No More Cold Calling

DECEMBER 7, 2023

While your competition is still playing around on social media, sending cold emails, and trying to identify decision-makers, your sales team can be in the conference room sealing deals. After all, decision-makers don’t take cold calls or respond to sales pitches from strangers on social media.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

Sales Evangelist

SEPTEMBER 11, 2020

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. Sales is the sharp end of the spear when it comes to business development.

Decision Maker 59

Decision Maker How To Face-to-face LinkedIn 59

Sales Evangelist

NOVEMBER 19, 2021

Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive. It’s whoever is in charge of the decision (I know, it’s shocking.) Develop (and maintain) a relationship with the gatekeeper to be effective.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive. It’s whoever is in charge of the decision (I know, it’s shocking.) Develop (and maintain) a relationship with the gatekeeper to be effective.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive. It’s whoever is in charge of the decision (I know, it’s shocking.) Develop (and maintain) a relationship with the gatekeeper to be effective.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Women Sales Pros

JULY 13, 2018

Then use the competitive strategy checklist to make sure you’ve covered all your bases. Competitive Strategy Checklist. Focus most of your time on your customer’s problems and opportunities (versus focusing on your competition). Design a strategy and solution that locks out the competition. Action Steps. Proactive).

Competition 105

Competition Decision Maker Analysis Guarantee 105

Understanding the Sales Force

APRIL 1, 2024

But most in the sales profession are content to sit on the sidelines, do the least they can get away with, and attend training only when the company forces them to.

Decision Maker 156

Decision Maker Call-back Training Groups 156

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. That exact same thing happens to salespeople on their sales calls.

Closing 212

Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

AUGUST 7, 2022

The less competition for you, the better, right? Click here to find all the new skills, scripts, and techniques that will help you blow past gatekeepers and connect with decision makers! If you want to rise above the rep sitting next to you, then tune in and learn how to outperform your competition. Get Access Today.

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 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. But is it as effective?

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Your competition wants in on the action, too. Next step: pull up the org chart and decision-maker direct dials and start calling. How do you engage customers and get them excited about your offer?

Data 130

Data Buyer Intent Signal Decision Maker 130

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. They should also understand how the product satisfies their needs, and articulate the value proposition clearly, along with its competitive advantage.” Keep it fresh.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Mindtickle

MARCH 5, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. They should also understand how the product satisfies their needs, and articulate the value proposition clearly, along with its competitive advantage.” Keep it fresh.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

SalesforLife

APRIL 29, 2019

Their challenge was that they wanted to reprioritize those accounts to look for competitive advantages that would help them increase results. Which accounts were red flags, meaning you have symmetrical competitive disadvantages? They already knew who they wanted to target. Here’s how.

Competition 74

Competition Account Decision Maker How To 74

Janek Performance Group

FEBRUARY 16, 2022

Remember, this personal touch doesn’t begin and end with decision makers. As with decision makers, engage your gatekeeper as a fellow human being and worker. As with decision makers, body language creates an impression. That’s your competition. More than just the who, they know how decisions are made.

Gatekeeper 116

Gatekeeper Decision Maker Influencer ACT 116

MTD Sales Training

JUNE 29, 2017

When your decision-makers see the efforts you are making to support their business rather than just sell products, they will believe you have a part to play in the future of their business. To become a favourite with the decision-maker, you need to personalise the contacts you have with them, customising at every opportunity.

Decision Maker 163

Decision Maker Hotels Loyalty Up-Sell 163

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Decision-makers have become more guarded and discerning. More and more people are involved in decisions.

Decision Maker 62

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

DiscoverOrg Sales

MAY 1, 2019

This was just bang the phones, get the decision makers, sell the deals. It was no longer a competitive advantage. Empower the sales team to target higher-level decision makers. I think that every salesperson out there would prefer talking to decision makers all day long. This was pre-technology stack.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

HeavyHitter Sales

MARCH 30, 2014

Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Influence the Hidden Organizational Politics That Impact Decision Making. I’ll be sharing more information in future posts and you'll find a summary below.   Heavy Hitter I.T.

