No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Commit to Building Your Referral Business: You get the meeting with your decision-maker when you receive a referral introduction.

Referrals 240

Referrals Hiring Decision Maker Social Media 240

The Pipeline

MARCH 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. It’s a strategy we all need.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Understanding the Sales Force

SEPTEMBER 8, 2014

In the old days (pre 2008), if salespeople were motivated, then they were probably motivated by money. Insulated Decision Makers. The ability to motivate salespeople is just as important as it has always been. However, there are differences today that make it more complicated than it used to be. Better-Known Competition.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Sales Evangelist

APRIL 10, 2015

Want to learn more about how to get into talking to more executives and decision-makers? He started getfoundfirst.com in 2008 and stukent.com in 2013. Want to learn more about how to get into talking to more executives and decision-makers? He started getfoundfirst.com in 2008 and stukent.com in 2013.

Decision Maker 40

Decision Maker How To Sales 40

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. That has to include 2008-2010 when the economy was really in the tank. An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance.

Travel 251

Travel Decision Maker Insurance Insurance 251

Pipeliner

MARCH 13, 2020

It seems that many executives and decision-makers in companies look on remote working as something that they have to tolerate in certain circumstances rather than embrace. So in this series let me present some arguments that may hopefully change those minds. The revolution will be online.

Benefit 98

Benefit Real Estate Survey Decision Maker 98

No More Cold Calling

FEBRUARY 28, 2017

Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. That kind of conversion rate is unheard of with other account-based sales strategies. And that number holds constant around the world. How do I know this?

Referrals 120

Referrals Cold Calling SAP Decision Maker 120

Revegy

SEPTEMBER 10, 2020

” – Steve Jobs, CEO of Apple interview with Fortune Magazine during the 2008 Financial Crisis/Recession reflecting on the last recession. Identify stakeholder relationships you can leverage to gain access to the key decision-makers for each of your 3 to 5 ‘revenue growth ideas.’. And that’s exactly what we did.

Account 72

Account Decision Maker Webinar Metrics Revenue 72

Zoominfo

FEBRUARY 28, 2018

Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Our B2B contact database is just what you need to reach decision makers faster. The key differentiator here is this: Compared to traditional CRM platforms that require on-premise deployment, cloud-based services are instead, deployed on the web.

B2B 225

B2B Social Media CRM Social Selling 225

Emissary

APRIL 20, 2023

The term found its way into the US Army War College by 1991 and ever since it has popped up in times of turmoil —the late 90’s dotcom bust, the 2008 financial services crisis, and the pandemic onset of 2020 to name a few. The average tech purchase involves 6-9 decision-makers, takes over 7 months, and includes procurement 72% of the time 3.

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

LeadBoxer

MARCH 28, 2021

It turns out that more and more Millennials are making key B2B buying decisions. In fact, a 2018 survey showed that 13% of Millennials are decision-makers in B2B purchasing. The same survey showed that 28% of them help to influence purchasing decisions within their organizations. Understand the Modern B2B Buyer Journey.

Strategy 98

Strategy Customer Demographics Analysis 98

The ROI Guy

JUNE 6, 2011

In the current world of Frugalnomics, influenced by CFOs and economic-focused decision makers, the lack of financially oriented ROI measurements could significantly slow, or even derail marketer’s aggressive social marketing investment plans. The poll has been conducted twice annually since 2008. www.cmosurvey.org/results/

Marketing 72

Marketing ROI Decision Maker Survey 72

Emissary

SEPTEMBER 16, 2020

If you take an abundance mentality and start building up coalitions and different stakeholders, you’ll nurture more decision makers, more contacts all up and down the organization. That is for the first time in a very long time, almost since 2008, finally, the risk of inaction is higher than the risk of action.

System 52

System Enterprise Enterprise Microsoft 52

Costello

APRIL 4, 2018

Is the decision maker unengaged in the sales process? In 2008, five years into her working career, Courtney started in sales as a small business account manager, which was her introduction into the world of customer selling and renewing. Is the prospect misguided about the company’s challenges?

Account 49

Account Conversion Call-back Decision Maker 49

HeavyHitter Sales

JUNE 5, 2008

Summer Reading for Salespeople on Vacation » June 05, 2008. They don't sell to decision makers. They ONLY sell to decision makers (and upset everyone else!). Posted by: Bruce Rasmussen | June 13, 2008 at 02:03 AM. » Bush Leaguers: The TOP 10 Sales Mistakes. » Verify your Comment.

Decision Maker 60

Decision Maker Penetration Construction Software 60

The ROI Guy

FEBRUARY 4, 2009

Financial Performance – 2008. [2] In times of crisis, CFOs invariably turn up the heat on CIOs, and although IT spending is a modest 3.1% of revenue on average, because IT is seen within most organizations as a cost center, it is usually at the top of the list for spending cuts. [1]

Survey 40

Survey Microsoft Decision Maker Energy 40

Hubspot Sales

MARCH 2, 2018

There’s some great research from Dave Kurlan and his team at Objective Management Group , highlighted in this article : “In the old days (pre-2008), if salespeople were motivated, then they were probably motivated by money. A new decision maker got involved at the last minute and she’s pushing for the competitor’s product.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

HeavyHitter Sales

SEPTEMBER 12, 2008

Motivational Sales Quotes to Win the Q4 War » September 12, 2008. In addition, these presentations are built on the assumption that the customer is a logical, rational decision maker. Posted by: Dr. Jim Anderson | October 01, 2008 at 02:01 PM. » Five Annual Sales Meeting Ideas for the Best Sales Conference.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

HeavyHitter Sales

OCTOBER 14, 2008

» October 14, 2008. Salespeople who are not certain but make their best guess about who the ultimate and final decision maker is within an account are more than halfway to losing the deal. Posted by: Dr. Jim Anderson | October 14, 2008 at 05:10 PM. » « Shocking Presidential Campaign News Video | Main.

