Understanding the Sales Force

DECEMBER 1, 2020

Reaching decision-makers. A major client of ours, a large insurance company, recently stopped using Caliper as a pre-employment assessment because it failed to differentiate between successful and unsuccessful salespeople. Coachable or not. As for the findings where OMG and Caliper agreed?

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Janek Performance Group

JUNE 21, 2023

With the widespread use of automation, LinkedIn users receive a flood of messages, making it difficult for salespeople to connect with decision-makers. This approach is particularly ineffective when the product being sold requires high trust, such as financial services, insurance, or cybersecurity.

LinkedIn 62

LinkedIn Ideal Customer Profile Strategy Decision Maker 62

Pipeliner

AUGUST 20, 2022

The key decision-maker in the new account was an ex-client that the CSO’s organization had effectively served for years, paving the way for the big win. Or Net Jets, the aviation leasing company or Geico, the insurer? In enterprise accounts, decision-makers come and go, as our CSO’s pharmaceutical success story shows.

Account 98

Account Pharmaceuticals Decision Maker Enterprise 98

Mr. Inside Sales

APRIL 10, 2020

Objection: “ , Thanks for reaching out, but this is possibly the worst time to connect given that we’re a health insurance nonprofit.”. I think you’ll find it valuable to hear some of the things they’re doing. Say about 10 am?”. Comment: You think? Health company and nonprofit? How can you be of service to them? Get Access Today.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

Sales Hacker

JUNE 24, 2021

Direct to decision-maker, or champion selling? Are they sending directly to the decision-maker? Or to a champion who will forward it to the decision-maker? If your reps have the decision-makers involved, that closing cadence is more straightforward. They call it deal insurance.

Top of Funnel 108

Top of Funnel Closing Decision Maker Proposal 108

DiscoverOrg Sales

DECEMBER 18, 2018

Insurance. But the biggest disruptor in retail, logistics, consumer technology, cloud computing, and media & entertainment has a lot of decision-makers. For sellers, context is everything. Before we dive in, let’s take a quick look at the most-prospected-to industries. Top 10 Most-Prospected-to Industries of 2018.

Company 156

Company Prospecting Oracle Transportation 156

Mr. Inside Sales

APRIL 17, 2020

Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition. As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do.

Film 159

Film Face-to-face Call-back Gatekeeper 159

Emissary

DECEMBER 20, 2022

As a result, business executives will weigh in on technology decisions and risk analysis will drive their selections. . Key decision makers are hard to reach. . The sheer numbers can bewilder decision makers and make it difficult for sales teams to stand out against the noise. . .

Industry 52

Industry Decision Maker How To Vendor 52

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside coach and in a very short period of time leveraged that relationship to develop strong relationships with the decision makers on who provided commercial insurance for their firm. dollars in revenue.

Insurance 181

Insurance Insurance Hiring Decision Maker 181

DiscoverOrg Sales

JANUARY 22, 2016

Cybersecurity insurance or cyber liability insurance. For insight on CISO decision makers and their priorities, download DiscoverOrg’s CISO Contacts at Fortune 500 Companies. Integrated threat intelligence and analysis. Cyber-attack detection technologies. Incident response tools. Cloud service solutions and protections.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

Pointclear

AUGUST 16, 2018

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Longer-term opportunities increase marketing ROI. Forty are short term, and 40 are long term.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Zoominfo

APRIL 24, 2020

Health and safety topics also saw massive increases in consumption in our comparison, including: Health Insurance (up 1,238%) Telehealth (up 336%) Workplace Safety (up 270%). It doesn’t look like hiring was on many decision-makers’ minds either. And the data backs this up.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside contact, and in a very short period of time, leveraged that relationship to develop strong relationships with the decision-makers who provided commercial insurance for their firm.

Hiring 136

Hiring Insurance Insurance Decision Maker 136

Hubspot Sales

SEPTEMBER 21, 2020

The final decision-maker may be the Chief Engineering Officer, but that could change to the People Operations Executive if you’re selling a productivity service. For example, commercial insurance sales are complex deals. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders.

Examples 119

Examples Insurance Insurance Sales Cycle 119

Crunchbase

FEBRUARY 2, 2023

InsuranceDekho Crunchbase Rank: 332 Post-Money Valuation: $750M This Gurgaon, India-based insurtech startup helps users compare insurance quotes from top-rated companies and purchase the policy that best suits their needs. InsuranceDekho is in position to capitalize on this trend. Learn More 7.

Lead Rank 59

Lead Rank Lead Scoring Company Leads 59

eGrabber

MAY 9, 2022

They position themselves as low-risk high-ROI insurance to keep leads flowing. Tool gets you hiring companies and decision-makers with LinkedIn-IDs. Position Service as a Temporary Arrangement. They successfully pitch hiring companies to try their Outsourced service in parallel with the job search. Maybe it can work for you too.

Outsourcing Services 40

Outsourcing Services Hiring Leads Marketing Qualified Lead 40

No More Cold Calling

OCTOBER 17, 2012

However, referrals are a limited source of new business, and referrals often result in many unqualified leads and low-level decision-makers.”. Don’t mess around and say “anyone who…” You know the name and title of your decision maker. That’s a typical referral-sales objection. The answer is always no. When Are You Asking?

