Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Sales and Marketing Management

DECEMBER 13, 2019

Yes because decision-makers may go home but they never really leave the office. Keep the standings and ranks visible through an office whiteboard, company social channels and announcements during company meetings and conference calls. Get into the holiday spirit. . They are still reading emails, texts and listening to voicemail.

Motivation 177

Motivation Lead Rank Lead Scoring Decision Maker 177

RAIN Group

OCTOBER 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

Sales Meeting 135

Sales Meeting Meeting Decision Maker Social Media 135

Sales and Marketing Management

JUNE 25, 2018

Are you obsessed about getting that key decision maker live even if they tell you “no.” Those conferences get pricey so make the case to your miserly CFO! It’s not a cost center: conferences are a profit center. A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?”

B2B 319

B2B Banking Conference Decision Maker 319

Sales Training Advice

SEPTEMBER 30, 2011

Selling to C-level decision makers is challenging even at the best of times. C-level decision makers are paid to improve their business results. C-level decision makers deal with changing priorities. C-level decision makers are extremely busy. C-level decision makers rely on others.

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

Mr. Inside Sales

SEPTEMBER 4, 2020

Want an even more personalized sales conference event? Creating Script Playbooks that will make everyone on your team more effective. One on One coaching for sales leaders and individual producers. And, of course, amazing keynotes and breakout sessions! Get Access Today. The post Book Mike Brooks for Your 2021 Virtual Sales Event!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

MTD Sales Training

SEPTEMBER 3, 2012

In no less than 6 weeks MTD Sales Training’s MD Sean McPheat will be returning to the stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 12 th. See you again soon folks, Louise Denny. Marketing Manager. MTD Sales Training.

Social Media 254

Social Media Conference Decision Maker Sales Qualified Lead 254

SalesLoft

DECEMBER 14, 2015

2015 has been a crazy awesome year of events and conferences in the B2B tech industry. 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.

Conference 52

Conference Decision Maker Case Study Sports 52

Zoominfo

APRIL 29, 2020

Find a way to curate a list of trade show or conference attendees, though, and the rest of the job is much easier – and cheaper. Pro Tip: In addition to looking for new event leads, trade shows and conferences are a great opportunity to establish deeper relationships with existing customers. Target them!

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Sales and Marketing Management

JUNE 14, 2020

Company decision-makers seem open to the idea of remote work?—?at If we don’t understand where we are in a crisis and what we are feeling, it will be tough to lead ourselves or others to something different,” change consultant Talita Ferreira states in an article for Conference & Incentive Travel. at least part time?—?but

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

Mr. Inside Sales

JANUARY 29, 2021

When I ask that question at a sales conference, the majority say no, they can’t. Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. Get Access Today. The post Can You Make Your Goal This Year?

Face-to-face 187

Face-to-face Gatekeeper Decision Maker Licensing 187

Sales and Marketing Management

DECEMBER 14, 2020

Navigating the world of virtual selling may seem simple, but being a great virtual salesperson takes more than simply shifting every meeting to a video conference. The stakes felt higher since organizing a face-to-face meeting could be challenging and you would only be seeing those key decision-makers once or twice a year.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

eGrabber

FEBRUARY 19, 2024

Are they decision makers? Attend Industry Events & Conferences: Industry events, trade shows and conferences are great places to meet potential prospects. Click to know how you can quickly build prospecting lists from trade shows , events and conferences. Understand who your ideal customer is.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

MTD Sales Training

SEPTEMBER 19, 2018

Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! You just lose momentum and it always seems to be the decision maker! Do it correctly and it can work wonders for you. Do it wrong and it can ruin the sale completely! Close Down All Other Windows.

Meeting 215

Meeting Video Face-to-face Skype 215

MTD Sales Training

APRIL 12, 2020

Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability. You just lose all momentum and it always seems to be the decision maker! More and more companies are going down this route especially those that sell software, SAAS products and online services.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

DiscoverOrg Sales

NOVEMBER 29, 2017

At events and conferences, some sales professionals collect as much contact information as possible: the more names, titles, and companies they’ve logged, the better. At DiscoverOrg, we use sales intelligence in a very specific process to get the most out of conferences. Are the people you spoke with decision makers or budget holders?

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Want an even more personalized sales conference event? Then reach out to Mike today to see if your event date is still available! Writing best practice, script playbooks that will make everyone on your sales team more effective.

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

Sales Hacker

FEBRUARY 2, 2021

Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Number of Decision Makers: 7 Decision Makers. Attend as many conferences as you can. Number of Touches: 45 touches.

Enterprise 96

Enterprise Enterprise Ideal Customer Profile Sales Process 96

Drift

FEBRUARY 4, 2021

Picture this: You’re sitting around a (virtual) conference room table, slides ready, water handy. Now, you know that they’re the main decision-maker for this sale. And in comes the CEO. You’ve finally made it. You’ve done your homework, and you know what they say goes.

