Julie Hanson

JUNE 22, 2023

Win Over Decision Makers with Virtual Executive Presence Landing a virtual meeting with a decision maker or anyone in the C-Suite is your golden ticket to go beyond entry-level conversations about features, functions, and prices and fast forward to strategic discussions and setting the bar for the competition.

Decision Maker 62

Decision Maker Face-to-face Exercises Meeting 62

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.

Decision Maker 114

Decision Maker How To Face-to-face Groups 114

Understanding the Sales Force

OCTOBER 30, 2013

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. Conceptually, he needs to know that he can reach senior decision makers. Belief-wise, he needs to know he belongs with senior decision makers.

Decision Maker 270

Decision Maker Survey Follow-up Margin 270

The Center for Sales Strategy

NOVEMBER 9, 2020

At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on.

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Decision Maker Influencer Strategy Sales 94

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. Objective Management Group (OMG) has assessed nearly 2.4

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Decision Maker Insurance Insurance Call-back 197

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.

Decision Maker 58

Decision Maker Sports Policies Incentives 58

eGrabber

OCTOBER 6, 2021

LinkedIn is one of the best platforms to find decision-makers in your targeted companies. But connecting and reaching decision-makers is not a cakewalk. Some of the challenges include: (a) Decision-makers do not accept all connection requests unless they know you or it is relevant to them or their business. (b)

Decision Maker 52

Decision Maker Company Webinar Metrics Gatekeeper 52

Sales and Marketing Management

FEBRUARY 13, 2020

C-Suite decision makers are under pressure to maintain a short-term focus on achieving the next quarter’s business targets. With so many powerful influences weighing on the customer’s psyche, modern professionals need sales training that empowers them to enter the sales dialogue with an equally strong set of influential tools.

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Influencer Journal Lead Rank Decision Maker 262

Carew International

JUNE 27, 2019

Selling to multiple decision makers is a universal challenge for sales professionals. Often times, it isn’t just the number of decision makers, it’s the inability to get all decision makers in the same place at the same time to explore, discuss or to hear our sales presentation.

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Decision Maker Face-to-face Maximizer Influencer 73

Zoominfo

JUNE 27, 2018

Take influencer marketing for example. This strategy relies on the power of industry influencers and thought leaders to achieve critical business goals. Typically brands work with influencers who have a large, dedicated following, particularly on social media. 30 Shocking Influencer Marketing Statistics.

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Influencer Marketing Social Media Scale 202

Jeff Shore

NOVEMBER 14, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Matt Heinz, President and Founder of Heinz Marketing, discusses with Jeff what to do when you’ve got more than one decision maker. Topics we’re going to cover on today’s podcast: [1:06] What do you do when you have multiple decision makers? [7:42] Price: $11.99. (4

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Decision Maker Banking Loyalty Top of Funnel 88

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” Does the (decision maker) take your suggestions/advice?”

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Decision Maker Face-to-face Gatekeeper Licensing 261

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.

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Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

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.

Influencer 62

Influencer How To Decision Maker Incentives 62

Mereo

APRIL 6, 2023

The Edelman and LinkedIn report discovered B2B decision makers actually read your thought leadership — and are influenced by it (if done well). 61% of decision makers believe thought leadership moderately or better demonstrates the potential value of your solutions when compared to traditional product marketing.

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Decision Maker Lead Rank Lead Scoring B2B 36

SBI Growth

APRIL 6, 2020

Your customers, your decision-makers, your influencers—they’re all people. Which decisions can wait, and. CMOs are in the people business. And that’s no different for B2B CMOs. And like you, they’re all set with similar worries: How long will my business be disrupted?

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Decision Maker Webinar Metrics Strategy Influencer 240

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. Before we discuss how to find the decision maker, let’s get clear on who the decision maker is. Sabotage this relationship, and you’ll lose their influence.

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Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

Mr. Inside Sales

MARCH 7, 2016

If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision. If they are involved]: “What are you recommending they do?”.

