Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? As a detective, he always followed the evidence to find the truth. It will be worth it!

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Understanding the Sales Force

AUGUST 16, 2023

I was watching a crew install a walkway made up of very large stepping stones. If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. But what if they were salespeople and not a stone crew?

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Sales Process Decision Maker Proposal Follow-up 227

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

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Decision Maker Company How To Campaigns 69

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? The way to overcome them is to have proven, best practice responses on hand so you can practice perfection and close more sales.

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Follow-up Closing Face-to-face Call-back 120

The Pipeline

JULY 23, 2015

The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision. But let’s say they did, the real question is what happens when you speak to that decision maker. It is all very product and sales centric.

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Decision Maker Objections Case Study Face-to-face 120

Mr. Inside Sales

OCTOBER 30, 2023

I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime? OR “When would be the best time for me to follow up with you?” (And Ask them and follow up sooner than are now!

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Call-back Face-to-face Follow-up Gatekeeper 240

Gong.io

AUGUST 24, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Or maybe just a quick “bubbling this up” email. ( We analyze sales interactions from our product users (anonymized of course). Why “bubble-up emails” don’t work.

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Hubspot Sales

NOVEMBER 30, 2020

But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. If you’re guilty of this, you might need to perfect your sales follow-ups. After four follow-ups, 94% of salespeople have given up.

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Follow-up Conversion Call-back Lead Rank 134

Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

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Decision Maker Gatekeeper Call-back Groups 52

Hubspot Sales

OCTOBER 7, 2020

The follow-up email is a key component of sales communication. When done right, a follow-up email can keep your company top-of-mind with prospects, demonstrate your investment in your customer relationships, and convey the value of your business without being intrusive or obnoxious. What strategies to use.

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Follow-up Examples Top of Funnel SalesForce 113

Braveheart Sales

MARCH 30, 2021

Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to me that there is a pretty big opportunity for impact.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Score More Sales

APRIL 30, 2014

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. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer.

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Follow-up Ideal Customer Profile Decision Maker Buyer 222

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1.

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Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Zoominfo

SEPTEMBER 7, 2021

Scenario Finally it’s demo day, but you end up with a patchwork of no-shows. Within minutes of the missed appointment, send a brief, conversational email to delinquent leads to set up a new demo time. Segment missing leads into individuals and large-group decision-makers.

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Follow-up Decision Maker Segment Call-back 100

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. What does this teach us as sales reps? One touch isn’t enough.

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Google Face-to-face Gatekeeper Decision Maker 222

John Barrows

DECEMBER 16, 2019

Decision makers and champions are parts of a salesperson’s everyday life. We’re constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions?

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Decision Maker Coaching Social Media Buyer 78

Openview

MARCH 7, 2019

The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you? And then you send 2-3 follow-ups…but no response. During this pre-call, ask: Who will be part of the sales meeting?

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Follow-up Sales Meeting Meeting Decision Maker 103

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

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Decision Maker Pharmaceuticals Salary Travel 94

Understanding the Sales Force

APRIL 15, 2024

Teams and players don’t hang their heads, give up or end their season early. They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. This is a great time to upgrade your sales team. What are the twelve biggest challenges?

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Hiring Discount Decision Maker Call-back 182

Gong.io

DECEMBER 10, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker!

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Decision Maker Proposal Enterprise Enterprise 118

Sales Hacker

JANUARY 18, 2021

You need to ensure that they follow through and show up to the demo, while also setting yourself apart from the other vendors that they’re evaluating. It’s increasingly rare to have a perfectly linear sales process with a sole decision-maker. Run a crisp process to set you apart from competing sales reps.

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Follow-up Call-back Negotiation Decision Maker 114

Sales Hacker

JUNE 24, 2022

Sales sequences don’t belong after the first call in a complex sale. You already have them set up in your sales engagement system, I know. But if you’re working to level up and land larger deals, it’s time to leave all those behind. Why buyers ignore your follow-up emails. ” bumps.

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Follow-up Buyer Call-back Decision Maker 90

Mr. Inside Sales

APRIL 14, 2024

I can’t believe this company is asking me to actually show up to an office!” ON DEMAND SALES TRAINING THAT GETS RESULTS! You know how it is: You’ll be minding your own business and then suddenly you’ll hear things like: “These leads suck.” “I I can’t make any real money here.” “I

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Face-to-face Gatekeeper Decision Maker Licensing 224

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? To avoid that, always both assume the influencer has a voice in the decision, and then qualify her/him for that.

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Influencer Decision Maker Face-to-face Gatekeeper 288

Pipeliner

MAY 29, 2020

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up. Management hounded all of us to follow-up with the same prospect every day. Every day?!

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Follow-up Decision Maker Influencer Up-Sell 93

Sales Evangelist

SEPTEMBER 21, 2020

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Operating within these parameters, sales reps standardized the workflow with these five touches in mind. Try Pipedrive today for FREE!

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Decision Maker Enterprise Enterprise How To 59

Mr. Inside Sales

MARCH 17, 2024

use the following script from my bestselling book: Power Phone Scripts : “I’d be more than happy to do that—where would you like me to email that?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! ON DEMAND SALES TRAINING THAT GETS RESULTS! How great will that be?

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

MTD Sales Training

JULY 5, 2012

You finally reach the decision maker (DM) after a lot of work and getting past a few tough gatekeeper screens. Everything is going exactly as written in your sales process. It may be hard to believe, but often, you, the sales person, actually caused much of the problem. Sean McPheat MTD Sales Training.

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Follow-up Gatekeeper Decision Maker Call-back 266

Hubspot Sales

DECEMBER 9, 2019

According to psychologists , the average person makes thousands of decisions per day. These decisions range from inconsequential ("Which cereal should I eat for breakfast?") As a sales rep, you're responsible for guiding your prospect through both big and small decisions. Who are the decision makers at a company?

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Decision Maker How To Proposal Hiring 77

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Unfortunately, this is a common occurrence for sales reps. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is.

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Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

SalesLoft

SEPTEMBER 7, 2022

The Importance of Sales Follow-up Emails. There’s a good chance you’re giving up on sales follow-up emails too soon. Where a prospective client may not respond to your initial email, they may do so after the second, third, or fourth follow-up email. When To Send a Follow-up Email.

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Follow-up Proposal Scale Call-back 52

Score More Sales

APRIL 30, 2014

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. Thinking about both art and selling in sales, you must be smart in how you strategize reaching your targeted buyer.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

eGrabber

SEPTEMBER 12, 2020

Are you in a finite industry with a limited number of prospects and have been following up with the prospect once, twice, three times, eight times or more. But end up with still no response? And finally gave up on that dream client of yours who would have been your largest sale of the year?

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Decision Maker Channels Marketing How To 52

Pointclear

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. 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.

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Follow-up Lead Rank Lead Scoring Social Media 207

Smooth Sale

JULY 24, 2018

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. My Story of Patiently Following Up.

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Follow-up Referrals Gatekeeper Decision Maker 84

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

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