Decision Maker 62

Decision Maker Conference Strategy Sales 62

No More Cold Calling

JANUARY 26, 2017

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. The chance to get all the decision-makers in one room was worth the inconvenience and the extra money. There’s nothing like getting the gang together in person.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

APRIL 6, 2017

When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in. While your competition is still playing around on social media, sending cold emails, and trying to identify decision-makers, your sales team will be in the conference room sealing deals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Vengreso

JUNE 12, 2023

These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. The modern buyer has a longer journey that involves more decision-makers. At this point, it would be completely natural to schedule a meeting while attending the same conference.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

The Sales Hunter

MAY 28, 2019

If the person I’m looking to talk to is someone I have had even the slightest contact with at a conference or event I will say: “I’m looping back from when we talked at _ last month.”. What I am doing now is asking the gatekeeper the same question(s) I would ask the decision maker that I’m trying to reach.

Gatekeeper 220

Gatekeeper Decision Maker Call-back Follow-up 220

BrainShark

AUGUST 15, 2023

This can either be done live via video conference (and you can ask reps to raise their hands to respond) or through a video coaching activity. Example: Sales role plays that can help with this skill can be centered around ways to enable your champion to connect you to the decision-maker.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Understanding the Sales Force

JUNE 9, 2014

Scenario 2: When I am one of many speakers at a conference without breakout sessions, I know that people are not there to hear me per se, may have little interest in my topic, and might skip or if they attend, tune out. I must first listen to them, let them share what''s on their mind, and assure that they get what they came for.

Groups 255

Groups Decision Maker Conference Demographics 255

No More Cold Calling

MARCH 10, 2011

Not to mention that decision makers seldom return voice mail messages. The sales person uses manipulative tactics to make contact with the decision maker. Because of the challenges associated with cold calling many sales people resort to using a variety of tactics to connect with the key decision maker.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Lessonly

FEBRUARY 4, 2019

Instead of just reading the next best-selling book or checking out another “latest trends” report, customer service conferences provide an unparalleled opportunity to learn exclusive and valuable knowledge. Attendees also have the opportunity to attend pre-conference workshops that cover training best practices and Lessonly services.

Customer Service 35

Customer Service Conference Customer Education 35

No More Cold Calling

MARCH 8, 2019

There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. They host business networking events for women at their annual Rainmaker conference. Overall, panels at sales conferences are getting more diverse.

Hiring 247

Hiring Referrals Networking Conference 247

MTD Sales Training

FEBRUARY 22, 2012

In November of last year, Sean was invited to give a keynote presentation of the concept of eselling® to over 1,000 sales professionals from across Europe at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena, Coventry.

Social Media 235

Social Media Decision Maker Conference Sales Qualified Lead 235

No More Cold Calling

OCTOBER 29, 2013

While your competition is still playing around on social media, trying to figure out who the decision-maker is, you’re in the conference room sealing the deal. The business case for referrals is loud and clear: Decision-makers always meet with those referred by people they know and trust. Referrals Win Every Time.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

Shari Levitin

APRIL 21, 2022

Today, you must do your homework and learn everything you can about all decision-makers on the call. A serendipitous meeting at a conference can result in dinner and drinks with the founder or CEO. If we were lucky, we might be able to invite a mutual colleague to add to the conversation. Be Agile and Structured.

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

eGrabber

OCTOBER 27, 2020

We will receive the companies in the excel sheet, or search them in terms of the specialized industry from the conference websites and feed them one below the other in a spreadsheet, Excel or Google sheets. Type in your Decision Maker Titles. We will land at your targeted decision makers finally!

Trade Show 52

Trade Show Decision Maker Leads Marketing Qualified Lead 52

MTD Sales Training

OCTOBER 17, 2011

Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations.

Cold Calling 303

Cold Calling Social Media Decision Maker Face-to-face 303

Braveheart Sales

APRIL 20, 2021

Also, if you are accustomed to using conferences, trade shows, and other events to generate leads and business, what happens if those events never quite return to the way they used to be, and therefore your prime targets don’t show up? I cannot emphasize just how important it is to have salespeople who can reach decision-makers.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Emissary

JULY 10, 2022

Whether you’re looking to understand the propensity-to-buy at each of your strategic accounts or you need help creating campaigns and proposals that will resonate with decision-makers across different industries, these use cases of ABM tactics help to formulate your thinking on how to leverage Emissary Advisors into 2023. . .

Account Based Marketing 52

Account Based Marketing Scale Webinar Metrics Ideal Customer Profile 52

Zoominfo

APRIL 29, 2020

Find a way to curate a list of trade show or conference attendees, though, and the rest of the job is much easier – and cheaper. Pro Tip: In addition to looking for new event leads, trade shows and conferences are a great opportunity to establish deeper relationships with existing customers. Target them!

Trade Show 100

Trade Show Lead Generation Sales Qualified Lead Leads 100

No More Cold Calling

JUNE 28, 2012

conference. This means contacting key decision makers when their need exists and funds are available with a solution to their unique pain. Conference , and SalesDNA for information used in this post.]”. Referrals are the secret to B2B sales: Get the meeting at the level that counts. Face to Face in a Sales 2.0

Social Media 267

Social Media InsideView Cold Calling Customer 267