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How to Reach Decision Makers Every Time

No More Cold Calling

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. Why It’s So Hard to Reach Decision Makers.

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3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? No, but maybe they are claiming to have more power than they really have in the decision-making process. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

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New Data: Top Salespeople are 7562% Better at Winning RFPs

Understanding the Sales Force

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded.

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Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! Image by Idea Go).

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Use These Creative Sales Tactics To Get To The Decision Maker

MTD Sales Training

Sometimes do you just find it impossible to get through to the decision-maker? Well, over the years I have heard of some really creative and often radical ways to grab the attention of the decision-maker. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub. Please have this one on me!”.

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How to Handle the Email Blow-Off!

Mr. Inside Sales

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

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Stop Jumping Through Hoops to Get a Sale

Mr. Inside Sales

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?”