOs: Encore of Aligning Your Go-to-Market Team with Pouyan Salehi (S5Ep2)

Are Buyer Personas Sabotaging Your Sales?

[PART 2] What Buyers Want: The B2B Vendor Advantage

How to Develop a Successful Go-to-Market Strategy

How COVID-19 Has Changed B2B Sales

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