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. The talent pool of prospective employees is, therefore, leaving the traditional centers of employment and spreading out in a way never seen before.

Benefit 98

Benefit Real Estate Survey Decision Maker 98

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

Costello

APRIL 4, 2018

Each of these sales professionals have one thing in common: they consistently earn the respect and trust from their prospective customers. Be Overly Prepared For Every Prospect Meeting. Thanks to her dedication to thorough research, Courtney has the confidence to pivot if and when the prospect throws a curveball.

Account 49

Account Conversion Call-back Decision Maker 49

HeavyHitter Sales

JUNE 5, 2008

Summer Reading for Salespeople on Vacation » June 05, 2008. They wait for the prospect to request a quote from the market - they don't realise they have to get to the prospect BEFORE this happens. They don't sell to decision makers. They ONLY sell to decision makers (and upset everyone else!).

Decision Maker 60

Decision Maker Penetration Construction Software 60

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

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 108

Sales Management Hiring Top of Funnel Funnel 108

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. The presentation of the study results is the best way to understand the decision making process of your customers. Product Training.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 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

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! Therefore, you must ramp up your prospecting efforts accordingly. September 2011. August 2011. Jim Anderson.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

The Sales Association

NOVEMBER 9, 2011

But these prospects raised their hands," they tell you. They needed access to the decision-makers at these mid-sized local businesses. When you get a prospect on the phone, always ask, "Do you have a quick sec?" If these ideas worked in the rust belt during the downturn of 2008-2009, they will work for you.

Cold Calling 34

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

LeadFuze

JANUARY 30, 2019

That kind of approach could, and probably did, work for some companies in 2008. How to contact your ideal prospects at scale without losing a personal touch. Think about that while figuring out who your prospects should be. But not today. To make an outbound outreach process work today, you need to build just that, a process.

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. There are a variety of ways to improve your pipeline velocity, but the most straightforward tactics to ensure that you are properly qualifying your prospects.

Pipeline 128

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 128

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. My clients have similar stories.

Outsourcing Services 75

Outsourcing Services Harvest Face-to-face Enterprise 75

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. Why make decision without eliciting the feedback of those you know and trust? Our customers and prospects aren’t stupid. Individual decision makers are a thing of the past. ” Why work in a vaccuum?

Enterprise 118

Enterprise Enterprise Decision Maker Conference 118

Hubspot Sales

FEBRUARY 22, 2019

In order to effectively lead customers to mutually beneficial decisions, you must be able to understand and master financial metrics. Rather than offering vague suggestions about how much money your company can save the prospect, you’ll have definite figures to support your claims. In some cases, there will be logical explanations.

Salary 76

Salary Report Margin Revenue 76

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

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

The Sales Hunter

JANUARY 19, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Do you only negotiate with the decision maker? prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. Client List.

Negotiation 171

Negotiation Motivation Ideal Customer Profile Hiring 171