Gong.io

DECEMBER 10, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Follow me to read upcoming research. Look at your pipeline.

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

Steven Rosen

MARCH 12, 2024

Salespeople should use opportunities to meet with multiple decision-makers and stakeholders in client organizations. This article will tackle the benefits and advantages of motivating your sales team to meet and connect with their sales prospects and customers.

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Face-to-face Video Decision Maker Loyalty 296

Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. However, technical decision makers are most skeptical about popular fake data. Let’s chat, shall we?

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Decision Maker Social Media Infusion Retention 65

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it!

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Sales Process Sales Methodology Decision Maker Pipeline 334

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Customer Centric Selling

NOVEMBER 19, 2014

Sales Tips: Who Is REALLY the Decision Maker? Looking at the org chart, many sellers would have assumed the SVP was the decision maker. As it turns out, the SVP had confidence in the Training Manager and effectively “rubber stamped” the decision. Deadline to register for Denver, Dec 2-5 is TODAY!

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Decision Maker Vendor Buying Cycle Analysis 89

Understanding the Sales Force

DECEMBER 18, 2013

I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Top Four Reasons Why Salespeople Struggle to Reach Decision Makers.

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Decision Maker Compensation Consultative Selling Call-back 204

SalesforLife

NOVEMBER 17, 2017

In this week’s roundup, we’re sharing articles from both the LinkedIn Sales Blog and SiriusDecisions. The first blog by Alex Hisaka covers how to leverage social selling to identify key decision-makers including advanced searches, LinkedIn groups and more.

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Decision Maker Social Selling LinkedIn Groups 55

Mr. Inside Sales

DECEMBER 17, 2018

I thought you’d benefit from my most popular article I’ve published over the last two years. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Note: There will not be a blog article next week on Christmas Day. The post Most Popular Article of the Last Two Years!

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Decision Maker Vendor Face-to-face Objections 137

Zoominfo

JANUARY 15, 2019

In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). Key Takeaways from the Best Sales Articles of 2018. The post 10 Most-Read Sales Articles of 2018 appeared first on ZoomInfo Blog. Yet, cold calling is still a key component of B2B sales.

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Social Selling Cold Calling Social Media B2B 185

Mr. Inside Sales

DECEMBER 24, 2016

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

Understanding the Sales Force

APRIL 1, 2024

And although I’m beginning by referencing the sermon, this is not an article about Religion. Well was the sermon about salespeople? No, of course it wasn’t. But it sure as heck could have been. The Priest was talking about Catholics who attend church only on Christmas and Easter.

Decision Maker 156

Decision Maker Call-back Training Groups 156

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough. If you don’t, someone else will.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close? Make them specific to your product or service and write them so you’d be comfortable asking them. Get Access Today.

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Closing Gatekeeper Face-to-face Licensing 334

eGrabber

JANUARY 10, 2020

A very clever article showcasing a simple yet effective way to find the decision maker. When attending an event it’s important to speak to the right person and be sure you are using your networking time to the max, and this will definitely helps.

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Decision Maker Trade Show Networking Leads 40

SBI Growth

APRIL 6, 2020

Your customers, your decision-makers, your influencers—they’re all people. Which decisions can wait, and. CMOs are in the people business. And that’s no different for B2B CMOs. And like you, they’re all set with similar worries: How long will my business be disrupted?

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Decision Maker Webinar Metrics Strategy Influencer 240

Understanding the Sales Force

OCTOBER 22, 2018

With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one. My article revealed that salespeople who are burdened with the need to be liked are far less effective at selling than those who don't have that weakness. PREVIOUSLY ON UNDERSTANDING THE SALES FORCE.

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Data Decision Maker Revenue Groups 267

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. They need to improve their ability to reach and build stronger relationships with decision makers. Some are written by sales experts. Some are written by marketing experts.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Mr. Inside Sales

JULY 24, 2023

Note: If you enjoyed this article, then you’ll love my new book: The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life more. If you want to transform your interactions with other people, and therefore your day-to-day experience, simply consider what other people might be going through and be kind to them.

Face-to-face 235

Face-to-face Gatekeeper Call-back Inside Sales 235

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

SocialSellinator

SEPTEMBER 14, 2023

For the decision-makers in marketing, particularly at small to midsize businesses, mastering the craft of social media copywriting could well be the game-changer they've been waiting for. It's the secret sauce that can transform your business's social media presence, and it's an art that few have truly mastered.

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Social Media Media Examples Decision Maker 90

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. Before COVID, an executive might have solely made a buying decision for a team.

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Marketing Decision Maker Telecommunications Lead Rank 252

MTD Sales Training

JUNE 29, 2017

This can be done through blogs, newsletters, LinkedIn posts, emails, articles and the like can show your customer you know enough about their business needs to be of real assistance. To become a favourite with the decision-maker, you need to personalise the contacts you have with them, customising at every opportunity.

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Decision Maker Hotels Loyalty Up-Sell 163

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Identifying decision makers. Qualifying prospects.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? You don’t take notes? How about using your Mute button? Are you actively doing that? (If Get Access Today.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! The 18 best sales articles of 2018 from Sales Hacker. This article will help you build the most compelling sales deck possible. This article analyzes over one million B2B sales call recordings to tease out what’s working and what’s not, based on hard data.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Steven Rosen

JANUARY 28, 2024

Effective communication and collaboration across the buying team are necessary in large organizations, where multiple stakeholders are involved in decision-making. This article will explore the importance of collaboration in sales and how it can lead to better outcomes for all parties involved.

Video 156

Video Sports Decision Maker Quota 156

Understanding the Sales Force

MAY 10, 2023

As I mentioned earlier in this article, the new salespeople you attract, assess and hire must be able to sell value over price and sell consultatively to decision makers instead of transactionally to underlings. If you are a CEO, take this article to heart and hire stronger salespeople today.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Janek Performance Group

DECEMBER 12, 2023

This article explores how sales professionals can embrace change, refine their methods, and recapture their sales momentum. Decision-makers have become more guarded and discerning. More and more people are involved in decisions. Why are decision-makers evoking a higher level of scrutiny?

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Decision Maker Face-to-face Pivotal Call-back 62

Lead411

MARCH 14, 2024

To help you make the most of your outreach efforts, this article delves into the details of arranging business-to-business sales calls , including how to find the most receptive prospects and what variables affect their openness. Optimal time for outreach initiatives is further shaped by personal preferences and the nature of the industry.

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B2B Decision Maker Trends Motivation 52

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: Bad Assumption #4 - The Senior Executive Is the Decision Maker. When working with committees many salespeople and their managers assume that the highest-level person is the decision maker. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Decision Maker 40

Decision Maker Training Up-Sell Pipeline 40

No More Cold Calling

DECEMBER 14, 2017

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained to me that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. Read the rest of the article.) .

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Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. NOTE: This article originally appeared in Top Sales Magazine. (Featured image attribution: Mikael Blomkvist ). Only one kind of lead that sales managers should care about. And that’s referral leads. The post Sales Reps Not Closing Sales?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Customer Centric Selling

FEBRUARY 18, 2015

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? The answer, emphatically, is yes!

Decision Maker 40

Decision Maker Face-to-face Webinar Metrics Segment 40

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it!

Strategy 52

Strategy Decision Maker Proposal How To 52

eGrabber

SEPTEMBER 18, 2023

In this blog post, we’ll explore what corporate email addresses are, why they’re super important for businesses, the old-school ways of finding corporate email addresses for decision makers, the challenges involved in finding them, and how tools can make the process quick and efficient.

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Decision Maker Ideal Customer Profile GoldMine LinkedIn 59