DiscoverOrg Sales

JUNE 6, 2017

When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. Although Josiah wasn’t the right decision maker, he was persuaded enough to refer me directly to the person who was: Josh, Solid email.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

SBI Growth

MAY 24, 2013

Ingrid was a successful pharmaceutical rep. Ingrid had a hard time identifying decision makers and struggled to secure appointments. Customer-focused onboarding sequences the content to deliver value to the customer. Using standard sales training for new hires is a sure-fire recipe for long ramp times.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

Pipeliner

SEPTEMBER 26, 2018

One time a decision maker at a Fortune 100 pharmaceutical company was on my client’s “please get me a meeting” wish list. And, you must also be certain that when you communicate with these decision makers (or their assistants) your words are relevant, compelling and personalized just for them.

Outsourcing Services 53

Outsourcing Services Decision Maker Pharmaceuticals Sales Outsourcing 53

Allego

MAY 28, 2019

Sales leaders have little or no control over what their competitors are doing, or when their reps will gain access to key decision-makers (if they’re even able to do so in the first place). In industries such as healthcare, medical devices, and pharmaceuticals, your team’s execution of the “how” has become increasingly critical.

Hiring 74

Hiring Face-to-face Pharmaceuticals Decision Maker 74

Miller Heiman Group

MAY 15, 2019

These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads. But the fact remains that doctors learn more in medical school than their patients can glean from the Internet.

Face-to-face 96

Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

SBI

JUNE 4, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Today’s decision makers want to establish more metrics-driven cultures based on real-time data. As their manager, do you know what they know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

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. When Your Prospect Is a Decision-Maker It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

DiscoverOrg Sales

APRIL 5, 2016

You should know what a CIO at a Pharmaceutical company cares about and which case studies to mention to him/her vs. the CIO of a Retail Company or a VP of Application Development at a Manufacturing company – they all have different priorities and needs and you need to be talking about all of those specifically. HS: Of course.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

SBI

JUNE 3, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Today’s decision makers want to establish more metrics-driven cultures based on real-time data. As their manager, do you know what they know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Pharmaceutical Sales Training. Ken Roma, a vice president of sales for a medical forms printing service that sells to the healthcare marketplace asked me the following question: “How do you handle getting passed from CFO to CEO to COO (C-Suite Executives) and back and forth among various decision-makers?” Contact Us.

Pharmaceuticals 45

Pharmaceuticals Training Decision Maker Distribution 45

Sales Hacker

FEBRUARY 15, 2022

It’s a niche SaaS company that deals with AI and machine learning, specifically in the R&D space for pharmaceutical companies. A power map is a graphic representation of the influencers and decision-makers who are going to move the needle in a yes or no sales cycle. Jamal Reimer : I sell all day.

Enterprise 76

Enterprise Enterprise Influencer Sales Cycle 76

Paul Cherry's Top Sales Techniques

FEBRUARY 3, 2010

Pharmaceutical Sales Training. If he isn’t, are you sure you’re really talking to the key decision-maker? Client Solutions. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training.

Decision Maker 40

Decision Maker Pharmaceuticals Customer Distribution 40

Paul Cherry's Top Sales Techniques

JUNE 8, 2010

Pharmaceutical Sales Training. ” The answer is simple — to reach these strategic decision-makers you MUST ask strategic sales questions. Client Solutions. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training.

Sales Management 53

Sales Management Training Pharmaceuticals Decision Maker 53

The ROI Guy

APRIL 15, 2014

Yes, Forrester recently published at their annual Sales Enablement Summit that 74% of deals go to the sales rep who can help decision makers set the buying agenda, while only 26% of the deals went to the vendor who wins the competitive bake-off.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

Zoominfo

MAY 11, 2021

Trick #1: Target (and reach) key decision-makers After you’ve defined your ideal customer , pull together a comprehensive list of prospective accounts that meet your criteria. For example, you may want to target SMBs and mid-size companies in the pharmaceutical industry on the east coast. So, how do you do this?

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Zoominfo

MAY 11, 2021

Trick #1: Target (and reach) key decision-makers. For example, you may want to target SMBs and mid-size companies in the pharmaceutical industry on the east coast. Once you have a list of relevant accounts—let’s say 500 of them—identify the key decision-makers at each of those companies. So, how do you do this?

Top of Funnel 130

Top of Funnel Campaigns ROI Maximizer 130

Zoominfo

APRIL 21, 2021

If you’re selling to a small private practice, maybe you’re only speaking to one decision maker. But if you’re trying to sell to a large hospital or a pharmaceutical company, you could potentially be dealing with an entire procurement department. Analyze Org Charts.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Zoominfo

OCTOBER 31, 2019

Here’s a sample workflow that I offer my sales development reps: When I start my day, I should get specific: “Today, I’m going to focus on VPs of Information Security at pharmaceutical companies.” Secure contact with decision-makers. These individuals might open the door for you to reach a true decision-maker.

Quota 178

Quota Decision Maker Segment Hiring 178

Zoominfo

OCTOBER 31, 2019

Here’s a sample workflow that I offer my sales development reps: When I start my day, I should get specific: “Today, I’m going to focus on VPs of Information Security at pharmaceutical companies.” Secure contact with decision-makers The operations specialist you met at that trade show. Establish multi-threaded relationships.

Quota 130

Quota Decision Maker Segment Hiring 130

Zoominfo

APRIL 21, 2021

Analyze Org Charts If you’re selling to a small private practice, maybe you’re only speaking to one decision-maker. But if you’re trying to sell to a large hospital or a pharmaceutical company, you could potentially be dealing with an entire procurement department.

Ideal Customer Profile 130

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 130

Pipeliner

JANUARY 7, 2020

An example can be found in the pharmaceutical industry, where a drug trial and development can take decades before it ever sees the light of day. This means a salesperson must be experienced in dealing with multiple decision-makers as opposed to a single decision-maker buyer. Another classic example is a gold mine.

Decision Maker 64

Decision Maker Policies Pharmaceuticals Hiring 64

Vengreso

JULY 10, 2023

The highest paying sales jobs are often found in industries such as technology, pharmaceuticals, and consulting. This method acknowledges that prospects are informed decision makers and have done their research. I, too, have been on this plan when I first started my small business here at Vengreso. Which Sales Jobs Pay the Most?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Marc Wayshak

NOVEMBER 11, 2020

This is a really good example of how technical salespeople tend to focus on the tech side of things, even when talking to a decision maker who’s clearly not a technical person. What he’s doing is separating himself from the pack by skipping the low-level calls and going straight to a really high-level decision maker.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Sales Hacker

JANUARY 13, 2021

Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process. The decision to move forward is considered strategic because OEM partnerships can have a wide-ranging impact across an organization. OEM deal structure. Executives. They need bottom line quantifiable numbers.

Licensing 74

Licensing Software Software Enterprise 74

Sales Hacker

OCTOBER 7, 2021

Becky Kuperhand is a Managing Partner at Apex Assembly, where they unite F2000 decision makers to solve critical business challenges at IT and IT Security executive forums. And digging a little before making the call meant I always had access to a decision maker who had the authority to say “yes” to what I was offering.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130