Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. Conceptually, he needs to know that he can reach senior decision makers.

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Each Scoop contains an important piece of information, including: Decision-maker moves. For a great example of using Scoops to act on security breaches, see “Chipotle’s Big Burrito Breach – Malware with a Side of Chips”. The post Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach appeared first on DiscoverOrg.

ACT 120

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time

Customer Centric Selling

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver to other lower-level managers?

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It And if they are a CEO or the decision maker, they have the power to make it happen.”

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. learn how different company departments and vertical industries make buying decisions.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Since they’re not exactly sure how to behave, they may act in a way the buyer considers too pushy, or overcompensate by being overly friendly. Buyers share an interesting collection of traits , from their decision-making processes to favorite subjects in high school. In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople?

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Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Consider that buying decisions involve groups of people, each with different concerns, all representing a single brand and a value proposition. Finally, they pondered interpretations and reached a decision about the story’s significance to their own lives.

ACT 105

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It And if they are a CEO or the decision maker, they have the power to make it happen.” ” Question 2: Act surprised.

What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

Read it: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach. Industry News IT Staffing Research Reports Sales Development Account-Based Everything B2B Sales Insights CIO Clean Data Cloud services data security Information Technology IT Decision Maker IT Industry sales strategiesWhile we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it.

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What My Sex and the City Audition taught me about Sales (and Winning Competitive Deals)

Performance Sales and Training

During my 16-hour day on set (ask me about the glamorous side of acting!) Make it easy for your customer to visualize you having a role in their business, It’s not that decision makers lack imagination. It’s simply that the job of making decisions is difficult.

What’s Your Sales X Factor? 5 Questions to Find Out!

Performance Sales and Training

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. Like a great actor, prospects want that one salesperson to wow them, rise above the pack and make their decision an easy one so that they can “cast the part” and move on to their next project. I have updated my presentation style to gain and hold the attention of today’s busy decision-makers.

PODCAST 36: How To Model Sales Productivity And Identify Opportunity For Marketing To Developers

Sales Hacker

They’re looking for accounts where there’s activity, they’re going and talking to those developers, finding out what kind of projects there are and then pillaring up to a decision maker or somebody more senior to talk about a more strategic deal.

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

Is it an appointment for yourself or someone else in your team with a decision-maker ? A gatekeeper’s role is to ensure the decision-maker’s time isn’t wasted on calls of little or no value. Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines.

Executive Invest. Purchasing Controls Pricing.

Anthony Iannarino

But more often than not, the decision-makers are willing and able to invest in the capabilities and outcomes they are responsible for delivering, even when it means investing more than they are now.

The Blind Side for Sales

Understanding the Sales Force

The Contact claims to be the Decision Maker and doesn''t need to get it approved. They say they are going to act very quickly on this. Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side.

Conflict of Interest Explained in 500 Words or Less [With Examples]

Hubspot Sales

If you’re a decision maker, it’s important to remain unbiased toward the parties who’ll be impacted by the results of your choice. But, in some cases, a decision maker might favor one party’s interests over another.

How to Anticipate the Next Compelling Event of the Buyer Process

Sales Benchmark Index

The compelling event defines the reason for the Buyer to act. Understand the ways in which the purchase decision will impact the decision-maker. Understand happens if the decision-maker fails to make a decision.

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How To Articulate Your Value Proposition In 5 Minutes Flat

MTD Sales Training

And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. You have to be absolutely clear on what’s driving their decision-making. How long does it take for us to make a decision ?

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Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

At most companies, the sales process is a balancing act that doesn’t always work so well. The decision-makers you want to reach aren’t playing hide-and-seek with your team. It’s much, much easier to get to decision-makers with a referral introduction.

A Quick Look Into Prospecting With LinkedIn

MTD Sales Training

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! Through a quick search of keywords you can find they key decision makers at the big companies you are interested in approaching, find out where they are spending their time and what they are interested in – all you have to do is reach out to them and make that initial contact.

More Information ? Better Informed

The Pipeline

Real decision makers are seeking clarity and judgement above all. Good sellers will filter the data, and present actionable advice to decision makers looking to change where they are as opposed to getting more information, real sellers provide better and more actionable knowledge.

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Why Are You Trying To Kill Me?

The Pipeline

Such a passionate act must be a result of some big or egregious cause, or at the very least a means of avoiding harm. But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives.

A Quick Look Into Prospecting Using LinkedIn

MTD Sales Training

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen!

How Frequently Does Fear Play a Part in Sales?