Influencer 120

Influencer Decision Maker How To Vendor 120

Mr. Inside Sales

NOVEMBER 13, 2016

These days, there can be a lot of people standing between you and the ultimate decision maker. In some cases, you may be speaking with part of the decision making team, but that person may then have to present to a committee or other body of decision makers. Unfortunately, what I hear isn’t encouraging.

Influencer 120

Influencer Webinar Metrics Decision Maker Exact 120

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. That person who really has the influence you are (or should be) looking for, but is so very hard to reach. We’re often told to call off-hours. But I have a better idea. That’s the time to make your move!

Decision Maker 58

Decision Maker Influencer Coaching Training 58

Mr. Inside Sales

DECEMBER 12, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. Then hit I’d hit mute and let them talk. Get Access Today.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. That person who really has the influence you are (or should be) looking for, but is so very hard to reach. We’re often told to call off-hours. But I have a better idea. That’s the time to make your move.

Decision Maker 45

Decision Maker Influencer Video Coaching 45

Hubspot Sales

JANUARY 21, 2021

Those people are most commonly referred to as sales influencers , and we've compiled a list of five that every sales rep should know about. If you're looking for a glass-ceiling-shattering sales influencer with tremendous experience and high-quality insight, consider giving her a follow. Janice Mars. Image Source: Twitter. Jeff Davis.

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Influencer Twitter LinkedIn Decision Maker 128

The Pipeline

AUGUST 22, 2019

I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. By Tibor Shanto. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering.

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Decision Maker Influencer Opportunity Video 276

Mr. Inside Sales

AUGUST 7, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. Then hit I’d hit mute and let them talk. Get Access Today.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

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Decision Maker ROI Scale Case Study 76

Janek Performance Group

FEBRUARY 16, 2022

While they may or may not have influence, they are always important. But they are the frontline against salespeople and others who seek a decision maker’s time. They can wield considerable influence. You should also know the advantage of amassing contacts and influencers. It’s also useful with gatekeepers.

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Gatekeeper Decision Maker Influencer ACT 116

Paul Cherry's Top Sales Techniques

MARCH 28, 2010

Blog Home < Gaining Access to Other Decision Makers and I… Sales & Management Tips. Gaining Access to Other Decision Makers and Influencers. Sales managers need to coach their salespeople to leverage existing client relationships by gaining access to other decision makers and influencers.

Decision Maker 40

Decision Maker Influencer Pharmaceuticals Coaching 40

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. The Influencer – the person who tries to convince others they need the product. The Decider – the person who makes the final decision to purchase.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Mindtickle

MARCH 5, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. The Influencer – the person who tries to convince others they need the product. The Decider – the person who makes the final decision to purchase.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

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Influencer Decision Maker Government Face-to-face 61

No More Cold Calling

JULY 26, 2018

Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.

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Pipeline Decision Maker Closing Referrals 184

Smooth Sale

JULY 17, 2018

Attract the Right Job or Clientele: The stereotype decision-maker can make our lives difficult and put us out of favor. What most vendors overlook is widening their perspective of who can influence decisions to their favor. Below are four brief snippets of corporate influence experiences.

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Influencer Vendor Decision Maker Construction 84

Zoominfo

SEPTEMBER 7, 2021

The goal of this campaign is to identify additional decision-makers that could keep an opportunity alive in the event that your current contact loses interest, leaves the company, or doesn’t have the influence to get the deal done.

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Opportunity Decision Maker Campaigns Sales Cycle 100

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

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Enterprise Enterprise Decision Maker Churn 130

Engage Selling

DECEMBER 26, 2013

Have you been working tirelessly on a deal with an influencer that you feel is going nowhere? It’s true, influencers cannot buy. But don’t underestimate them just because they aren’t the decision maker that you’re seeking. They can only recommend to the people who can buy.

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Influencer Decision Maker 48

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients. stakeholders involved in each major B2B buying decision. Research from CEB indicates that there is now an average of 6.8

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Influencer Buyer Hiring Automotive 70