DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. The reasons are undoubtedly complex, but the results of the survey seem to unfortunately support notions that women in business are often underestimated by the vendors selling to them. So why don’t buyers like salespeople?

Vendor 145

Vendor Study Buyer B2B 145

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. I had to dig in on what the ideal partner (never vendor or supplier) would be.

Closing 212

Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

NOVEMBER 26, 2022

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. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Identifying decision makers. Let me ask you…”. Response Eight: “No problem.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

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? “I get involved with the relationships that we have with vendors, service providers, and product provisioning,” Kingsley says, “that speaks to the employee experience. .

Resources 224

Resources Decision Maker Compensation Vendor 224

Zoominfo

SEPTEMBER 7, 2021

Scenario When decision-makers at your company evaluate or purchase from a vendor that could be a good fit, they should alert the sales team. Trigger Your company takes a demo from a technology vendor that is in your target market Actions Send emails, make cold calls , and ask for a referral from the main point of contact

Opportunity 100

Opportunity Decision Maker Cold Calling Referrals 100

SalesFuel

MARCH 20, 2024

But, by being aware of what is driving these decision-makers, you can successfully counter their objections and win them over. 2 Types of Objectors Who Can Sabotage Your Sale One of the decision-makers that Frost highlights is the cost-conscious objector. Unfortunately, these types of price-related objections are common.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Hubspot Sales

JUNE 21, 2023

Prospecting isn’t a perfect science, so it’s likely that the first person you call upon won’t be the decision-maker. Prospect : “Well … there’s a section on our website with information for vendors.” Is ‘Vendor 101’ the right page?” Don't you get frustrated that Vendor Y can't do X? I’m not the right person.”

Buyer 106

Buyer Decision Maker Vendor How To 106

eGrabber

MAY 21, 2020

Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? Massive COVID related management layoffs – including companies like Uber, Airbnb and others – have left pre-built lists from vendors like DiscoverORG being vastly out-dated week after week. This where eGrabber can help.

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Hubspot Sales

APRIL 26, 2023

If the prospect says, "I don’t know" to any of those questions, they're either not serious or not a decision-maker. Somewhere during the approval process, the real decision-maker will ask them those same questions. You're competing with three or more vendors. When do you need to have this project done?

Prospecting 113

Prospecting Decision Maker Lead Rank Lead Scoring 113

eGrabber

MAY 21, 2020

Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? Massive COVID related management layoffs – including companies like Uber, Airbnb and others – have left pre-built lists from list-vendors like DiscoverORG being vastly out-dated week after week. This where eGrabber can help.

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Mr. Inside Sales

JULY 24, 2022

If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”. And: “I’ve certainly heard of them, just out of curiosity, what keeps you coming back to them?”. And: “What would it take to earn a portion of your business?”. Get Access Today.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

APRIL 8, 2022

In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. That way, when you do have a need to look elsewhere, you’ll have a solid option already vetted. Let me ask you this….”. And then use a qualifying question regarding what they use, how often they order, etc. Get Access Today.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

JUNE 17, 2022

4: Going to use their old vendor. #5: After the client thought about it, he declined Jeffrey’s offer, and then he polled the sales team, and here were their common objections: #1: Too expensive (don’t have the budget). #2: 2: Have to get approval. #3: 3: Need to think about it. #4: 5: Need to get several quotes. #6: Get Access Today.

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

Mr. Inside Sales

DECEMBER 4, 2020

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. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Let me ask you…”. Now ask an engaging qualifying question…. Response Eight: “No problem.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Zoominfo

JULY 18, 2018

Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. The buying committee involves many more influencers and decision-makers. Yet, scheduling B2B sales appointments is no easy task. Prepare notes.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is what legacy data vendors provide. Modern data vendors provide their customers with live data. That includes identifying decision-makers and personalizing cold calls with up-to-date company and industry data. to keep data up to date. Point-in-time data versus live data.

