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

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

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

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

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

DiscoverOrg Sales

JANUARY 29, 2019

But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. Marketing automation tools, and more. Invite decision-makers and influencers to an event. “In Web servers.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

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. One of the top lead search automation tools is this one. Although there are restrictions on how many you can use, it is a useful tool. What is a LinkedIn Sales navigator?

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Ideal Customer Profile 52

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

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. Incident response tools. For insight on CISO decision makers and their priorities, download DiscoverOrg’s CISO Contacts at Fortune 500 Companies.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

BuzzBoard

JANUARY 25, 2024

It’s crucial to note that the evaluation process may differ between small businesses and large enterprises. Tracking Key Performance Indicators (KPIs) for Digital Campaigns In today’s digital business landscape, the influence of digital marketing campaigns on small businesses is significant.

Small Business 52

Small Business Small Business ROI Marketing 52

SBI

JULY 1, 2020

Revenue growth in B2B enterprise accounts has always been challenging. The challenge of navigating the maze of changing relationships is exacerbated in large enterprise accounts where there is an average of ten decision makers, each with their own goals and priorities, involved in purchasing decisions.

Account 181

Account Revenue Top of Funnel Funnel 181

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. And what tools and methodologies you need to make that successful. What You’ll Learn.

Enterprise 59

Enterprise Enterprise Hiring Top of Funnel 59

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

Sales Hacker

FEBRUARY 15, 2022

Join us for an amazing conversation about building an achievable, repeatable roadmap for elite performance for any sales team or individual rep selling enterprise solutions. Ensure you are talking to people with influence. Tools to help close huge deals [16:39]. Tools to help close huge deals [16:39]. powered by Sounder.

Enterprise 77

Enterprise Enterprise Influencer Sales Cycle 77

SBI

DECEMBER 16, 2014

Al: ClearSlide is an enterprise SaaS platform that enables sales and marketing teams to better engage with their customers. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Historically, sales tools didn’t directly impact sales processes.

Up-Sell 130

Up-Sell Decision Maker Forecasting Revenue 130

Janek Performance Group

DECEMBER 20, 2023

Confirm that your SPF, DKIM, and DMARC records are properly set up within your sales or marketing automation tools. Enterprise clients often move slower. They have more decision makers and can take their time. Databases are an important tool. LinkedIn is good but think about tools like Sales Navigator.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

DiscoverOrg Sales

FEBRUARY 27, 2018

Using competitive intelligence, marketing can direct targeted displacement campaigns toward decision makers: Challenge the effectiveness of the current competitor technology in place. Invite decision makers and influencers to an event. Targeted displacement campaigns.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

Gong.io

SEPTEMBER 19, 2022

Authority: Are they a decision-maker? Purchasing decisions often involve multiple stakeholders — some are gatekeepers who are simply passing along information, while others have the final say. Even if a prospect isn’t a decision-maker, they likely have some influence within the organization, so don’t make them feel undervalued.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

SalesLoft

DECEMBER 1, 2021

We all know enterprise sales are complex, which is probably why so many sales methodologies have cropped up over the years – SPIN selling, GAP selling, challenger selling – the list goes on. . Andy has worked for leading sales organizations, including Oracle and Sprinklr, and has sold to some of the world’s largest enterprises. .

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Gong.io

JULY 13, 2022

But this is a good thing, as it can help you win over stressed buyers (and what enterprise executive or manager isn’t stressed?). Identify key decision-makers. Identifying key decision-makers is absolutely paramount. Enterprise deals are 233% less likely to close if you don’t involve a decision-maker.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

SBI

AUGUST 20, 2014

In the past, enterprises used marketing, events and branding to create awareness, build affinity, and increase confidence. The problem was, enterprises were unable to scale and leverage success stories and references to the level they needed – especially as the number and types of decision makers involved in the buying process increased.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Miller Heiman Group

NOVEMBER 1, 2019

Incorporate these four tactics, based on proven sales training techniques that use perspective to engage key buying influences. Use an Effective Formal Process to Gain Access to and Engage Key Decision Makers. Gaining access to key decision makers is a prerequisite for winning a deal. How can you get there?

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

Zoominfo

MARCH 4, 2018

Throughout the sales cycle you’re getting to know a company’s decision-makers, working to improve enterprise-wide operations. Influencing purchase decisions is relatively the same in B2C selling, but in the B2B realm you are dealing with procurement specialists, stakeholders, and buying committees.

B2B 130

B2B Decision Maker CRM Lead Rank 130

Emissary

SEPTEMBER 13, 2022

Whether you’re pushing to meet targets or going for bonus incentives, it’s time to pull out all the stops, use every tool available, leverage every advantage you have, and leave no stone unturned. Ensure you have access to decision-makers in the technical and business sides of the enterprise. . Focus Your Time Wisely

Sales Goal 52

Sales Goal Strategy Decision Maker Social Media 52

The ROI Guy

MAY 18, 2017

More stakeholders than ever are engaged in enterprise buying decisions. According to Gartner, the average enterprise technology buying team now includes more than 13 people ! Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

Emissary

JANUARY 5, 2022

And don’t forget non-technical influencers. According to Emissary research , decision makers outside the IT group heavily affected 85% of recent enterprise technology purchases. For example, they may be more worried about how well you deploy a large enterprise project than whether your software works.

Insurance 52

Insurance Insurance Positioning Face-to-face 52

Pipeliner

OCTOBER 5, 2019

In selling to small and medium-sized accounts, you typically deal directly with the actual decision-maker, the owner or president of the firm. With enterprise accounts, though, you face buyer networks with individuals from across the organization, bringing different perspectives to the process. Think about it.

Enterprise 68

Enterprise Enterprise Ideal Customer Profile Networking 68

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Hacker

JUNE 7, 2021

Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition. You may also need to recruit and get input from decision-makers and influencers at target accounts, to validate the thinking of the internal team. Customers and prospects. Conduct desk-based research.

Conversion 108

Conversion Ideal Customer Profile Customer Face-to-face 108

Sales Training Connection

JUNE 23, 2014

They are highly networked with each other, can easily find people who’ve faced similar challenges, learn from each other, and influence each other. Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. B2C-inspired customer expectations.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

The ROI Guy

DECEMBER 8, 2014

(CEB) At the enterprise level, there are as many as 10 members in the buying decision committee? IDC) The reality is that with more decision makers, your deals are getting more complicated, and as a result your opportunities are getting stalled, and those that close are taking longer to get approved.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Zoominfo

JULY 29, 2019

.” John Moore (AKA The Collaborator), VP of Revenue Enablement , Bigtincan Click to tweet — “Accurate data allows sales professionals to identify and connect decision makers and buying committees faster!” Larger enterprise companies, a CIO or chief data officer.

Data 130

Data Top of Funnel Social Media Buyer Persona 130

Hubspot Sales

JANUARY 23, 2018

Whether you’re new to Sales Navigator or a veteran of the tool, these tips will help you take your social selling game to the next level. Professional, Team, and Enterprise Sales Navigator users can send up to 20, 30, and 50 InMail messages per month, respectively. Note: You must have a team or enterprise license to use TeamLink.).

LinkedIn 145

LinkedIn Ideal Customer Profile Nonprofit Lead Rank 145

Hubspot Sales

MAY 19, 2020

Logo acquisition : Buyers - particularly upmarket/enterprise buyers - crave social proof. Teams with a marketing automation tool can even flag best-fit companies automatically with tailored workflows. What if the decision maker misses a demo meeting or the end-user wants to research on their own time?

Account Based Marketing 117

Account Based Marketing Ideal Customer Profile Hubspot Account 117

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 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113