Scale 174

Scale Referrals Decision Maker InsideView 174

LeadFuze

JUNE 2, 2021

Make sure you’re dealing with the decision-maker and not someone who is wasting your time. Let’s take an example from mutual funds, real estate, and/or insurance companies. As soon as December ends, these insurance and mutual fund companies start advertising and reaching out to the target audience.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Artesian Solutions

MAY 16, 2019

The Scale | InsurTech Programme involves 8 scale-up companies from around the world, selected by a PwC panel for the vast practical potential each can add to automating and innovating aspects of insurance delivery.

Scale 40

Scale Insurance Insurance Decision Maker 40

The Sales Hunter

FEBRUARY 17, 2012

Never allow yourself to only have relationships with the decision maker and the users. I refer to these relationships as an insurance policy, because they can help you have in place what you need to fight off a remote influencer should they appear. Related posts: Sales Development Training: "Decision Maker" Podcast.

Motivation 172

Motivation B2B Decision Maker Hiring 172

Pointclear

AUGUST 9, 2016

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Longer-term opportunities increase marketing ROI. Forty are short term, and 40 are long term.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

criteria for success

DECEMBER 1, 2021

Consider what products and services they buy, their budgets, and your points of contact – both decision-makers and influencers. It’s much easier to target female CEOs of technology companies in the Pacific Northwest or owner/operators of property insurance providers in the Midwest than just to generally target CEOs.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Sales Evangelist

NOVEMBER 19, 2019

It seemed everyone was either selling a yellow book or insurance. He began talking to a man who turned out to be a business owner and the decision-maker in his company. That business owner decided to pay 100% of the voluntary insurance product for his employees. Stephen’s first deal started with an elevator ride.

Sports 75

Sports Insurance Insurance Decision Maker 75

Distribution Pricing Journal

AUGUST 11, 2023

The more systems you use, the more ways your customers interact with you, the more you need to insure data privacy and protection. For this reason, many distributors are turning to data professionals who can bridge the gap between data and decision-makers. This can hinder your ability to grow and stay competitive.

Outsourcing Services 52

Outsourcing Services Data Distribution Government 52

Women Sales Pros

JANUARY 7, 2019

Because our brain makes so many decisions, and because it’s looking for patterns, things can start to look the same. When things look the same to a decision maker, he or she will likely do one of a few things: delay the decision, stay with the status quo, try to negotiate price, or choose your competition. Commoditized.

Influencer 70

Influencer Buyer Hiring Automotive 70

Mindtickle

MARCH 28, 2023

These companies ranged from F500s to high-growth commercial companies in markets like B2B tech, education, finance, insurance, and consumer healthcare. We know that the sales process has gotten more complex – 63% of purchases now have four decision-makers involved and the number of buyer interactions has jumped to more than 27.

Sales Technology 59

Sales Technology Scale Forecasting Sales Methodology 59

Anthony Cole Training

AUGUST 29, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Instead of asking - "Did you talk to the decision maker?" you should ask, "When you spoke to the decision maker, what was that conversation like?". Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV.

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance. The Obamacare fiasco is scaring business owners and consumers alike.

Travel 251

Travel Decision Maker Insurance Insurance 251

Score More Sales

FEBRUARY 11, 2013

If you call into hospitals / medical – you know a bit about the health care insurance changes and how this not only impacts all the decisions being made in the medical field now, but has added some anxiety and caution to decision-making. Tie that into your conversation.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Sales Hacker

APRIL 1, 2021

McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely. Significant health crises like pandemics change the way decision-makers interact during and after the event.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

Anthony Cole Training

OCTOBER 18, 2012

When I left Nautilus in 1987 and moved to Cincinnati with my wife Linda I got into the life insurance business and then I discovered what selling was really all about. The 50% deposit and 50% check required before the equipment came off of the truck. After two years of struggling I hired a coach.

Hiring 198

Hiring Exercises Proposal Decision Maker 198

Understanding the Sales Force

OCTOBER 30, 2012

Reaching Decision Makers. A major client of ours, a large insurance company, recently stopped using Caliper as a pre-employment assessment because it failed to differentiate between successful and unsuccessful salespeople. Selling in a competitive environment. Overcoming resistance. Selling value. Working remotely.

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

Understanding the Sales Force

JANUARY 22, 2014

Five Things VP’s Must Do To Insure Sales Enablement Has Impact. While getting to the decision maker is a measure of effectiveness, the spending ability, timeline, incumbent vendor and internal politics are not a measure of their effectiveness. Why Doesn''t Sales Methodology Get More Attention?

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Zoominfo

APRIL 24, 2020

Health and safety topics also saw massive increases in consumption in our comparison, including: Health Insurance (up 1,238%) Telehealth (up 336%) Workplace Safety (up 270%) Additional related topics being consumed above normal rates included Sick Leave, Health and Safety, and Safety Supplies. And the data backs this up.

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Platinum Rules for Success

AUGUST 15, 2018

Some objectives could include identifying the decision maker, determining the competition, determining the impact of the problem, and so much more. Understand who the decision makers are and their role in the decision-making process (Who do I need to sell to?). Who is involved in the decision making process?

Hiring 82

Hiring Decision Maker Call-back Meeting 82

Pipeliner

OCTOBER 16, 2020

If you’re serving Geico, the insurer, why might you have possible opportunities with Fruit of the Loom, the apparel firm? In enterprise accounts, decision-makers come and go. Think about it. Or Net Jets, the aviation leasing firm or Dairy Queen, the ice cream chain? Of course not.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. 4 – Had conversations with the right people – decision makers. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. 5 – Consistently prospected. 9 – Did everything possible to succeed.

Hiring 198

Hiring Banking Survey Conference 198