Understanding the Sales Force

Getting through to decision makers. The only failures possible in selling are: The failure to act. It''s the fear itself that causes failure, not the actual act of doing. The paralysis from the fear causes failure, not the act of engaging.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

Effective B2B storytelling often follows the same arc as a successful Hollywood screenplays : Three Acts consisting of (1) The Setup; (2) The Conflict, and (3) The Resolution. This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules.

Engagement Experience fuels Customer Experience

Babette Ten Haken

First, the act of engaging customers encourages both customers and sellers to exchange energy with one another. Customers are skeptical enough about making the decision do business with organizations. Download my white paper on selling to skeptical decision makers.

Top Ten Characteristics of Top Sales Producers (Part Eight)

Mr. Inside Sales

The reason is because most sales reps treat these people as obstacles to get past by using tricks or by acting authoritatively or by being downright rude.

Customer Intelligence: The Hidden Power of Interactive Content

The ROI Guy

All of this personalized insight is available on-line, but can also be downloaded by the prospect in a customized assessment report, and easily shared with other decision makers (enabling your mobilizer / champion to do more to help accelerate a favorable decision for you).

22 Responses to the Sales Objection "It's Not a Good Time to Buy"

Hubspot Sales

How can I help you get the resources you need to sell this to the decision maker?”. “So What happens to those goals if you don’t act now?”. Is there anything I can give you to make a stronger case to [decision maker]?". Sales Objection Responses. “If

Don’t Accept Those Time-Sucking Continuances


The dictionary definition of continuance is “an act of continuing or remaining in the same place.” You may find that you are working with someone who genuinely does need time to think or talk with other decision makers. Stop celebrating continuances. Your sales process has specific steps to progress from opening to closing the sale. There is no step in that process where sellers sit on the sidelines.

What Makes a Forward Thinking Sales Leader?

Increase Sales

Sales even though a simple word has many meanings from actual transactions to the act of selling. In this instance, the act of selling works because those who master this skill also earn more sales. Decision maker.

Sales Tips: How to Respond to “Best and Final” Pricing Requests

Customer Centric Selling

If the person asking is not a decision maker, indicate that he/she, the decision maker, your manager and you would have to meet to see if the transaction could be completed. By John Holland, Chief Content Officer, CustomerCentric Selling®.

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

Invite decision-makers and influencers to an event. “In Don’t creep out your prospects by acting like a stalker. We do this by asking, “How are you arming your team with enough direct dials on real decision makers on good accounts for them to call all day?”

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3 Critical Things You Need To Know About Today’s Gatekeeper

MTD Sales Training

One high-level GK can receive dozens of calls for each decision maker (DM) they in a department, which can often be many. Today’s GKs act as PR people protecting the image of their DM and company.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers


These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Act more senior. You’ll have a difficult time reaching a decision maker if the gatekeeper doubts your seniority.

How Account Managers Can Win Back Strategic Accounts

Miller Heiman Group

Managing a strategic account is a complicated balancing act. Don’t forget that individuals make decisions, not organizations, so it’s important to maintain relationships with key players. Take the loss of a long-term account as an opportunity to build relationships with other buying influences, even those who may not be a key decision-maker. The company later promoted the contact, and in his new role he played a larger part in the decision-making process.

The New Sales Leader Currency - Social Debt

Sales Benchmark Index

Social Debt is the act of doing something of perceived value for an individual. This act creates a ‘debt’ in their mind. Events are the best way to get introduced to decision makers. Sales VPs need to make the number this quarter. Sales Managers want more new business.

Make 2018 Your Best Sales Year Yet! (Panel Discussion)


Julie Hansen helps salespeople craft and deliver presentations that engage and persuade today’s busy decision-makers. Julie is the author of Sales Presentations for Dummies and Act Like a Sales Pro! MUST WATCH PANEL DISCUSSION. According to many experts, we’re in an economic upswing. In addition to a great economy, what is needed to make 2018 your best sales year yet? What skills do you need? What insight do you need into today’s sales landscape?

Is Who You See Who I See?

Bernadette McClelland

And what about the person who takes their time with decisions, questions everything to the point of annoyance, is really cautious about that next step and brings an element of doubt and personal opinion to the conversation to the point that we feel like giving up because it seems too hard?

12 Sales Qualification Questions to Ask Prospects


Sales qualification is the act of evaluating potential prospects to determine whether they possess the characteristics that make them a good fit for your product or service. 4. Who is involved in the decision-making process? In the world of sales, time is your most valuable asset.