Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. I.I.can''t talk to you without following the script. Conceptually, he needs to know that he can reach senior decision makers.

One Thing To NEVER Do When Following Up On Literature

MTD Sales Training

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. There are statements and questions most sales people ask when following up on literature that create obstacles and hamper the sales process.

Communicating with Decision Makers

Engage Selling

Would you like to speak to more decision makers and close more deals in 2014? You can do so simply by rethinking how you attempt to connect with the decision makers.

How to Effectively Follow-up After Sales Meetings


The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. And then you send 2-3 follow-ups…but no response. The truth is that the follow-up stage begins before you even start talking to your prospect.

Are You Patiently Following Up?

Smooth Sale

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up.

Follow Up Strategy to Grow Sales

Score More Sales

” Craig concurred, and here is one SINGLE simple sales strategy that can give you HUGE new visibility, so eloquently presented by Craig: When your prospect or your customer moves to another company: Follow your contact to their new position – don’t wait for them to reach out to you.

3 Ways for Better Follow Up in Sales

Score More Sales

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)


Following the prayer, the quarterback threw a quick pass over the middle to score. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. They simply don’t know how to follow-up a lead. Don’t give up too soon.

Best of PowerViews: Are You Tenacious About Sales Follow Up?


There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. LinkedIn is more buttoned up. Lori Richardson, Score More Sales, Are You Tenacious About Sales Follow Up? Click to start video at this point —Lori regularly encounters issues with sales follow up.

23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In"

Hubspot Sales

Send over a longer how-to guide and offer to follow up in person if they want. If you’d like to discuss these pointers or anything else around [topic], let’s set up a call. Would you like to follow up about this on a call?

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture. 10 Steps for Effectively Following Up with Leads After a Trade Show or Event.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. I know I can forward an email and trust that Kyle will follow up.

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Why You Should Never Start a Follow-Up Email With "I Haven't Heard From You"

Hubspot Sales

To give you a taste, here are the opening lines of follow-up emails I received in the past few weeks. I just left you a voicemail as a follow up to my message yesterday.". "I I followed up with some of these reps to determine if this approach gets responses.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

Your prospect seems really excited, but you didn’t get them to verbalize what they really liked, what concerns may prevent them from moving forward, or how they are going to arrive at a decision. Thus, making your follow-up akin to throwing darts with a blindfold on and hoping for a bullseye.

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

Perhaps the hardest decision in a global account campaign is to determine the scope. That is, it starts with marketing and is followed up by sales. They manage all the factory installations worldwide and are made up of 67 sites organized into six technology platforms. Before you undertake a global account-based sales campaign, make some good technology decisions to support collaboration, teamwork, and efficiency.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

We’ve got the ultimate collection to get the most of your trade show – with step-by-step instructions, plus creative tips for everything from making yourself memorable to follow-up techniques guaranteed to get a reply. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. Follow up with prepared post-show sequences.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

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. Every single CIO on our panel wants you to know about them and their company before they even pick up the phone. After that, it’s up to you to make the most of your next steps when selling to the CIO.

3 Words to Ditch To Improve Your Sales – Sales eXecution 304

The Pipeline

Words impact and reflect you view of things and situations, and while many will argue that it’s just semantics, they fail to realize or acknowledge the degree to which words you choose reflect and signal your intent; something that your buyers pick up and are influenced by as much as anything.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

By now, you’re probably wondering why we decided to test this email in a not-so-english-speaking city that throws people in jail (up to a year) and fines them ¥30 million for sending email without permission. If this email template works with busy start-up founders in Tokyo, then there’s a good chance it will work for you and your list. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The bigger an entity, the more complex the task of finding out who makes the decision, who influences it, who shepherds the buying process, and how all these stakeholders fit together. I come to the Account Based Everything movement as a long-time proponent.

Dominate at Trade Shows to Generate More Deals

Alice Heiman

77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). His salespeople swiped a lot of badges but unfortunately, the booth visitors were not the decision makers they were hoping to meet. They did some follow-up but got very little response. The follow-up is rarely sufficient. Make a plan to follow-up after the show and prepare all the follow-up messaging.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

This is equally as important as the post-show follow-up. It goes in-depth on the topics of targeting, promotion and cleaning up your lead data. IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

This is equally as important as the post-show follow-up. It goes in-depth on the topics of targeting, promotion and cleaning up your lead data. IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Include decision-makers in email for better response rates. Strategic post-event follow-up. When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale.

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

DiscoverOrg Sales

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. The higher up in the org chart someone is, the closer they are to a decision maker.

How to Improve Your 2016 Real Estate Marketing Messages

Increase Sales

This is the fourth direct mail marketing postcard I have received from this particular Realtor without any sales follow-up. First, as the decision maker I would be do the interviewing. Follow her on Twitter or check out her profile on LinkedIn.

The Most Effective Way to Sell to C-Level Executives

Sales Excellence

Then, follow up with a well-timed phone call, email, or even a fax. Sales Blog decision makers sales Selling to C Level Executives People often ask us, “What’s the most effective way to reach a C-level or VP-level executive to sell to them? What medium of communication should I use? Should I use email, voicemail, letter by FedEx?” ” The answer is that no one medium will give you the results that you want.

5 Cold Email Plays for Account-Based Sales

DiscoverOrg Sales

This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. B2B buyers have to give the thumbs up before a purchase can go through. Follow up.

3 Reasons Storytelling Skepticism creates Decision Making Mistrust

Babette Ten Haken

When storytelling skepticism creates decision making mistrust, your storytelling strategy falls short of convincing customers to do business with you. Then, marketing automation provides follow up on these “leads”.

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are you speaking to decision makers or gatekeepers or influencers?

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients.

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Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

Follow up with prepared post-show sequences. Nina has a few tricks up her sleeve to find a list of event sponsors and attendees. To ensure that your trade show prospecting goes smoothly, create follow-up content before the show. Trade Show Follow-Up Activities.

Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

Here’s what happened: As he was leaving, and right after meeting with the IT Director, he asked him how he could get in front of the new CFO (knowing that the CFO was the ultimate decision maker). Since I could see that, I didn’t interrupt him—instead I just shut up and let him think.

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg Sales

Most people still think of chatbots as a mildly annoying pop-up that asks a general question, often used as a search function. Let’s start with some simple math: Send out 100 emails and 3 people click through and view your content on the landing page you’ve set up.

Just Email Me Something….

Mr. Inside Sales

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. Allow you to set a definite follow up appointment.

Sales Management: The One Metric That Matters Most

Mr. Inside Sales

For example, on the prospecting or cold call, did your rep: Handle the gatekeeper professionally and get put through to the decision maker? Make a connection with the decision maker and build instant rapport? Set a specific follow up call and a follow up action?

Stop Pitching the Gatekeeper – and What to Do Instead

Mr. Inside Sales

To start with, the gatekeeper is just that – someone whose job it is to screen salespeople from getting through to the decision maker. Again, they are gatekeepers – not decision makers. Sample questions include: “And beside yourself, who makes the decision on this?”.

Mixing Phone Conversations With Social Listening for B2B Sales Success

Sales and Marketing Management

In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms. Here are the top four ways to integrate traditional and modern-day sales approaches to effectively and efficiently reach decision-makers and drive more sales: Use a combination of activities. Customize all email intros and follow-up.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

It includes context like decision-makers, organizational reporting structure, financials, budgets, year-over-year growth, company initiatives, personnel moves, installed technologies (the “tech stack”), and predictive features – all in near real-time.