How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement

DiscoverOrg Sales

An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. Profile reports often include multiple members of the decision-maker ecosystem. Org charts should include down to the VP or Director levels if possible – as they may be key decision makers or influencers. The Last Mile Effort of Pre-Sales Customer Analysis.

[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.

Study 168

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

IT Sales Strategies Top IT Leadership Changes B2B Insights B2B Sales Insights CIO Decision Makers IT Decision Maker IT Industry

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

The number of factors at play in purchasing decisions are too numerous to count – ranging from pricing, to product features, to reputation of the vendor, to the sales experience and so forth.n They require each product feature and operation to be fully documented, and meticulous hands-on evaluation of each product. A purchase decision is a risk, after all; and all parties win when a calculated risk pays off.

B2B 139

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Some even report to higher-level executives and do not possess absolute decision-making discretion. For insight on CISO decision makers and their priorities, download DiscoverOrg’s CISO Contacts at Fortune 500 Companies.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

We created a video series in which we “broke down the fourth wall” and documented our ABE efforts – not knowing exactly how it would end. The higher up in the org chart someone is, the closer they are to a decision maker.

Has Your Proposal Gone to Neverland (Part II)?

Sales 2.0

In a previous piece about proposals I said that you should try to avoid producing proposals without selling all the decision-makers in the sales process first. Finally, document how your offering meets your prospect’s need and how it will be delivered.

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

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.

How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

Buyer Personas are documented descriptions of the Buyers of your product. They are profiles of the influencers and decision makers needed to close the sale. Knowing each provides valuable insight into the decision makers and influencers.

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg Sales

Think of it this way: The prospect has had to make several decisions indicating interest in order to get to the content where your chat function is available. At that point, he immediately called the decision-makers direct phone line. We’ve all used chatbots.

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

They simply repackage a dead document with new technology. These are the decision-makers you need to access. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers. You don’t want a new job.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?


ADOPTED stands for: Authority, Decision Criteria, Options, Priority, Timing, Economics and Decision Process. Decision makers and influencers identified. Environment documented (could be technical environment, compliance sensitivities…). Decision maker engaged.

How Much Do Your Leads Cost?


Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business.

Leads 169

10 Ways to Win More Deals With E-Signature Technology

Hubspot Sales

Seven people are involved , on average, in the decision-making process. When multiple stakeholder are looking at your proposals, electronic signature technology can help identify the decision maker based on metrics like total time spent on the document or key pages.

Sales success – reducing risk is as important as selling value

Sales Training Connection

One often underemphasized is the ability to help the customer deal with the perceived risks of moving ahead with the purchasing decision. So, how can you reduce the risk and make it easy for a decision maker to say “yes?”. Reduce risk – Sell value.

Here’s What You Need to Sell your SaaS Product to Enterprise Customers


And making decisions about how far you should go to support the enterprise can be gut-wrenching. Documented SLAs, usually with some sort of credits that are applied if you don’t meet the SLA will go a long way toward winning customers who expect attentive service and around-the-clock support.

Overcoming objections in sales: 40+ examples, tactics, and rebuttals

I can’t make a commitment until I meet with [other decision-makers].”. Next time your prospect says they need to meet with other decision-makers, find out if you can be present (even just over the phone). Create an objection management document for your market.

Successful Lead Generation - One Size Does Not Fit All


According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Your “qualified” inbound marketing lead may actually be an administrative assistant or lower level executive with only limited decision-making or influencing ability.

How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Buyer Personas are documented descriptions of the Buyers of your product. They are profiles of the influencers and decision makers needed to close the sale. This is your chance to influence the decision makers.

9 Steps to Boost Sales in 2014 Part 3 Execution

Score More Sales

Example: Ridding Your Office of Paper in Favor of Digital Documents. Do you have thousands of documents that you or your company wants to convert digitally to be more organized in the coming months?

The Missing Key Element to Sales Success

Sales and Marketing Management

Most companies have a wealth of technical product information available in-house, and which can be delivered via multiple formats (documents, videos, webinars, workshops etc) and when the sales teams need it.

Energy 240

8 B2B Sales Appointment Setting Tricks


Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. The buying committee involves many more influencers and decision-makers.

