Sales 2.0

OCTOBER 25, 2021

as this channel has become saturated. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Research shows that most sales people typically spend 65% of their time on non-selling tasks. Smarter approaches to prospecting are needed.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 86

Sales Qualified Lead Decision Maker Prospecting Strategy 86

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

Zoominfo

MARCH 4, 2021

Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Offer a demo to every decision maker.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. So, if you’re in need of some new sales motivation , keep reading.

Channels 100

Channels Video Hubspot Face-to-face 100

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Vengreso

JUNE 27, 2022

The buyer’s journey often starts with a Google search looking for compelling content and market research. According to a review from HBR, 90% of B2B decision-makers don’t respond to cold outreach. At Vengreso, we advocate for omnichannel prospecting, which means reaching out to prospects through multiple channels.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. It takes time: researching a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. And we’ve got examples.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” Seller Access: New Buzzword, Old Problem.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

DiscoverOrg Sales

MAY 1, 2019

This was just bang the phones, get the decision makers, sell the deals. With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. “Well, I just have to do a little bit more research. Empower the sales team to target higher-level decision makers.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 131

Gatekeeper Decision Maker How To Cold Calling 131

Sales 2.0

OCTOBER 23, 2023

Highlight the specific digital channels or platforms you will leverage, such as social media, search engine marketing, content marketing, etc. • Appendices: • Include any additional supporting materials, such as testimonials, client references, your agency’s portfolio, or relevant industry research.

Proposal 221

Proposal Social Media Media Decision Maker 221

Zoominfo

JANUARY 23, 2021

Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. It’s important to also consider the types of creative prospecting techniques the team can use to research and reach more contacts. Don’t stress, as with all things, prospecting takes practice.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

SBI Growth

JULY 28, 2013

84% of B2B decision makers begin their buying process with a referral. Register for the SBI Research Tour here. LinkedIn is the predominant channel right now. Chance of an email getting to a decision maker and resulting in a meeting? Pull the names of the Buying Decision Teams from the last 10 big deals.

Social Selling 328

Social Selling Decision Maker Social Media Cold Calling 328

No More Cold Calling

JANUARY 24, 2019

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. Decision-makers don’t take cold calls, respond to cold emails, or have sales conversations with strangers on social media.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. Sign up here for SBI’s 7 th Annual Research Presentation to learn what they’re doing differently and why. Get a copy of the LinkedIn Profile Review Guide when you sign-up for the Research Presentation. TURN REPS INTO MARKETING CHANNELS.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. Well, I just have to do a little bit more research. Empower the Sales Team to Target Higher-Level Decision Makers.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Zoominfo

JANUARY 4, 2022

According to research firm Ascend2 , about 70% of marketers either had intent strategies in place or were introducing intent as part of their toolkit in 2021. Buying committees are also growing, making a multi-channel presence more important than ever. “We a ZoomInfo partner.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

DiscoverOrg Sales

DECEMBER 4, 2017

. “Align all your efforts to what really matters, which is how your potential customers approach challenges, make buying decisions, and implement or use your products and services,” says Tamara Schenk , research director at CSO Insights. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

FEBRUARY 20, 2020

Have SDRs focus on research. Empowering your SDRs with the right automated software can help them thoroughly research your buyers before reaching out. If your SDRs know what channels to try, then they can focus on optimizing their approaches. Research them the same way your SDR team researches prospects.

Sales Qualified Lead 194

Sales Qualified Lead Cold Calling Scale Top of Funnel 194

SBI Growth

FEBRUARY 3, 2013

These are the decision-makers you need to access. For reference, our customer research shows an average 63% win rate on referrals. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers. Identify all the decision-makers within the account.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

Gong.io

NOVEMBER 7, 2022

They involve more decision-makers and have larger values. But how do you handle multiple decision-makers? A complex or enterprise sale is a high-value deal that involves multiple decision-makers and a lengthy process. More decision-makers are involved. What is a complex sale? . before closing.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. It takes time: time to research a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. And we’ve got examples.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

FEBRUARY 19, 2018

Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Messages reach 561% further when shared by employees vs. same messages shared via official corporate social channels ( source ). 55% of all buyers do their research by using social networks ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Zoominfo

AUGUST 26, 2021

More experienced or specialized business development professionals may fulfill duties as diverse as developing corporate partnerships and carrying out in-depth research into new market segments. If so, careful market research will be necessary. Strong Research Skills. Again, they’re going to need strong research skills.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. Lack of Direct Phone Numbers Causes Call Reluctance “Well, I just have to do a little bit more research. This was before AI.

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

The ROI Guy

FEBRUARY 1, 2017

Thursday, February 9, 2017 11a ET Featuring: Tom Pisello, Alinean CEO / Founder and Dave Stachura, Alinean VP, Customer Success In an effort to reduce costs and boost sales, you enter 2017 under the gun to deliver even more business growth from your Channel Partners. But simply adding more partners won’t do the trick. It’s pretty clear.

Channels 40

Channels Sales Goal ROI Decision Maker 40

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Categorize your decision-makers.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Zoominfo

OCTOBER 22, 2021

More experienced or specialized business development professionals may fulfill duties as diverse as developing corporate partnerships and carrying out in-depth research into new market segments. If so, careful market research will be necessary. They can also be invaluable in times of market uncertainty. What is Sales?

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Hubspot Sales

APRIL 6, 2023

A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. A Moengage survey backed up that research — 27 percent of respondents said they were “most frustrated by receiving irrelevant content or product messages.”

Trends 103

Trends B2B B2C Social Media 103

The ROI Guy

DECEMBER 4, 2013

Research indicates that there are now over 8 people involved in the average B2B purchase decision. And as purchases get larger, even more people become involved in the decision. And as purchases get larger, even more people become involved in the decision.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. In-depth research is a must. You’ll rarely get chances to speak with the decision-maker.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

OCTOBER 5, 2021

Brands use market intelligence data to guide decision-making in all areas of their businesses, from product development to marketing campaigns to their entire go-to-market strategy. External data is readily available information collected through research. Is Market Intelligence The Same Thing As Market Research?

Data 130

Data Marketing Scale Analysis 130

Cience

NOVEMBER 6, 2019

Why has a multi-channel approach become more important? Buying is now a continuous and dynamic process in most industries, not a linear funnel ; it’s an on-going motion picture, not a selfie or snapshot in one channel. Consumers now routinely do lots of online research. Buying a car is an example. According to a 2018 J.D.

Channels 42

Channels Marketing Retail How To 42

eGrabber

MARCH 30, 2023

Decision Makers ask Juniors to get Insights on Specific Problems/Topics – Li Groups are where decision makers send juniors to find if problems they plan to solve are being discussed. Do research and write around problems you solve. You can get a constant channel of prospects for free.

Groups 52

Groups LinkedIn Conversion Prospecting 52

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

MARCH 3, 2021

Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. Engagement This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Maintain transparency on pricing.

Sales Cycle 100

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 100