The Pipeline

FEBRUARY 1, 2014

Find Director, VP and C-Level, decision makers in any company. Improve your rate of connecting with the right decision makers, and you will increase prospects, sales and profits. Find missing Email & Phone# for any social profile. Build a highly targeted B2B prospect list with business e-mail and phone#.

Webinar Metrics 243

Webinar Metrics Prospecting Decision Maker Sales Qualified Lead 243

The Pipeline

JUNE 8, 2012

The concept or the game came to me the other day when I was watching a rep present his solution to a group of decision makers. The biggest among the communication faux pas our boy made was clearly telegraphing to the group of decision makers is that he was squarely focused on his agenda, and all but oblivious to theirs.

Decision Maker 291

Decision Maker Groups Buyer Pipeline 291

The Pipeline

AUGUST 13, 2012

Most of the time in sale we focus on ensuring we connect with and sell to the key decision makers, influencers, those driving the strategy, in order to build a solid understanding of the buying organization’s objectives and capabilities to realize those objective.

Decision Maker 255

Decision Maker Face-to-face Objections Forecasting 255

The Pipeline

MAY 5, 2014

First, even though you may be dealing with the decision maker, they are still part of or leading a team, demonstrating your ability to get along with the team can only help with the decision make. Ask to meet the team – there two specific reasons you want to do this, especially very early in the sale.

Decision Maker 267

Decision Maker Distribution Call-back Referrals 267

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. Let’s look at the “short list claim”, and decision makers.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

AUGUST 7, 2018

We then send our reps out and tell them to go forth and find decision makers, you know, “those executives in the C Suite!” ” The problem is this group of decision-making ‘C types’ is shielded from the day to day realities of your product. ” No.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

The Pipeline

OCTOBER 31, 2012

Real decision makers are seeking clarity and judgement above all. Good sellers will filter the data, and present actionable advice to decision makers looking to change where they are as opposed to getting more information, real sellers provide better and more actionable knowledge.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

The Pipeline

NOVEMBER 24, 2014

When you ask some (not all) sales people who is important to them in getting a sale or a deal done, they often respond that they need to get to the decision maker. Since that is not usually a title and the function varies from deal to deal, I find that response wanting.

Decision Maker 244

Decision Maker Influencer Objections Segment 244

The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact).

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

The Pipeline

FEBRUARY 20, 2020

Corporate recruiters deal with the same decision-makers I do; we do not compete – but we complement. In addition to the traditional referral mentioned above, don’t forget Referral 2.0. That’s where you specifically seek out other salespeople working with your prospects who do not compete with you.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

The Pipeline

AUGUST 23, 2013

The quick decision-maker shouldn’t get the same automated emails as the questioning customer, because his lead time will be virtually nil. For example, if it’s customary for a salesperson to call every lead personally, he might not want to do so with a quick decision-maker. Master the Marketing Message. Track Everything.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

The Pipeline

SEPTEMBER 2, 2020

The three must-have elements: Efficiency – Generating more conversations with a Decision Maker – More At-Bats. Data-driven decisions and coaching – Leadership. These three elements have proven to be consistently successful in 15 plus years, in all geographies, across various industries and markets.

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

JANUARY 28, 2020

Many decision-makers will indeed take calls and action for well-presented insight if presented right. Better to start with something they can relate. What is that? Isn’t it in your personas, what they are likely to be focused given their role? If not there, you can start here to figure out what to lead with.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

The Pipeline

SEPTEMBER 12, 2013

In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. Thursday, September 19, 2013. 1:00 – 2:00 pm EST / 10:00-11:00am PST.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

The Pipeline

OCTOBER 22, 2013

Improve your rate of connecting with the right decision makers, and you will increase prospects, sales and profits. Time is the only unrenewable resource you have, the better you use it the more success you will have. We will be sharing best practices and everyday techniques for improved prospecting.

Webinar Metrics 276

Webinar Metrics Cold Calling Decision Maker Lead Generation 276

The Pipeline

FEBRUARY 11, 2016

Don’t focus only on the Grand Poohbah – Sales people are always told to focus on the decision maker, unfortunately that title does not appear on many business cards, directories or LinkedIn. As a result, many default to equate the executive ‘C Suite’ to decision maker. This of course drive behaviour.

Sales Meeting 120

Sales Meeting Meeting Decision Maker Objections 120

The Pipeline

JULY 20, 2015

Rather than looking past them as some would suggest, work with them, engage them the way you would any decision maker, you’ll be pleasantly surprised. Decision makers want to deal with decisive people, hoping is not an attitude that conveys that.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

The Pipeline

JULY 31, 2014

A common example of this is when sales people accustomed to selling to users or front line managers, are instructed by their leadership to go ‘upstream’, and sell to senior decision makers, executives or the ‘C’ suite.

