Zoominfo

JANUARY 26, 2021

Complex Sales Are … Complex: Enterprise companies usually come with many stakeholders and therefore many decision-makers that may have conflicting pain points. You Need A Lot Of Resources: Once you’ve won a deal, you need to make sure that you have the team and infrastructure in place to manage them effectively as a customer.

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Rank 130

No More Cold Calling

MARCH 2, 2017

Now more than ever, sales leaders and their account-based sales teams must be prepared for change. Above all, to increase sales, the speed of decision-making must accelerate. Position your account-based sellers as experts on specific topics or industries, or even on niche markets that your competition hasn’t recognized yet.

Account 120

Account Referrals Banking Guarantee 120

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

Hubspot Sales

OCTOBER 5, 2021

If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. HubSpot Account Executive Chrissy Callen told me she considers gatekeepers less an obstacle, and more a resource when trying to reach a decision-maker.

Gatekeeper 131

Gatekeeper Decision Maker How To Cold Calling 131

Zoominfo

JANUARY 11, 2021

Decision makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market. 5 Steps to the Customer Profiling Process. Identify your best customers.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Sales and Marketing Management

APRIL 2, 2020

Looking ahead, sales leaders need to focus on modeling the right behavior to positively impact their customers for successful account planning. This should focus the mind of all large enterprises when putting together their own long term Account Planning strategy. Coach Your Reports on Benefits of Account Planning.

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

Zoominfo

APRIL 29, 2021

Customer retention relies on many different factors all going right. While you may think it’s up to the Account Manager (AM) to handle renewals, Customer Service Managers (CSMs) play a massive part in whether or not a customer will churn. And is that one person someone who doesn’t even use the product/service?

Retention 130

Retention Churn Customer Lead Rank 130

SBI Growth

JANUARY 5, 2014

Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. Reps struggling to get in front of Decision Makers. If you’re going to meet that much, make sure it’s outwardly focused - all about the customer. Let customer service or post-sales support handle this.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Zoominfo

JANUARY 11, 2021

Decision-makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market. So let’s get down to creating a customer profile with these five steps: 1.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Zoominfo

APRIL 29, 2021

Read on to learn about some glaring warning signs that your customer relationship is in jeopardy. 4 Signs Your Renewal Is In Trouble Customer retention relies on many different factors all going right. Think about it this way: Does the possibility of maintaining your largest account depend solely on your relationship with one person?

Retention 100

Retention Churn Customer Lead Rank 100

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments.

Decision Maker 120

Decision Maker Lead Rank Hiring Sales Qualified Lead 120

Zoominfo

OCTOBER 2, 2018

Once collected, lead and account data interacts with a number of technologies that automate sales and marketing strategies and reporting. In fact, 56% of enterprise software decision makers have implemented a sales force automation solution (CRM) and 53% have implemented an enterprise marketing solution.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

No More Cold Calling

OCTOBER 17, 2012

Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. However, referrals are a limited source of new business, and referrals often result in many unqualified leads and low-level decision-makers.”.

Scale 174

Scale Referrals Decision Maker InsideView 174

Highspot

FEBRUARY 1, 2024

Expanded account teams with more specialization and investment We unified our entire go-to-market (GTM) organization under Graham Younger in June and have been continuing to evolve our GTM to make the most of every customer engagement. Not every customer may require this level of depth, so you’ll be able to choose what’s best for you.

Scale 64

Scale Customer Decision Maker Government 64

Hubspot Sales

NOVEMBER 22, 2023

Key features: Lead Discovery: With Lead Discovery search filters, you can find decision-makers in specific roles, high-engagement LinkedIn influencers, and potential buyers who match your target audience. Account and Lead Lists: Organize your leads and accounts using in-platform lists.

Data 98

Data Tools Closing Hubspot 98

Emissary

JANUARY 5, 2022

Many companies are planning technical initiatives to improve their customer service, claims operations, and data management. In order to position your technology as the answer for your prospects’ IT problems, investigate the internal factors pushing the account to solutions like yours. Get to Know the Buying Committee.

Insurance 52

Insurance Insurance Positioning Face-to-face 52

MTD Sales Training

JULY 12, 2012

Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). In fact, for some departments and with some personnel, the set up is the reverse; they WANT to speak to ANYONE and EVERYONE who calls, like sales and customer service people. Accounting: “You mean, Steve Williams?”.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

Janek Performance Group

FEBRUARY 20, 2024

This starts with not rushing the close and should include: Aligning decision makers Gaining consensus Confirming agreements In complex sales, there is often more than one decision maker. But rushing to agreement, failing to gain consensus, or lowering your price leaves money on the table. There are profits in patience.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Velocify

JULY 12, 2017

Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. Create Profiles for Each Ideal Customer. 2) How do your customers buy?

