Pipeliner

JULY 20, 2018

If you think video chat is the exact same as being in the room, really think about it. Identifying the Mysteries of Body Language, a workshop on buyer types and the nuances of reading body language was created. The decision-makers they are meeting with are owners or VPs of small to medium businesses. I had one in my head!

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. However, the presence of so many people, including key decision makers stuck at home searching for things to do, is an obvious opportunity. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Product Management University

NOVEMBER 26, 2018

Your marketing messages speak directly to the agendas of influencers and decision-makers. If you want to learn how to do product management, product marketing and sales enablement that accomplishes these three things, view this video to learn the distinct difference between making products successful and making customers successful.

Decision Maker 40

Decision Maker Customer Influencer Sales Enablement 40

The Digital Sales Institute

JUNE 21, 2023

Any sales training program can be delivered in many formats, from classroom to online, offsite workshops to seminars. Things to ask is how are the leads gathered, how long does a sale take, how many customer touch points are there, how many decision makers are there plus how simple, or complex is the product or solution?

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Julie Hanson

OCTOBER 8, 2017

Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. I have updated my presentation style to gain and hold the attention of today’s busy decision-makers. It’s no surprise that prospects struggle to keep us straight!

Decision Maker 112

Decision Maker Proposal Vendor Sales Qualified Lead 112

Zoominfo

DECEMBER 13, 2018

On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Featured Video: The Phone is the Most Powerful Tool in Sales. Featured Video: How to Solve the Scale-Productivity Paradox of a Fast-Growing SDR Team. Featured Video: Negativity Ruins Sales- Crush Your Head Trash.

Channels 187

Channels Face-to-face Video Hubspot 187

Growbots

NOVEMBER 29, 0002

If your efforts are reaching the wrong companies or employees that aren’t decision-makers, it can tank your conversion rates to nearly zero. Produce a product video. If pictures are worth a thousand words, then a video must be worth a million. Product videos have been shown to generate leads at a conversion rate of 33%.

Lead Generation 40

Lead Generation Lead Rank Lead Scoring Leads 40

LeadBoxer

FEBRUARY 4, 2019

Business to business selling is often a complex process, involving several decision makers to close a sale. Decision makers in the B2B selling process can include sales representatives, senior executives, board of directors, the financial department, legal services, researchers, CEOs, and more. Who are Their Competitors?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Product Management University

JULY 26, 2021

The pipeline mirage happens when so many of the people requesting demos are far removed from the decision-makers. This is where high-fidelity video demos can deliver tremendous benefit. The problem with most video demos is they’re little more than a feature dump. The video demo should leave viewers wanting for more.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

Product Management University

JUNE 21, 2023

The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. It’s about meeting your target customers in their comfort zone with insightful content that strikes an emotional chord.

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. Positive Body Language: During face-to-face meetings or video calls, maintain positive body language.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Don on Selling

JANUARY 4, 2019

You already know from experience that the order process can take a long time because several decision makers are probably involved in placing an order. For example, I’ve read that more than ten years ago, it would take maybe two people to make a decision. Are you making enough attempts to the key decision makers?

Decision Maker 40

Decision Maker How To Call-back Retail 40

Zoominfo

DECEMBER 13, 2018

On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Featured Video: The Phone is the Most Powerful Tool in Sales. Featured Video: How to Solve the Scale-Productivity Paradox of a Fast-Growing SDR Team. Featured Video: Negativity Ruins Sales- Crush Your Head Trash.

Channels 100

Channels Video Hubspot Face-to-face 100

Growbots

JUNE 27, 2018

If your efforts are reaching the wrong companies or employees that aren’t decision-makers, it can tank your conversion rates to nearly zero. Produce a product video. If pictures are worth a thousand words, then a video must be worth a million. Product videos have been shown to generate leads at a conversion rate of 33%.

Lead Generation 40

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 40

Highspot

JANUARY 9, 2024

B2B salespeople must know how to navigate complex negotiations and adjust their approach to meet each decision-maker’s objectives. Mix training formats – like interactive workshops for hands-on learners, visual presentations for visual learners, and podcasts or discussions for auditory learners.

B2B 52

B2B Training Top of Funnel B2C 52

Increase Sales

MARCH 3, 2015

Between the workshops, seminars, formal sales training sessions, books, the videos, the blogs and the social media postings from all the sales experts, I truly would not know where to turn. Granted I was not involved in many complex sales with multiple decision makers. Rush items. Tracking shipments.

Ideal Customer Profile 70

Ideal Customer Profile Decision Maker Sales Qualified Lead Negotiation 70

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. So, instead of in-person meetings, you will be using the phone or interact virtually, such as through email, instant messaging, synchronous or asynchronous video, and/or social media.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

LeadBoxer

JULY 31, 2021

The process involves first identifying key decision-makers, then targeting them with personalized sales outreach. Blog posts, infographics, and short videos. Company workshop. In a company-wide effort, these teams must come together to target the right accounts and form a cohesive, detailed strategy. Low-effort.

Account 52

Account Account Based Marketing Demand Generation Targets Ideal Customer Profile 52

Anthony Cole Training

OCTOBER 25, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. The prospect was a prospect but not a decision maker. Asking for the business, asking for a decision a second and third time, increases your opportunity to close the deal. Fix Your Problem Now.

