Janek Performance Group
JANUARY 25, 2022
Here are tips for speaking the different dialects of decision makers: C-Suite. Remembers, these decision makers often have bonuses and other incentives tied to their budgets. Although they often don’t have a say on which products they use, end users still have influence.
Carew International
FEBRUARY 25, 2021
One of the most significant challenges for any sales professional is gaining access to the ultimate decision-maker(s), particularly when we have a contact who engages us in our sales effort, but he or she is not making the final decision. A lack of direct access to the decision-maker is frustrating for many reasons.
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MarketJoy
APRIL 17, 2018
It is also about understanding the difference between decision makers, gate-keepers, and influencers. Decision Makers. Every organization has its fair share of people who promote themselves as having buying decisions, when in fact the final ratification comes further along the line. Influencers.
Janek Performance Group
JANUARY 31, 2023
That ignited my life-long interest in influence and how decision-makers view sales professionals. This article summarizes what I learned about influence and how new sales professionals can shorten their learning curve. And like athletic ability, influence is not static. This CEO viewed me as a distraction.
Miller Heiman Group
JULY 7, 2020
The Rational Decision Maker vs. the Emotional Decision Maker. In normal times, your buying influences —anyone who has a positive or negative impact on your ability to close the deal—are likely to be governed more by rationality than by their emotion. Do you offer incentives or discounts? What do we mean?
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 ). Be authentic and offer value.
Janek Performance Group
SEPTEMBER 13, 2023
They are recommendations from satisfied customers or others in your network or center of influence. What specific incentives do you offer, such as discounts or special offers? Perhaps they’re a targeted decision maker and a colleague of that client you just helped. Think of this as part of the sales process. Don’t wait.
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