Account Based Marketing 40

Account Based Marketing Top of Funnel Ideal Customer Profile Account 40

Hubspot Sales

DECEMBER 6, 2022

Referrals are direct intros to accounts. Most decision-makers conduct the majority of their buying process before speaking to an AE — which means you can lose out on a lot of deals if you don't have networks of trusted organizations out there referring prospects to your business. They can provide valuable intel on accounts.

Closing 105

Closing Ideal Customer Profile Scale Referrals 105

MTD Sales Training

NOVEMBER 24, 2016

Here are five comments from Chiefs of various businesses that give an insight into the needs and wants of decision-makers in positions of authority: It’s important today to be direct and respectful. Within reason, the more you disclose, the more your customer will disclose. Rick Cheatham (Leader of BTS Sales Practice).

Decision Maker 120

Decision Maker Negotiation Groups System 120

Sales Hacker

JUNE 3, 2021

automobile parts to repair cars), to sell to their customers (e.g. retail stores selling children’s toys), or they’re using a service (e.g. accounting or legal services). As a result, the way you manage the relationship differs in the following ways: Managing people vs. accounts. Marketing vs. sales.

B2C 77

B2C CRM B2B Ideal Customer Profile 77

Nutshell

FEBRUARY 28, 2024

These visitors may be weighing their options by comparing your B2B product with your competitors’ or waiting for feedback from the decision-makers in their company. Save your team time and resources by focusing on leads that are more likely to convert into customers by taking advantage of your website visitor data.

Ideal Customer Profile 71

Ideal Customer Profile B2B Top of Funnel Tools 71

Zoominfo

FEBRUARY 25, 2018

The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). General inconsistencies can cripple the impact of your social media presence and can give the impression your accounts are not current. Inactive accounts appear abandoned or unprofessional.

Social Media 147

Social Media Media B2B Marketing 147

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. In this stage, your new customer must get exceptional support. This slows the buying process.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. In this stage, your new customer must get exceptional support. This slows the buying process.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Hubspot Sales

DECEMBER 23, 2022

Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. The platform is easy to use and has an incredibly good customer service team to accompany it. Account recommendations based on predefined criteria.

Tools 109

Tools Ideal Customer Profile Prospecting Intent Data 109

Hubspot Sales

OCTOBER 27, 2020

They often come to sales after being an engineer, accountant, computer analyst, or some other technical profession.; For instance, an accountant will be more comfortable dealing with another accountant — or an engineer with an engineer. As a result, shopkeepers don’t make sales — they wait for customers to buy.

Telemarketing 133

Telemarketing Engineering Top of Funnel Territories 133

LeadFuze

JUNE 2, 2021

This close is as simple as saying “I have a customer that’s going to want this and I need your answer in the next two hours.” This is a close that takes into account the power of self-interest. Make sure you’re dealing with the decision-maker and not someone who is wasting your time.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Janek Performance Group

JANUARY 23, 2023

There are the “decision-makers,” often the CEO or CFO. They likely share a few common attributes such as poor customer service, high fees, and price hikes. Enterprise accounts have resources, but they need help allocating those resources to their advantage. Next, we have the “recommenders.”

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

Sales Hacker

DECEMBER 14, 2022

The meeting agenda or process needs to reflect on how clients come to their decisions and how sales teams can become trusted advisors. Remember, most buyers are very educated in the product/service — but that education doesn’t take into account their unique buying dynamics and motivations.

Sales Meeting 93

Sales Meeting Meeting Collateral Ideal Customer Profile 93

LeveragePoint

SEPTEMBER 21, 2018

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Part 1 of this blog series focused on Value Propositions as the most important piece of content for B2B Account-Based Selling. Stakeholders within an Account.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Evangelist

NOVEMBER 17, 2019

Another secret to success is becoming an account manager. You need to have stellar customer service, be able to ask for referrals, take good care of your base, and keep your competitors from your clients. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company.

Training 92

Training Lead Rank Hiring Course 92

Crunchbase

JANUARY 18, 2022

Step 5 – Nurturing : Don’t let your customer service drop off after a sale. Customers need nurturing if they are to remain loyal to your SaaS service. Keep in touch with offers, promotions and upsells, and make sure you’re offering customers high-quality, 24/7 customer support.

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

LeadFuze

DECEMBER 1, 2021

The takeaway is that modern sales teams need to move away from just looking at accounts and contacts. Instead, they should be focusing on insights or relationship selling in order to create value for the customer. The customer service team was able to uncover business problems for customers 56% more often than before.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

Keith Rosen

OCTOBER 13, 2017

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors?

Retention 86

Retention Lead Rank Lead Scoring Hiring 86