Hiring 169

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 169

Hubspot Sales

JULY 1, 2019

Blog posts, infographics, and short videos: Quickly engage with a contact with “snackable” content. Workshop: Host a workshop on a topic some of your stakeholders are interested in. For example, the cover might read, “[Prospect name], is [prospect’s company] struggling with [challenge]?

Ideal Customer Profile 79

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 79

Lessonly

JANUARY 9, 2020

What these decision makers will quickly find, though, is the best customer service training tools are not the compliance-based training programs of the past. Within our platform, you can upload all of your favorite training content, including text, presentations, documents, videos, audio, images, quizzes, and practice scenarios.

Customer Service 26

Customer Service Software Software Training 26

Sales Hacker

APRIL 5, 2019

I’ve spent the past 8 years talking to and interviewing B2B decision makers as part of the Win Loss Analysis services my company Trinity provides, and based on my experience, I’ve arrived at a somewhat obvious realization: “Sales don’t go quiet. The sales rep and I crafted the email together, sent it off, and went back to our workshop.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Add video comment. It’s a strategy we all need. We retard doing what matters most. We put off doing the things that make us afraid, that make us vulnerable.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Mindtickle

JUNE 21, 2023

It involves identifying key decision-makers within a target account, understanding their unique needs and challenges, and crafting customized solutions to address those needs. Microlearning can take the form of short videos, quizzes, interactive exercises, or concise text-based lessons.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Sales Hacker

APRIL 26, 2018

It’s only through the lens of a business decision maker could you frame a custom solution that precisely addresses your customer’s main problems. There are also more formal ways of training such as going to school and signing up for workshops and seminars.

Enterprise 53

Enterprise Enterprise Lead Rank B2B 53

Chorus.ai

JULY 28, 2020

When the reality is the first scenario, you need to find creative ways to get in front of more senior decision-makers without “going around” your prospect. Best Practices: Ask your champion to introduce you, and say you’d love to help jointly make the business case together or host an educational workshop for the larger team.

Objections 104

Objections Case Study ROI Lead Rank 104

Anthony Iannarino

AUGUST 23, 2020

I spent part of Friday in the studio recording a long video about my Sales Accelerator program. Some of the lists made it into the video, but many more did not. The story concludes with a phone call from the contact, informing the salesperson that the decision-makers have decided to go in another direction.

Decision Maker 122

Decision Maker eBook Lead Rank Lead Scoring 122

Chorus.ai

DECEMBER 1, 2020

When the reality is the first scenario, you need to find creative ways to get in front of more senior decision-makers without “going around” your prospect. Best Practices: Ask your champion to introduce you, and say you’d love to help jointly make the business case together or host an educational workshop for the larger team.

Objections 73

Objections Case Study ROI Lead Rank 73

OnePageCRM

MARCH 8, 2017

The Book + Videos ($79) Units: 104; Revenue: $6,296. The Book + Videos: 32%. The Book + Videos: 21%. Watch this video of Steve Jobs announcing the iPad price on stage in 2010. Source: A Smart Bear. Here’s how the revenue played out in the first 48 hours: The Book ($39) Units: 151; Revenue: $4,448. Here’s what happened.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

The Book + Videos ($79) Units: 104; Revenue: $6,296. The Book + Videos: 32%. The Book + Videos: 21%. Watch this video of Steve Jobs announcing the iPad price on stage in 2010. Source: A Smart Bear. Here’s how the revenue played out in the first 48 hours: The Book ($39) Units: 151; Revenue: $4,448. Here’s what happened.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Sales Hacker

FEBRUARY 3, 2020

Check out their video below. We require an application process, and you need to be a senior decision maker, budget holder, or manage an actual sales team. You’ll get workshops, in-depth product sessions, and case studies from dozens of leading companies like IBM, HPE, and Rackspace. The Surf and Sales Summit.

Conference 90

Conference Scale Networking Industry 90

Sales Hacker

MARCH 2, 2020

This is the modern edition of a business classic, confronting the rapidly evolving world of B2B sales with real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Agile Selling. Jill Konrath. SPIN Selling. Neil Rackham. Jill Konrath.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker Training

APRIL 30, 2018

After (20) + years of success in multiple roles in the Sales Training/Sales Productivity/Sales Enablement space, I’ve narrowed my definition down to this: Sales Enablement is centered around: “Getting the right people in the right conversations with the right decisions makers right away. 3) Tools and technology enhancement.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

Product Management University

FEBRUARY 25, 2020

View this short video to learn more. Solution positioning is the buyer’s (decision-maker/influencer) version of a value story, their vision for success. If you’re not sure which approach is better for your organization, put yourself in the shoes of your typical buyer/decision-maker/influencer. There’s your answer.

Lead Rank 52

Lead Rank Marketing Segment Face-to-face 52

Sales Hacker

FEBRUARY 3, 2021

In some fields, it involves a long consideration process with multiple shareholders; in others, it boils down to a single decision-maker. Before the call, check which software the client is currently using, look for reviews, video tutorials, understand the difference, and emphasize the advantages of your software.

How To 109

How To Call-back Advertising Advertising 109