Penetration 60

Penetration Decision Maker Account Software 60

The ROI Guy

MARCH 23, 2011

With less money to go around, proposals are subjected to higher levels of review in buying organizations, and the managers you’ve traditionally dealt with are no longer the decision makers. The assessment tool has been available since 2008 and has been fueling direct marketing programs by Microsoft and channel partners.

Sage 67

Sage Lead Rank Remedy Microsoft 67

The ROI Guy

JULY 19, 2012

Using logic to help the buyer make the most favorable and quickest decision, you should help to: 1) Quantify the current costs and risks, proving that the cost of doing nothing is extreme, 2) Use diagnostics and comparative benchmarks to help buyers identify issues of which they might not have been aware, or help prioritize known opportunities via (..)

Buyer 87

Buyer Proposal Ideal Customer Profile Competition 87

HeavyHitter Sales

NOVEMBER 24, 2008

Selling in a Recession: Avoid the Cesspool » November 24, 2008. During a recession you not only have to compete against your regular competitors, you must also fight the most dreaded enemy of all—no decision!    At the root of every decision is one of four psyc hological values. September 2011. August 2011.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

The Sales Association

NOVEMBER 9, 2011

They needed access to the decision-makers at these mid-sized local businesses. If these ideas worked in the rust belt during the downturn of 2008-2009, they will work for you. Rather than gaining access to the head of the IT department or telecom, they instead might be greeted by a random assistant from inside. at 9:36 AM.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The ROI Guy

JANUARY 17, 2011

It is best to look at what tools are needed to address each stage in the buying lifecycle, and have tools specifically designed to help move the decision making from initial engagement to delivery. However, it is getting harder to connect and engage effectively with these overloaded, skeptical and frugal executives.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

LeadFuze

JANUARY 30, 2019

That kind of approach could, and probably did, work for some companies in 2008. Here’s why: if you target the wrong companies – even if you write the best copy, personalize your outbound outreach process, and find the contacts of the decision makers – your outbound efforts won’t bring the expected results in the long run.

Ideal Customer Profile 68

Ideal Customer Profile Outbound Decision Maker Campaigns 68

Hubspot Sales

JULY 15, 2020

If companies have learned anything from the financial crises of 2001 and 2008 , it’s that adapting to meet the changing needs and priorities of your customers is key. Sales priorities are shifting.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

A Sales Guy

OCTOBER 22, 2012

I’ve been a huge fan of the social enterprise since Yammer first blew on to the scene back in 2008. Individual decision makers are a thing of the past. Lareina brought some good energy to the stage with her presentation on the Social Enterprise. I was at the center of several adoptions in the early days.

Enterprise 118

Enterprise Enterprise Decision Maker Conference 118

Sales Hacker

JANUARY 9, 2019

I co-authored Whale Hunting: How to Land Big Deals and Transform Your Company , published in 2008, a book which devoted considerable attention to what we knew from experience to be a serious issue. Internal conflict troubles the leaders and key decision makers. But you couldn’t be more wrong. Conflict and Political Posturing.

Outsourcing Services 75

Outsourcing Services Harvest Face-to-face Enterprise 75

Sales Hacker

JUNE 20, 2022

Even a C-level decision-maker will be challenged (often by the CFO) for every single line item. There are so many examples of individuals and companies that have grown exponentially during recessions because they made the right decisions and took bold steps toward those decisions. Think hard about firing/hiring.

Lead Rank 84

Lead Rank Lead Scoring Leads Marketing Qualified Lead 84

Crunchbase

DECEMBER 6, 2021

And, when it’s time to connect, you can find verified contact data for key decision-makers and send customized email templates powered by industry-leading data, all in one platform. Total funding: $40 million Founded date: 2008 Lead investors include: Greycroft , Headline , Siguler Guff & Co. Want to learn more?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

HeavyHitter Sales

MARCH 19, 2008

Unhappy Customers: What to do When an Account Goes South » March 19, 2008. The Bully with the Juice is the financial decision maker who will ultimately approve the purchase. Even after the vendor selection has been made, releasing the funds must be approved by the ultimate decision-maker, the Bully with the Juice.

Decision Maker 60

Decision Maker Penetration Software Software 60

Hubspot Sales

FEBRUARY 22, 2019

Consider that when Lehman Brothers filed for bankruptcy in 2008, the company had $639 billion in assets, and its income statement made the company appear profitable. Sales reps must be able to demonstrate the business value of a product or service to the decision-makers within a company. In other cases, discrepancies may exist.

Salary 75

Salary Report Margin Revenue 75

Sales Hacker

FEBRUARY 3, 2020

We require an application process, and you need to be a senior decision maker, budget holder, or manage an actual sales team. is the longest running sales tech conference, taking place every year since 2008. CSO UK is a functional place for sales leaders to learn and find solutions to their biggest problems. June 9–10 | Toronto.

Conference 90

Conference Scale Networking Industry 90

DiscoverOrg Sales

SEPTEMBER 12, 2018

In 2008, according to Hubspot, almost half the sales department stayed on the job at least 3 years. But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. Welcome to Whiteboard Wednesday!

Retention 185

Retention Data Video Gatekeeper 185

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

The Sales Hunter

JANUARY 19, 2012

Do you only negotiate with the decision maker? December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Do you have a list of variables you’re willing to trade? August 2009. April 2009. March 2009.

Negotiation 171

Negotiation Motivation Ideal Customer Profile Hiring 171