Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. 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. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

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

Highspot

JANUARY 18, 2024

And today’s prospects are busier than ever. Jill Konrath’s SNAP Selling provides sales strategies for engaging today’s busy prospects. These prospects make quick, or SNAP, decisions that can make or break a sale. Sales reps must prepare – and this is where reputable sales training platforms can help.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. So, if you want to make the very best online impression and actually attract customers to you, taking a LinkedIn learning course, tutorial, or training is the way to go!

LinkedIn 71

LinkedIn B2B Conversion Training 71

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

Janek Performance Group

JANUARY 23, 2023

It was rollercoaster of a year last year for enterprise sales: It’s not how we start in January but how we finish in December that counts. This article explores how enterprise telecom sales reps can organize their next 90 days to make an impact and deliver on quota. Every enterprise began the year with ambitious goals.

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

SBI

AUGUST 17, 2021

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? And make sure your customer and prospect data is current and complete.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

CloserIQ

NOVEMBER 6, 2018

Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise. by Jill Konrath. by Steve Andersen and Dave Stein. by Tim Sanders.

Enterprise 49

Enterprise Enterprise Account Decision Maker 49

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Janek Performance Group

DECEMBER 7, 2022

Buyers across all demographics find it challenging to navigate purchase decisions in this fast-changing environment. Whether the company is a tech startup or an established enterprise, decision-makers are predisposed to stick with its current situation. ” Prospects know their situation could be better.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. 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. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

MARCH 31, 2023

Control and governance of business data, especially when there are regulatory and compliance standards at hand, are mission-critical tasks for any enterprise company. Forrester also reported that 80% of decision-makers said cutting through the data silos that result from this tech sprawl is a top priority for their businesses.

Data 130

Data Government Decision Maker Lead Rank 130

Sales and Marketing Management

NOVEMBER 20, 2020

While the final quarter of the year is boom time for consumer sales, it often marks a slower period for business-to-business enterprises. These could include goals like specific leads they hope to land, conversations they intend to have with specific decision-makers, or a certain number of follow-ups with older leads.

Quota 215

Quota Harvest Enterprise Enterprise 215

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Decision-maker engaged.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 80

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 80

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift. Comment Here.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Gong.io

JULY 13, 2022

So how do you work with these types of prospects? SNAP Selling provides a framework that sales reps can follow when selling to frazzled prospects (and of course, unfrazzled ones, too). Here are the core principles of the framework: Keep it S imple: Prospects don’t want to add any more complexity to their lives. Three Decisions.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

DiscoverOrg Sales

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Peter Buckley VP – Business Development, Cambridge Technology Enterprises, Inc.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

Zoominfo

APRIL 7, 2020

How can a salesperson get the attention of decision-makers in the HR department? What’s the Scope of Responsibility for an HR Decision Maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 130

Resources Decision Maker Compensation Vendor 130

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. If you missed episode 52, check it out here: Building Sales Coaching and Training Framework w/ Rob Jeppsen. Strategies for moving upmarket, and how to transition from SMB to enterprise.

Enterprise 58

Enterprise Enterprise Hiring Top of Funnel 58

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Price: Your final asking price exceeded what the prospect was willing to pay. Use a Sales Win Rate Calculator.

Hubspot 131

Hubspot Decision Maker How To Follow-up 131

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

Janek Performance Group

FEBRUARY 21, 2023

Naturally, we don’t want to admit we don’t have the answer because it could be viewed as a sign of weakness with a new prospect. Instead of trying to be perfect in front of prospects, focus on being real. In the real world, we are all imperfect, and prospects value transparency.

Sales Qualified Lead 62

Sales Qualified Lead Sports Intent Enterprise 62

Sales Hacker

DECEMBER 14, 2022

Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed. Sales enablement allows for cross-department training and collaboration that help sales teams and any client-facing personnel to sell or upgrade clients more effectively. Short, sweet, and simple.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. Make a list of companies that fit the image closely, identify their decision makers, and acquire their contact information. Opt for logistics pipeline software with features to find and target the right prospects in seconds.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Sales Hacker

DECEMBER 5, 2022

After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. Therefore, if you reach a decision maker, you should probably stop engaging other folks who may still be in sequence. Prospects added to sequences – Link to report.

Top of Funnel 82

Top of Funnel Decision Maker Webinar Metrics Inbound 82

Hubspot Sales

APRIL 5, 2023

This executive position supervises sales managers to ensure company-wide sales trainings are executed. When it comes to selling and sales calls, more than 50% of prospects want to see how your product works on the first call. This makes sense because the majority of prospects (80%) prefer emails to any other form of communication.

Ideal Customer Profile 121

Ideal Customer Profile Salary Hiring Lead Rank 121

Gong.io

DECEMBER 5, 2022

A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. That means taking time to understand a prospect’s pain point and personalizing your pitch to highlight how your product can solve it. You can’t close enterprise accounts with transactional sales tactics.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. Unfortunately, it’s also the skill in which reps are the least trained. . Tip #3: Write longer prospecting emails. So it’s easy to think “the shorter the better” when it comes to prospecting emails. . How did we do it? Why did we do it?

Data 127

Data Negotiation Call-back Decision Maker 127

Gong.io

JANUARY 31, 2022

As the remote technology options have grown — and become easier to use for all, become more ubiquitous, and so on — there is less of a reason to jump in your car or hop on a train or plane to visit a future customer. Onboarding and training: Remote. Did the decision-maker never get engaged? Coaching: Remote. Scalability.

Software 118

Software Software Sales Management Sales Forecasts 118

Zoominfo

AUGUST 18, 2021

Sales managers tend to train sales reps to avoid mentioning pricing on an initial approach call ! And yet, our research has shown that far from making any and all prospects hang up the phone, mentioning pricing one to two times when cold calling leads to closed-won deals. Mention Pricing on Cold Calls. See the Data for Yourself.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Hubspot Sales

DECEMBER 21, 2020

Properly qualifying prospective customers is tough. The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers. This is especially valuable for enterprise-level B2B companies who routinely make million-dollar deals.). What is the MEDDIC sales qualification? Questions to ask.

Buyer Persona 128

Buyer Persona Sales Qualified Lead Buyer Decision Maker 128

No More Cold Calling

OCTOBER 22, 2015

I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. And why is it so hard for these reps to actually get on their prospects’ calendars? Because decision-makers don’t take cold calls or respond to cold emails.

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

Gong.io

SEPTEMBER 12, 2022

A sales cycle is a series of well-defined events, from when a salesperson engages a prospect until they make the sale. . It makes onboarding and training new reps easier. . Prospect buyers. Different companies have different methods of finding prospective buyers. Contact prospects. What is a sales cycle?

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. Bring Intelligence Let’s say two people reach out to a prospect.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40