Competition 97

Competition Decision Maker Penetration Study 97

Hubspot Sales

MAY 10, 2023

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. 4 Types of Decision-Makers Who Can Sabotage a Deal 1.

Decision Maker 115

Decision Maker Scale How To Hiring 115

RAIN Group

MARCH 2, 2022

As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers. Asking key questions of your buyer and working with your internal team will give you the edge you need to outshine your competition.

Proposal 117

Proposal Decision Maker Competition Buyer 117

No More Cold Calling

FEBRUARY 15, 2018

They’ve become convinced that digital technology should solve all their business development challenges, but there’s still no button to push that will make gatekeepers grant them access to decision-makers. The decision-makers you want to reach aren’t playing hide-and-seek with your team.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales and Marketing Management

DECEMBER 13, 2019

Sales managers need to approach the final weeks of the year with leadership that taps into the competitive nature of their teams because sales professionals won’t lose their desire to be “on top” just because Santa is coming to town. . Yes because decision-makers may go home but they never really leave the office.

Motivation 177

Motivation Lead Rank Lead Scoring Decision Maker 177

Zoominfo

MARCH 1, 2022

Staying ahead of personnel moves is a critical competitive advantage in every industry and economic sector, with 44% of workers in a recent survey saying they plan to look for a new employer in the next year. More than ever before, people are taking control of their careers and seizing opportunities in today’s evolving business environment.

Prospecting 100

Prospecting Decision Maker Hiring ACT 100

Mr. Inside Sales

JUNE 25, 2021

When prospecting, has a decision maker or influencer or office manager ever told you: “Just email me some information.” Your choice really comes down to: Struggle and underperform, or sell easily, confidently, and make more money than 90% of your competition. We’re happy with who we’re using.” “We We aren’t interested.”

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Hubspot Sales

NOVEMBER 20, 2023

From there, you can start performing more detailed research that reveals key decision makers, organizational hierarchy, and opportunities for improvement that your platform can help them achieve. Competitive Analysis AI makes it easier than ever for you to know what you’re up against in any industry.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

Sales and Marketing Management

SEPTEMBER 4, 2018

Companies face stiff competition and customers have multiple options. Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Janek Performance Group

SEPTEMBER 5, 2023

Maybe it was the price, or your seller couldn’t sway a decision maker. These include: Sales process Buying process Competition Marketing Product development Finance A win-loss analysis can reveal your customer’s perspective of your sales process. Also, there are more decision makers. Sample size is important.

Analysis 62

Analysis Decision Maker Scale Survey 62

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. Get the inside track on your prospects and ace out your competition. Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: .

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). They gain access to decision makers.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Customer Centric Selling

FEBRUARY 18, 2015

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Focusing on delivering value (what matters to the customer) instead of our own products’ bells and whistles (what matters to us) is a powerful competitive advantage. Image courtesy of Master Isolated Images at FreeDigitalPhotos.net.

Decision Maker 40

Decision Maker Face-to-face Webinar Metrics Segment 40

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Competition is fierce in any market.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

The ROI Guy

AUGUST 3, 2018

Too often, solution providers aren’t able to effectively position their unique business value, to clearly differentiate in competitive situations. When your marketing can’t delineate, and sellers can’t articulate your differentiating value, it slows down buying decisions and provides an opening for your competitors to steal the business.

Competition 45

Competition Comparison Decision Maker How To 45

No More Cold Calling

JULY 20, 2017

This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. By asking for referrals, your team: Gets meetings with decision-makers in one call. Outpaces the competition (if you have any, you have the inside track). Your competition won’t know what hit them.

Account 285

Account Referrals Lead Generation Cold Calling 285

Janek Performance Group

APRIL 15, 2024

In addition, sellers must be familiar with their own competition. Deal With Decision Makers When negotiating, it’s essential sellers know all the decision makers , especially those with final authority. This gives them a competitive advantage. This includes their products, prices, warranties, and support.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. It was no longer a competitive advantage. Empower the Sales Team to Target Higher-Level Decision Makers. I think that every salesperson out there would prefer talking to decision makers all day long. This was before AI.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166