Data 162

Data Decision Maker Demographics Sales Qualified Lead 162

SBI

OCTOBER 1, 2014

Sellers can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. With email tracking and templates for fast, consistent messaging, Yesware empowers sales teams to make smarter decisions, faster. Or, click here to follow all 20 vendors at once!

Vendor 139

Vendor Twitter InsideView InsideSales 139

No More Cold Calling

JANUARY 24, 2019

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. Decision-makers don’t take cold calls, respond to cold emails, or have sales conversations with strangers on social media.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

FEBRUARY 15, 2018

They’ve become convinced that digital technology should solve all their business development challenges, but there’s still no button to push that will make gatekeepers grant them access to decision-makers. The decision-makers you want to reach aren’t playing hide-and-seek with your team.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

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? I get involved with the relationships that we have with vendors, service providers, and product provisioning,” Kingsley says, “that speaks to the employee experience.

Resources 130

Resources Decision Maker Compensation Vendor 130

SBI

APRIL 3, 2012

CRM vendors certainly know how critical ease-of-use is. Our objective here is to step away from this tunnel-visioned vendor tactic of using the ‘if they don’t ask, then we won’t have to tell’ approach to CRM solution marketing. Answer: decide accordingly based on your own experience not a vendor demo.

Vendor 120

Vendor CRM Decision Maker System 120

Emissary

JANUARY 31, 2023

How are buying decisions made? Who are the decision-makers and key influencers for technology purchases? How do decision-makers prefer to engage? Learn about decision-makers’ doubts about implementations, performance, and change management so you can address those concerns directly.

Account 96

Account Decision Maker Face-to-face How To 96

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

DECEMBER 28, 2020

The most straightforward way to access buying signals data is through a third-party vendor. Every week, vendors collect and aggregate internet search activity from thousands of B2B websites and online publishers, creating a baseline for content consumption. Related: How Business Search Behavior has Shifted During the Coronavirus.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

SEPTEMBER 24, 2019

Even if you sell your stuff in six months, consider the time invested in evaluating potential solutions, then vendors. This means that if you are dealing with decision-makers and people creating and implementing strategies, alignment includes aligning in time or timeline. Buyers Done.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

Mr. Inside Sales

MAY 22, 2020

Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. Response: “Right?! I know just what you mean. I know just what you mean. Here’s the good news: we’re on hold here, too. Get Access Today.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is what legacy data vendors provide. Point-In-Time Data Versus Live Data Modern data vendors provide their customers with live data. That includes identifying decision-makers and personalizing cold calls with up-to-date company and industry data. to keep data up to date.

Data 130

Data Decision Maker Demographics Sales Qualified Lead 130

Emissary

DECEMBER 20, 2022

As a result, business executives will weigh in on technology decisions and risk analysis will drive their selections. . Key decision makers are hard to reach. . Even though technology buyers are looking for more from their vendors, they have less time to spend with sales reps during the buying process.

Industry 52

Industry Decision Maker How To Vendor 52

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Zoominfo

APRIL 24, 2020

Risk Management with Vendors. Normally, vendor-related topics like Vendor Managed Inventory and Vendor Risk Management are not hot topics in the business world. It’s not the time to start asking: Who are my critical vendors? It doesn’t look like hiring was on many decision-makers’ minds either.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 130

Gatekeeper Decision Maker How To Cold Calling 130

Mr. Inside Sales

JULY 13, 2018

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but 2) Decision makers. A new vendor for different services, or. • To compare quotes and services with a different vendor, or. • but it doesn’t have to be. 3) Assistants. 4) Influencers, etc.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Janek Performance Group

SEPTEMBER 5, 2023

Maybe it was the price, or your seller couldn’t sway a decision maker. Also, there are more decision makers. It should include key decision makers, like managers, tech specialists, and other VIPs. You could also hire an outside vendor to ensure you receive accurate information.

Analysis 62

Analysis Decision Maker Scale Survey 62

The Pipeline

SEPTEMBER 12, 2013

In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. Further, “nearly 600 said an outbound call or e-mail led to an IT vendor being evaluated.”.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276