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Decision Makers vs. Influencers

Sharon Drew Morgan

decision makers for each sale, and ‘unknown’ influencers. Yet there is no difference between ‘decision makers’ and ‘influencers’. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer? If you think some of your folks need coaching, would the coachees be influencers or decision makers?

Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

Sales Tips: Maintaining Contact with Decision Makers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. That said, many sellers get delegated but in the hand-off lose contact with decision makers.

10 Ways to Sell to Millennial Decision-Makers

Productivity and Motivational Tips for Inside Sale

Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. More decisions are made by committee, and collectively they make better decisions than any other generation. . The post 10 Ways to Sell to Millennial Decision-Makers appeared first on TeleSmart Communications. The fun factor!

Value Helps Sellers Reach Decision Makers

Score More Sales

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. What this means is that the one person – that guy or that gal who wants to be your central point of contact – is not the ultimate decision maker signing a purchase order for your products.

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

Of course, the answer lies in how your customers are using social to influence their purchase decisions. solid majority of B2B decision makers — 75% — were found to use social media in the latter stages of the sales cycle to support their purchase decisions. At Tended to carry influence over a greater variety of purchase decisions. Customer 2.0;

Inside Sales Reps: Reaching a Decision Maker Through LinkedIn

The Sales Insider

You can’t find the decision maker’s phone number or email address and you don’t know what to do or how to contact them; however, there is a way you can still reach out, and that’s through LinkedIn. Best Practices How To's Inside Sales Inside Sales Best Practices Inside Sales Tips Inside Sales Training Lead Generation Lead Management Lead Nurturing Sales 2.0

Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

MTD Sales Training

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. MTD Sales Training. Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Ask! #3 – A Buying Question. Happy Selling!

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! Regards, Louise. Louise Denny. Marketing Manager. Image by Idea Go).

Inside Sales Tips: How to Reach Decision Makers and Avoid Gatekeepers

The Sales Insider

Best Practices How To's Inside Sales Best Practices Inside Sales Tips Inside Sales Training Power Dialers Sales Tips Inside Sales reaching decision makers Sales Best Practices succeed in salesAs a sales rep, there are few things worse than hearing, “I’m sorry, he isn’t available. Why don’t you leave your name and number and I’ll have so-and-so call you back” from a gatekeeper. This is especially true if that Read more.

Reaching B2B Decision Makers Through Social Media – New Webinar

The Sales Insider

Social media outreach is increasingly becoming an skill that sales and marketing professionals need to have in order to increase the likelihood of their success, especially with decision makers. How To's Inside Sales Inside Sales Best Practices Inside Sales Thought Leaders Inside Sales Training Adam Honig inside sales social media inside sales training inside sales webinars Ken Krogue social media outreachOn Tuesday, Dec. 4, 2012, Ken Krogue and Adam Honig, CEO Read more.

Use a Prospect’s Salespeople to Introduce You to the Decision Maker

The Sales Hunter

Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy has been laid out as one you use when other methods of reaching the buyer or decision maker have not worked, but there are other ways to use it as well. The strategy is quite simple. Be upfront with them.

Face to Face Sales Script Anyone?

Increase Sales

Finally, we have an opportunity to meet a key decision maker. ” After all, people buy from people, not from some automated best sales practice or some sales training generated sales script ever. Sales Business Ethics decision maker face to face sales script key decision maker sales script sales scripts sales success Sales Training

Internet Killed The Telesales Star?

MTD Sales Training

Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations. 90% of buying decisions are based on internet research – Gartner research. MTD Sales Training. In today’s modern world, could we now be seeing the start of a new revolution?

“Call Me When I Get Back From Vacation” – This Summer’s Best Sales Opportunity

Productivity and Motivational Tips for Inside Sale

This is a good thing — talking to a crazy busy decision-maker who is under uber pressure is not fun, but a little vacay can change things around. If you want epic inside sales training for teams and managers, contact  TeleSmart. motivating sales force purchasing decision-makers sales coaching selling strategies selling trends Or maybe they’re not.

Tips for Getting In Touch With a Decision-Maker

Sales Tips & Techniques

The first individual that a representative speaks to as part of a sales call may be one of the most difficult individuals to sell, as this person controls whether the salesperson will be able to get in touch with someone who is able to make a purchasing decision. Sales Management sales management training sales people sales people fears sales tipsThe introduction that a salesperson makes to a representative of another company could be an interaction that determines if they will make a sale in the near future.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making multi-billion dollar purchasing decisions have implications for sales training investments – whether in the millions or the tens of thousands. Keep decision biases in check.

Study Proves Why Your Salespeople Love Living in No-Po Land

Productivity and Motivational Tips for Inside Sale

If you want epic inside sales training for teams and managers, contact  TeleSmart. motivating sales force No-Pos purchasing decision-makers stat attack There are many reasons why salespeople are wasting so much time with the No-Po’s who keep them away from the power buyer. They surveyed more than 700 B2B salespeople, to understand what salespeople avoid.

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

To find this out, you would need a team of highly-trained researchers. IT Sales Strategies B2B Sales B2B Sales Insights CIO data intelligence Decision Makers Good Data Information Technology IT IndustryAs cybersecurity concerns intensify across the globe, CIOs have become increasingly visible and valuable. Good news, though – we have that team in place.

How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why. If the training is bad, suggest a better alternative worth your time. Stay Relevant. Integrated.

Book #3 – Would You Like to Join My Tribe?

