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 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. ” Most Common Sales Objections.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Mr. Inside Sales

MARCH 16, 2020

You probably get this objection, or some version of it, every day now. Anyway, how do you handle this objection when you’re prospecting? Here are some practical tips and a word-for-word way to handle this current objection: First: Take your “salesman hat” off. Sound familiar? And for good reason. And you can help them do that….

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Mr. Inside Sales

NOVEMBER 20, 2023

Then Google REALLY started marketing! This week ask yourself: Are you following AT&T’s marketing efforts? Then they sent out another one, this time in a neat, glossy package. Then a Google rep showed up out of the blue, canvassing the neighborhood. I wasn’t home, but he pitched my wife and said he’d come back. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections. So, how do you handle sales objections?

Objections 243

Objections Buyer Persona Study Decision Maker 243

Mr. Inside Sales

AUGUST 22, 2019

Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. We do order, we just don’t need any now”]. Response #6. Upcoming Schedule.

Objections 153

Objections Face-to-face How To Inside Sales 153

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Mr. Inside Sales

NOVEMBER 26, 2022

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Or maybe you get one of these variations of the “We are all set” objection like: “We are okay with our present system.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections just a mind game? Are all sales objections equally bad? Data that never lies.

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. You’ll discover hidden buying motives—and you’ll discover real objections. Try it today.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

BuzzBoard

APRIL 9, 2024

Introduction to Account-Based Marketing (ABM) for Digital Marketing Agencies Digital marketing agencies aiming to streamline their sales efforts should consider implementing account-based marketing (ABM). For a digital marketing agency, understanding that ABM is primarily a B2B marketing strategy is vital.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plenty of companies have sales and marketing plays, but not all plays are created equal. What is a Play?

Marketing 130

Marketing Scale Decision Maker Call-back 130

Increase Sales

DECEMBER 15, 2014

Sales objections happen every day from the smallest ones to the largest of the largest ones. Travel back to the first sales objection in your most recently “earned” sale. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective. Share on Facebook.

Objections 128

Objections Decision Maker Small Business Small Business 128

Mr. Inside Sales

JANUARY 31, 2020

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Sales 2.0

OCTOBER 23, 2023

I customized this to one of my needs as a digital marketing agency. As a VP of digital at a small digital marketing agency, I’m often tasked with drafting sales proposals to potential clients. Objectives and Strategy: • Clearly state the objectives and goals the client wants to achieve through your services.

Proposal 221

Proposal Social Media Media Decision Maker 221

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? How do I handle objections… ?” I refine them, suggesting a certain industry or market. I test across different roles, markets, different issues.

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

Mr. Inside Sales

JULY 20, 2018

Five Hidden Secrets behind the Price Objection. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections. Of all the objections sales reps get, the price objection is still number one on the list.

Objections 123

Objections Closing Comparison Decision Maker 123

Nutshell

MARCH 5, 2021

No salesperson should ever be afraid of objections. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., lack of trust, lack of perceived value, or simply that the prospect isn’t the right decision-maker.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

Increase Sales

JUNE 30, 2014

Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. Many sales are made without sales objections. Now with 97.7%

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Zoominfo

MARCH 4, 2021

Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Marketing teams typically have their process of scoring and qualifying leads (MQLs), but it may look different for sales teams (SQLs). Align with your marketing team for unified lead scoring and qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Mr. Inside Sales

APRIL 8, 2022

). For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. Remember: throughout your sales process, you get the same seven to ten objections, stalls, and put-offs over and over again. The question is: what do you say to it? Let me ask you this….”.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

JULY 31, 2017

In my new book, “Power Phone Scripts,” I list over 500 word-for-word responses to these and many other objections, stalls, and resistance statements you get day in and day out. To give you a sample, here are 5 of 10 ways I list in the book on how to handle the “We’re all set for right now” objection. with our present system”.

Objections 126

Objections Cold Calling How To Decision Maker 126

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 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Sales Hacker

DECEMBER 18, 2020

Focusing on overcoming sales objections is likely holding you back and poisoning your customer relationships. Afterall, objection handling is often considered one of the foundational pillars of sales — one of the critical elements necessary to win more deals. The Overcoming Objections Mentality. This may seem backward.

Objections 122

Objections Prospecting Ideal Customer Profile Sales Qualified Lead 122

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. Overcoming blow off objections like, “Just email me something”. Identifying decision makers. Giving successful presentations and dealing with objections. You can probably feel it in your company, too.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130

Zoominfo

SEPTEMBER 1, 2018

If you’re dealing with a sales objection… congratulations! You’re working with a decision-maker who has some skin in the game — and they’re taking your proposal seriously. We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. What Does a Sales Objection Look Like? We’re too small.

Objections 130

Objections Face-to-face Exact Software 130

Hubspot Sales

APRIL 9, 2018

Sales Objection Responses. “If If money and resources were no object, would you be willing to start with our product today?”. How can I help you get the resources you need to sell this to the decision maker?”. “So Is there anything I can give you to make a stronger case to [decision maker]?". Silence.]. “I

Objections 144

Objections Decision Maker Call-back Case Study 144

Mr. Inside Sales

DECEMBER 4, 2020

It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling. There are many variations of the “ We are all set ” objection. Again, “We’re all set” is not an objection, it’s just a blow off. Let me ask you…”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Close.io

MAY 1, 2019

Nothing defeats an inexperienced salesperson faster than an unexpected objection. But even a perfect pitch can be ruined by poor objection handling. Instead of hoping your prospects won’t have objections (they always will), spend some time preparing for them in advance. This objection is another example of good intentions.

Objections 91

Objections Examples Gatekeeper Decision Maker 91

Mr. Inside Sales

JULY 22, 2015

Of all the objections sales reps get, the “price is too high” is still number one on the list. I mean think about your own purchases – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own buying decisions? And it makes sense, doesn’t it?

Objections 120

Objections Comparison Webinar Metrics Decision Maker 120

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. If you have the data to learn about the investment round, then you have one significant budget objection out of the way. Next step: pull up the org chart and decision-maker direct dials and start calling.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

SalesHandy

APRIL 20, 2021

Sales teams exist to help potential customers know the product better and clear their queries, so they can make an informed purchase decision. But there will be times where you and your team will face tricky sales objections questions, putting you in a tough spot. Why Do Prospects Have Sales Objections?

Objections 75

Objections How To Discount Decision Maker 75

Understanding the Sales Force

JANUARY 31, 2024

If you want to put the finishing touch on your custom sales process, it should include a sales-specific (not marketing) scorecard that objectively scores every opportunity for the likelihood that it will be won.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52