Decision Maker 296

Decision Maker Enterprise Enterprise Objections 296

The Pipeline

JULY 28, 2014

As sellers we are looking for ways to create urgency, nothing puts a spring the feet of a decision maker than when they see something that will help the achieve their goals, and again without much though about the how. Engage with them based on these, and the How will follow.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

The Pipeline

SEPTEMBER 11, 2017

We need to get buy in”; “we need to identify the decision maker(s)”; and other no-brainer feel good statements, but all absent the “what has to happen” for those things to come to be. Instead of speaking to specific actions and tools, as group (1) did, they general outcomes, skipping the how to make those outcomes happen. “We

Decision Maker 264

Decision Maker Groups Follow-up Quota 264

The Pipeline

NOVEMBER 12, 2019

Business decision-makers make business decisions, not component selection, they delegate that, procurement anyone? It’s more important for the components to fit together best; the rest is someone else’s performance KPI’s. This is true in all deals, including what many describe as “complex” or “solution” type of thing.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

The Pipeline

OCTOBER 12, 2013

Click here for more detail and registration. October 24 – Cold Calling: How to Handle the Objection.

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

JUNE 9, 2015

Reaching C-Level Decision Makers on Social Networks. By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

The Pipeline

OCTOBER 11, 2013

All the twists and turns, the intrigue in the form of competition, the unknown outcome, hidden decision makers and more. One reason I enjoy selling, and I mean selling not order taking , is it really is like a good mystery or thriller novel coming together.

Prospecting 273

Prospecting Revenue Decision Maker B2B 273

The Pipeline

MAY 21, 2012

Use My Name, Please - No one knows better who the real decision makers, influencers, movers and shakers are within their organizations. The literal part segues us to the second reason.

Decision Maker 282

Decision Maker Face-to-face Objections Influencer 282

The Pipeline

NOVEMBER 28, 2012

One specific practice brings with it some risk for sellers, especially new younger sellers targeting more mature decision makers, even those active on social media, centers around communicating. Specifically, the real difference between connecting and communicating when it comes to selling.

Face-to-face 280

Face-to-face Social Media Decision Maker Cold Calling 280

The Pipeline

JANUARY 7, 2013

The notion of giving is not new, but often sellers give in return for something they “have gotten”, like a next step, an introduction to a decision maker, or an order. While most of think of reciprocating as giving back, you can also think of is as just giving; specifically giving to you buyers and prospects.

Exercises 281

Exercises Decision Maker Referrals Buyer 281

The Pipeline

JULY 18, 2012

The upside is that they are usually operating at a slower than normal pace (although in some industries it could be peak season), which makes them more approachable.

Account 288

Account Decision Maker Face-to-face Retail 288

The Pipeline

NOVEMBER 12, 2012

When pressed, you hear “oh I call on the decision maker”. Now I have used directories on both side of the ocean, and I have yet to see one that lists or has an asterisk beside the decision make, most feature title. Common sense dictates that they are not calling the right people, or just not calling.

Decision Maker 264

Decision Maker Call-back Energy Account 264

The Pipeline

SEPTEMBER 27, 2013

DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies. Sure I would prefer to have all warm referrals, but even then, why not add to those with a few well-placed intelligent cold calls.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

The Pipeline

MARCH 13, 2017

The reason is simple and human, people are very subjective, (and buyers are people), and as such will make decisions using more than just logic, leading to the reality that difference, like beauty, is in the eyes of the beholder.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

The Pipeline

APRIL 15, 2013

Executives/decision makers/VPs in your target organization speak a differently than say the implementers or users of the product even when they are talking about the same thing. If one or both do not understand what you are saying it is a problem.

Sales Cycle 288

Sales Cycle Decision Maker Vendor Benefit 288

The Pipeline

DECEMBER 3, 2012

While reps tell you that they call on the “decision maker”, in reality most will usually call on the user. Most will only call on one person, when as you can see from the list above there at least three, if not more, that can be called on, one right after the other; if for no other reason than there is safety in numbers.

Decision Maker 257

Decision Maker Groups Benefit Sales 257

The Pipeline

FEBRUARY 1, 2013

Like anything other transaction in B2B sales, there are probably a small number of decision makers involved (maybe only 1), but with enterprise software, there is usually a large evaluation team. Further, the real ‘selling’ often doesn’t start until all those things are over. Large Evaluation Teams.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Pipeline

JANUARY 18, 2013

Especially if you are working with prospects with decision makers in multiple locations, as it makes its way around you gain insight. The same approach works for location. An email opened by recipients in Toronto, Boston and London is another indication of good interest.

Decision Maker 276

Decision Maker Commission Compensation Proposal 276

The Pipeline

JUNE 7, 2013

Next was to work out who our target customer was – their goals, their challenges, their needs and their key decision makers. Once we did that, we had 10,000 connections, including happy clients, to act as references and help with introductions. The culture shift has pushed us to the next level of growth.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

The Pipeline

DECEMBER 7, 2015

Well with the demand on decision makers time, they really don’t have time to teach you. What is that, is it your product, your company, your radio voice, no; it is, as it has always been and will be, what is in it for the prospect themselves.

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120