Productivity and Motivational Tips for Inside Sale

want to hear from my tribe: I’m talking to you — readers who have read my first two books, Smart Selling on the Phone and Online or Smart Sales Manager ; and my loyal training participants, teams and managers who have attended our TeleSmart training for the past 20 years. My writing momentum is underway. how’s the book coming along?” What do you think?

Sales Training Is Not Just for Big Business – Part 1

Increase Sales

Once again I realized SMB businesses desperately need sales training.  The Reality of Sales Training. Sales training for the most part has been designed and developed for Big Business not small business. Complex sales, extended negotiations, multiple decision makers usually are not faced by salespersons selling in the B2B businesses with under 50 employees.

Why Small Business Sales Training Misses the Mark

Increase Sales

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. Yet, when looking at the learning objectives such as negotiations, overcoming objections, closing the sale,  for these offerings be it through local sales consultants to much larger sales training providers most are missing the mark for these small businesses.

Time to Stop Missing the Mark with Sales Training

Increase Sales

This morning I just received an email request from an almost complete stranger who asked my feedback on a 41 page book on all one needs to know about sales training.  As I glanced through the various chapters, I realized once again another missed target. What is missing in the majority of sales training is this one word – leadership.  Credit Communication.

Sales Article: Access to Key Players Comes in 3 Flavors

Customer Centric Selling

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. If and when starting at levels below Key Players, we teach ways to qualify them as Champions in hoping to gain access to people that will be involved in making buying decisions. When asking for access, it is important to make a decision about whether or not your potential Champion can realistically provide access. Decision makers often volunteer to provide access.

Watch the Wrong People Slip Through the Cracks in today’s Sales Technoverse

Productivity and Motivational Tips for Inside Sale

Almost 30 percent of deals are lost because of “no decision. Our sales system is structured to help salespeople do their job by pointing them at solid leads and real decision makers—in other words, the right people. Many sales organizations today seem to buy into the tagline of the movie Field of Dreams: If we build it, they will come. But real life is rarely like the movies.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different! You can then save these results and even share them to your profile. Regards, Louise. Louise Denny.

Tools 16

The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant. what are some effective ways you’ve found to reach the key decision maker?

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert. really look forward to attending some other courses with MTD Sales Training and thank you very much for your on-going email support which I highly appreciate and respect.” Happy Selling!

How to improve your sales training programs – look to hybrids

Sales Training Connection

Sales training. As I walk through the grocery store and notice these new hybrids, it reminded me that a corollary exists for sales training. Just as people buy fruits they’re familiar with, companies have historically brought sales training around easily identified skills like: sales strategy, call execution, and negotiation.  Well, the same is true with sales training.

6 key questions for understanding a sales decision network

Sales Training Connection

In any significant purchase many people are involved in the decision process.  A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker. Sales networks. What is the relationship between the key players?

2017 New Sales Behaviors Replace Create with Connect

Increase Sales

The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value.  I find this word “create” to be misleading and very much ego centered (All about me!).  believe no one in sales can create value because value is unique to each decision maker, each buyer.  Share on Facebook.

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

In the previous post, I took you through some of the 2011 highlights in the sales training industry. Through this formal research, ESR provides a unique perspective and authoritative advice to corporations evaluating sales training company alternatives. I’m only highlighting a partial list of names for each category.  Sales Training Companies Leveraging White Springs‘ Technology.

The State of Sales Training 2012 | Part 2: Some of the Sales Training Leaders

Dave Stein's Blog

In the previous post, I took you through some of the 2011 highlights in the sales training industry. Through this formal research, ESR provides a unique perspective and authoritative advice to corporations evaluating sales training company alternatives. I’m only highlighting a partial list of names for each category.  Sales Training Companies Leveraging White Springs‘ Technology.

Seven fundamentals for selling to physicians

Sales Training Connection

There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. Information about buying decisions made by physicians can come from multiple sources. Medical device sales. Patient care is still the first priority.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. CCS® suggests that sellers try to initiate these opportunities at or near decision maker levels by leading with business issues. believe the major reasons that sales cycles end in no decision are: No business goals are discovered. Marketing organizations by default now own the top of sales funnels.

The Reality of Selling Has Always Been This

Increase Sales

Doesn’t it make sense to redirect sales training to the buyer instead of the seller? Some sales training programs and sales consultants do focus on the buyer as through the application of the DISC psychometric assessment ( talent assessment ).  Selling is rather simple thought not necessarily easy for probably 97.7% of the small businesses in the US as they have under 20 employees and for the most part do not engage in buying decisions with multiple decision makers. Ask this question, make this comment, etc. The Selling Myth That Distorts Reality.

Buyer 73

Gaining Access to Other Decision Makers and Influencers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Technology Sales Training.

Sustainable Sales Success - Tip 04 - Articulate Value

Increase Sales

Currently there is a movement in sales training regarding how sales people create value.  Sales success requires understanding that value is unique to each buyer, each sales lead.  In the instance of a more complex sale, each decision maker may have a different perception as to value.  66% (2/3) of executive buyers said salespeople cannot articulate value according to Gartner.

Book Review: Snap Selling

All Biz Answers

They do not have a lot of incentive to make a decision that will move them in a new direction. You need to keep your message Simple, become iNvaluable to your prospect, Align with their specific needs, and manage Priorities so that the most important decisions stay top of mind for your prospects. Konrath has a strong background in sales and sales training for large companies.

Selling medical devices that are evolutionary not revolutionary

Sales Training Connection

According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker. Selling medical devices. What does this mean for the sales force? 2012 Sales Horizons, LLC.