DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

The ROI Guy

MARCH 1, 2016

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. In order to connect and engage with “Do Nothing” buyers, helping them through the decision making journey, you need to leverage content to help them realize: Why Consider a Change? -

ROI 53

ROI Decision Maker Proposal Forecasting 53

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

No More Cold Calling

MARCH 24, 2016

” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed. The “ 2016 CSO Insights Sales Performance Optimization Study ” reveals lead generation is the top priority for sales leaders this year. They gain access to decision makers. Problem solved.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Convert prospects to clients well more than 50 percent of the time.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales Hacker

MAY 24, 2023

Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect’s organization. Instead, focus on other characteristics when looking for someone to advocate for you within a prospect’s organization. Well, funny enough, we call a lot of SDR directors.

How To 84

How To Decision Maker Retention Referrals 84

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Build Targeted Lists for Prospecting. Building out targeted lists will help ensure your prospecting approach is relevant. Originally published by ZoomInfo on January 27, 2016. Spend More Time Selling and Less Time Researching.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. The optimal number of emails to send to a prospect for a first connection is usually five.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Hubspot Sales

JANUARY 21, 2021

Janice Mars is the founder Principal of SalesLatitude — a consulting firm, dedicated to helping businesses focus their sales efforts on winnable deals and aligning core strengths with the right prospects. Jeff Davis. Image Source: LinkedIn. Jeff Davis isn't your traditional sales influencer.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Gong.io

MARCH 17, 2021

It was the last day of Q1 2016, and they were going into battle on a closing call. . I had been expecting a war story: heated debate, high tension, everything but a headlock to get this decision maker to fold and sign that day. . Samantha and our sales manager sat down and dialed into the call. . Sam, how did you close him? “I

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

SalesLoft

DECEMBER 14, 2015

From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. Here are 13 of Jon’s key steps to dominating a tech conference in 2016: 1. Attire, gear, dress, logos.

Conference 52

Conference Decision Maker Case Study Sports 52

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. DiscoverOrg customers gain access to deep biographical and project related information like this on their target accounts and prospects before the competition.

Microsoft 120

Microsoft Government Health Care SAP 120

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. Tire kickers don’t actually make a buying decision. Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

Hubspot Sales

JANUARY 12, 2018

to your prospects and/or current customers. In 2016, direct mail received a 5.3% for prospect lists. Want to book appointments with your top prospects? Hire a freelancer on Upwork or Fiver to draw cartoons or portraits of your prospects. What is direct mail? Everything old is new again. Average email ROI is $28.50

Direct Mail 133

Direct Mail Lead Rank Campaigns B2C 133

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. This has to be done in a way that will resonate not just with the champion, but with the other decision makers, and what matters to them most.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

Cincom Smart Selling

APRIL 30, 2020

I recently came across a nice little 2016 article by Sarah Niedoba writing for Canadianbusiness.com about 5 deal breakers that kill your sales. In the majority of cases, these mid-cycle surprises are not the result of the prospect holding out on the sales team. Reluctance of the Prospect to Move Forward. Inadequate Discovery.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Cience

JULY 17, 2020

There’s an increase of decision-makers, and it’s more complicated than ever to reach them. It continues with the segmentation of the prospect pool and creating personalized messages. Next comes the stage of contacting prospects and appointment setting via email and phone calls. Tenure vs. SDR Roles.

Outsourcing Services 52

Outsourcing Services Outbound Lead Gen Lead Rank 52

Hubspot Sales

AUGUST 15, 2018

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks. End of job description.

Decision Maker 96

Decision Maker Call-back ROI Scale 96

Tenfold

JULY 18, 2017

Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. Podcast listening increased by 23 percent between 2015 and 2016.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Relied on social media and email to communicate with prospects. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Weren’t coached by their sales managers.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

ROI4Sales

AUGUST 19, 2016

Tomorrow our boss, who is the real decision-maker, is going to be in our office. Join Michael and Patricia in a brand new webinar called: Millennials: Bridging the Generation Gap – Tuesday September 27, 2016 at 10:00 AM PST – Register here. All your demos are delivered in a webinar. I know you will do well.”.

Prospecting 40

Prospecting Webinar Metrics Hiring Decision Maker 40

Jeff Davis

MARCH 27, 2018

Additionally, the average number of decision makers on a typical purchase has increased from 5.4 I, however, see this as an opportunity for forward-thinking sales leaders to better align with their marketing colleagues to dominate the space where prospects are spending the majority of their time. shows us just that.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

MarketJoy

SEPTEMBER 10, 2018

When you show true empathy to your prospects during the sales process, you’ll create a long-lasting relationship which in turn will convert into more sales. Personalize every message by researching your prospects and take a consultative approach to sales. They know that sales is a prospecting game; not numbers game.

Closing 71

Closing How To Cold Calling Decision Maker 71

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect]. Hi [prospect], Do you [deal with X/want to improve Y]? Best, Jamie.

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Customer Centric Selling

OCTOBER 21, 2015

Of all the closing techniques I’m aware of, the least effective is issuing proposals to non-decision makers who will then distribute it to members of the buying committee. Many prospects “go dark” after receiving proposals. Ready to setup 2016 for success? Sellers lose a great deal of control once proposals are issued.

Proposal 40

Proposal Decision Maker Distribution Buyer 40

Cincom Smart Selling

SEPTEMBER 13, 2016

Copyright: 2016 Portfolio Penguin. Dealstorming,” by Tim Sanders, offers up a timely message for organizations that sell—especially those bedeviled by volatile pipelines and disappearing prospects. This requires both collaboration and a process that accelerates how quickly we level up in the prospective sale.

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81

The ROI Guy

AUGUST 28, 2017

Financial Peer Comparisons The Alinean Financial Peer Comparison Tool delivers one such tool, empowering your team to quickly compare any prospect with up to six of their closest competitors.

Conversion 49

Conversion Comparison Scale Decision Maker 49

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. Tire kickers don’t actually make a buying decision. Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward.

Ideal Customer Profile 52

Ideal Customer Profile Intent Buyer Buyer Intent 52

PandaDoc

NOVEMBER 25, 2022

This methodology can work both for prospects that aren’t yet aware of their problems and for those that know what they want. LinkedIn advertising allows precise targeting, meaning you can contact the decision-makers directly and lower the costs of customer acquisition. However, the top 20% tend to focus on different issues.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52