No More Cold Calling

SEPTEMBER 28, 2023

Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. Things like: “We have many connections in common,” or “I’m looking to connect with influencers like you.” They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Tenfold

SEPTEMBER 19, 2017

These days, it is no longer enough to argue that enterprise companies are too big to bother with social media. And, even big enterprises are taking heed. But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Sales Hacker

MAY 23, 2019

Is It Possible to Shorten the Enterprise Sales Cycle? That’s especially true in enterprise deals. Keep reading to learn 8 key tactics to effectively shorten the enterprise sales cycle and manage the close on time. Then Carter, one of our enterprise reps, took a different approach to work his accounts. Reps come and go.

Sales Cycle 67

Sales Cycle Enterprise Enterprise Decision Maker 67

Sales and Marketing Management

NOVEMBER 28, 2017

It’s not necessary, and perhaps not even wise, to start by talking with the individual who you believe is the ultimate decision maker. Speak with a variety of people to learn who is involved in the buying decision — the decision makers and the influencers. This will help you to refine your account strategy.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Emissary

JANUARY 31, 2023

While it’s not clear how deep the recession will be, enterprises are already planning to cut costs and scale back revenue expectations. So you need understand how execs buy enterprise software in this environment. How are buying decisions made? Who are the decision-makers and key influencers for technology purchases?

Account 96

Account Decision Maker Face-to-face How To 96

CloserIQ

NOVEMBER 6, 2018

Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise. by Jill Konrath. by Steve Andersen and Dave Stein. by Tim Sanders.

Enterprise 49

Enterprise Enterprise Account Decision Maker 49

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. Categorize your decision-makers.

Sales Process 62

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

Openview

JULY 25, 2018

As a startup at the expansion stage , there’s no doubt in my mind that you will look towards the enterprise market if you haven’t already. However, as an enterprise sales person for over 20 years, I’ve got to tell you – you really only get one shot at this market. decision makers on deals that often take 12-18 months to close.

Enterprise 79

Enterprise Enterprise Sales Process Closing 79

Gong.io

JULY 16, 2021

Here’s how to track, counter, and neutralize these top 3 deal risks: Deal Risk #1: No decision-maker (DM) involved. Gong labs data shows that deals are 80% less likely to close without a decision-maker directly involved in meetings. Enterprise deals sans DMs? You need to sell to power. We’ve all heard that before.

Pipeline 118

Pipeline Decision Maker Top of Funnel Forecasting 118

Cincom Smart Selling

APRIL 16, 2020

Buyers of managed services, especially the decision-makers and influencers, are almost entirely concerned with their vision of success. Talking to the Decision-Makers – Comfortable Addressing the C-Suite. These are the specifics that will describe the before and after vision that your decision-makers will embrace.

Decision Maker 77

Decision Maker Scale Influencer Proposal 77

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When your prospect is a decision-maker. It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Pointclear

OCTOBER 8, 2013

Enterprise companies can’t assign authority for a purchase when the solution has not yet been imagined. One must also understand that today’s lower level contacts are doing the majority of the legwork of researching possible solutions because higher level decision makers don''t have time.

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Emissary

NOVEMBER 14, 2022

Check out the B2B marketing infographic below for a guide to how account intelligence can drive enterprise B2B marketing success. Selling tech to enterprise and having the right marketing approach can be a struggle. A plan based off of incorrect intelligence or too-broad insights can impact the success of your marketing efforts.

Account Based Marketing 52

Account Based Marketing Account B2B Marketing 52

Sales Hacker

OCTOBER 30, 2019

Now, if you’re shaking your head and thinking of all the things you would say, whether as a leader or an Enterprise seller, I’m with you. Enterprise selling is one of the most challenging sales processes around, and when you factor in that employees are constantly changing jobs, spending an average of 2.5 then read on!

Enterprise 43

Enterprise Enterprise Decision Maker Commence 43

Selling Essentials RapidLearning Center

APRIL 18, 2023

These “switching costs,” according to the research, have twice as much influence as satisfaction. Create more decision makers Maybe with some of your accounts, you have just one contact who is the sole decision maker. These decision makers will have developed a stake in you that they won’t want to pull up.

Decision Maker 52

Decision Maker Customer Journal Loyalty 52

Sales and Marketing Management

APRIL 2, 2020

This should focus the mind of all large enterprises when putting together their own long term Account Planning strategy. Sellers are constantly collecting information about their customers – their needs and goals, who the key decision makers are, who influences those decision makers, and more.

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

DiscoverOrg Sales

OCTOBER 3, 2017

Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company. That is a tall order.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Costello

MARCH 15, 2018

When it comes to enterprise sales, there’s a long list of unfortunate circumstances that can throw off a deal—regardless of how much time was spent on preparation and reviewing key details. There’s nothing worse in enterprise sales than loose ends or missed expectations. Not Involving the Right Decision Maker Early Enough.