B2B 62

A 7 step plan to sales pipeline management

Base CRM

Identify decision makers. Are the client’s purchasing decisions based solely on price? Identify decision makers. In some cases, your contact may be the decision maker. But many times, purchasing decisions may be made by key executives, based on the following: Price. Asking your contact about the key decision maker(s) can be an awkward conversation that may not help you in the end.

New Quota? Two Questions You Need to Ask Next

Sales Benchmark Index

A) Authority: You need at least one Buyer that can make final decisions. This “Decision Maker” has the authority to sign appropriate documents to close the deal. A direct link to the Decision Makers can shorten your sales cycles. (N) New year. New quota.

Quota 301

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. companies and 32M decision-makers globally.

A Step-by-Step Strategic Account Plan Template for Shared-Value

Hubspot Sales

The decision-maker role may change depending on product, budget, and influence. Expand on your org chart from Section three to include personal motivations and decision criteria, and plot your value-based selling points to specific members of your customer’s organization.

Three Essentials to Upselling in Large Accounts

Miller Heiman Group

A real account plan is a living document that defines the goals of the relationship with a focus on actual value. As documented in the CSO Insights 2018-2019 Sales Performance Report , those with highly effective account planning win 15 percent more deals and have 15 percent more sellers making goal than those with poor account planning. Salespeople are highly motivated to sell as many solutions as possible to their existing accounts.

Sales cycles: An actionable guide to sales cycle management

We're going to cover everything you need to know about sales cycles, from what they are to how to document them to how to make them better. Whether it's documented or not, you have a sales cycle. If it's not documented, you might have many different cycles.

13 Ways e-Contracts Increase Hit Rates and Reduce Close Time

Hubspot Sales

As a buyer and a decision maker, I can’t count the number of times I’ve stalled a deal because the vendor asked me to print and sign their quotes or proposals. It involves the decision maker in the process. You can make better decisions based on real data.

Approaching 2015 From a Sales Perspective

Understanding the Sales Force

Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Copyright: 123RF Stock Photo.

Why Being Stuck In the Office Over the Holidays Is a Lucky Break

Sales and Marketing Management

This is actually an optimal time of year to reach decision-makers. Sales reps presume key players won’t be around so they spend their time organizing internal documents. With less formal meetings and big decisions put on hold til the New Year, key players will catch up on their inboxes, spend more time scrolling social media posts and take time to review comments.

The Sales Send Me the Brochure Kiss of Death

Increase Sales

” Failure, foiled again by a secondary decision maker. This document would sum up the activity to date and would be another opportunity to schedule a call with the CEO.

5 steps to sales prospecting (for higher quality leads) in 2019

Identify the key decision-maker. Identify the key decision-maker. It seems obvious that you don’t want to waste your valuable sales prospecting time on conversations with low-level managers that won’t be able to make an ultimate purchasing decision on your product.

Sales Tips: A Critical December Tactic

Customer Centric Selling

Limited availability to decision makers due to the Christmas holidays. that you would like to focus your energies and your company’s resources to provide them with the information they need to make an informed purchase decision by December 21st.

Types of Sales Tools That Boost Productivity


If the buyer barely glanced at the document, this might indicate that the material wasn’t a good fit, and it makes sense for your rep to try a different approach. How do you guide your sales team to achieve better results?

Tools 81

4 Steps to Master Your Territory

Sales Benchmark Index

84% of B2B decision makers begin their buying process with a referral. What questions do they ask themselves before making a decision? Your territory plan should be a living document. “The only thing that is constant is change.” – Heraclitus.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015


Some futurists predict the emergence of reality technology—we can watch 3-D holographic images of one another while simultaneously viewing documents on our desktops and laptops (or whatever replaces them!). Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute.

For Last-Minute Prep Before a Sales Call, Give Reps a Video ‘Content Locker’


Regardless of the organizations and industries into which your reps are selling, they can always benefit from quick “refreshers” about the key decision-makers, the terminology they use, and their relationships to one another.

9 Bad Sales Habits Every Rep Should Avoid


According to recent research , the average number of decision-makers involved in a single B2B purchase is 6.8. These decision-makers are typically quite diverse in terms of role; you’re not going to be talking to one person who has the authority to make a purchase single-handedly.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The person whose responsibility it was to keep you from connecting with the decision maker(s). In many cases, the decision maker provides their preferred contact methods for all to see in their LinkedIn profile. Contracts and Document Signatures.

Tools 132