Decision Maker 93

Decision Maker Enterprise Enterprise How To 93

SalesFuel

MARCH 11, 2024

A variety of factors are influencing their behavior shifts. According to Rebecca Feiten, the director of strategic and enterprise sales for EMEA at Outreach, this is also causing the process to lengthen. The seller won’t be stuck waiting for their lone contact to communicate with the other decision-makers.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Lead411

SEPTEMBER 19, 2023

This affordability makes it an ideal choice for businesses of all sizes, from startups to enterprise-level corporations. often complain about the lack of verified data, which can be a time constraint when finding the decision maker at a desired company. However, Seamless.ai Customers of Seamless.ai

B2B 98

B2B Leads Marketing Qualified Lead Lead Generation 98

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Andrew Dickelman , Co-Founder and Head of Enterprise Sales at Structurely , has been responsible for millions in revenue through cold outreach.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. Their time is valuable.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

InsideSales.com

SEPTEMBER 17, 2020

Enterprise. We needed to reinforce our position as leaders in the enterprise. We placed bets several years ago to own the enterprise segment and we reoriented our go-to-market and product strategies accordingly. The leader in Deal Size (this reflects our focus on the enterprise). The leader in Automation.

Lead Rank 95

Lead Rank Lead Scoring Enterprise Enterprise 95

Pointclear

JULY 16, 2013

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. Decision-maker engaged.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Verified Data Identifies Key Decision Makers Faster.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Emissary

JANUARY 19, 2023

Here is an overview of some of the best sales intelligence tools available for enterprise B2B salespeople; including tools that offer buyer intent data, data appending of account and contact information, account intelligence, and executive profile insights.

Ideal Customer Profile 52

Ideal Customer Profile Tools InsideView Closing 52

Hubspot Sales

APRIL 1, 2020

A direct end user with influence, but no decision-making authority. Your product or service might be something a decision maker needs, but for some reason you can’t get in contact with them. Our first approach was to go after decision makers directly by targeting building and real estate company owners.

Prospecting 97

Prospecting Decision Maker Referrals Small Business 97

Crunchbase

JUNE 16, 2023

This is especially the case when it comes to at-risk deals or tracking down decision-makers at an organization. Digital sales rooms can help find decision-makers without stressing out buyers Identifying key decision-makers is always tough for sellers.

Sales Enablement 59

Sales Enablement Decision Maker How To Ideal Customer Profile 59

Gong.io

SEPTEMBER 9, 2021

I was getting coffee with a friend of mine who’s an Enterprise Account Director at a Fortune 500 company. . Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service. Team selling isn’t just for the enterprise anymore. It’s about stakeholders.

Closing 162

Closing Data How To Sports 162

Sales Hacker

APRIL 15, 2019

He also gives us a framework for how to move upmarket, and the requirements for taking a company from the SMB space all the way to the enterprise. Strategies for moving upmarket, and how to transition from SMB to enterprise. RELATED: Moving From Mid-Market to Enterprise. Whether they’re the decision maker or an influencer.

Enterprise 58

Enterprise Enterprise Hiring Top of Funnel 58

Pipeliner

DECEMBER 22, 2020

Pitching large enterprises while meeting your business goals needs a comprehensive marketing strategy. Now that you’re a business enterprise paving a path to growth and expansion, adapting this strategy can be your way out. All you need to know is the channels of communication for making the most out of your marketing campaigns.

Email Marketing 98

Email Marketing B2B Marketing Case Study 98

Emissary

DECEMBER 13, 2022

There’s a lot of expectations and hard work that goes behind true supplier-enterprise partnerships. Don’t underestimate the influence of the business. The average tech purchase includes 5-8 decision-makers over 7 months. But, 70% say sellers aren’t providing deeper relationships. Source: Emissary Buyer Snapshot) .

Sales Enablement 52

Sales Enablement Decision Maker Scale Buyer 52

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Highspot

JANUARY 18, 2024

Even the most straightforward decisions become daunting for even the best decision-makers. Utilizing platforms like LinkedIn can be an effective way to showcase this value and connect with the right decision-makers. Who hasn’t felt overwhelmed by the available choices and information?

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

LinkedFusion

AUGUST 25, 2023

Let’s see how you can leverage the sales navigator’s feature to target the right buyers and companies and reach the right decision-maker. How to influence customers and share ideas to get most of your linked account? Once people interact with your material, every new relationship increases your influence.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Ideal Customer Profile 52

DiscoverOrg Sales

JANUARY 22, 2016

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. For insight on CISO decision makers and their priorities, download DiscoverOrg’s CISO Contacts at Fortune 500 Companies. Vickie Miller, CISO, FICO.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Revegy

OCTOBER 2, 2019

Unfortunately, most B2Bs struggle to retain and grow key accounts for a number of reasons: 1. Number of Decision Makers. According to SAMA, the average strategic account has 12 to 15 key decision-makers. Each one has the power to influence purchase decisions and have an impact on the overall relationship.

Account 69

Account Decision Maker Enterprise Enterprise 69