Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

We’ve taken DiscoverOrg’s available data on political donations and matched it to the prospect’s job and seniority level for a unique way of looking at political affiliation among B2B decision-makers: Based on donations, do political affiliations vary by role and/or seniority level?

Decision Makers Want To Deal With Decisive People

The Pipeline

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.

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Smart Selling Tools

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Who’s the right decision-maker now? Bad data results in bad decision-making, poor customer service, and a damaged reputation.

How Do You Sell to a Millennial B2B Decision-Maker?

Anthony Cole Training

How to Sell selling to millennials how to sell to millennials B2B marketingA Guest Post by Salesloft.com.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. 3) The Decision Maker.

Episode #090: Selling to Multiple Decision Makers with Matt Heinz

Jeff Shore

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. 7:42] Lot of experts in marketing – what separates real marketing? [14:07]

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

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. Getting intel on who genuinely makes the purchasing decisions in a company is the holy grail of prospecting, and sometimes means working with – or through – the other categories.

BEYOND IT: The Breadth of DiscoverOrg’s Sales & Marketing Intelligence

DiscoverOrg Sales

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? PRO TIP : Remember, HR leaders view purchase decisions through the lens of their customers – the employee.

Are you Targeting the Right IT Decision Makers?

The ROI Guy

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO.

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time

Customer Centric Selling

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver to other lower-level managers?

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It And if they are a CEO or the decision maker, they have the power to make it happen.”

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How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement

DiscoverOrg Sales

Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company. An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. learn how different company departments and vertical industries make buying decisions.

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2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

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Are you ready for even more decision makers per deal in 2014?

The ROI Guy

Research indicates that there are now over 8 people involved in the average B2B purchase decision. And as purchases get larger, even more people become involved in the decision. The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. Sales and marketing professionals will note that, again, gains and setbacks for this buyer are measured in terms of efficiencies.

Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers. This change in education is starting to sprout the opportunity by decision makers to ask more sales sucker questions.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack.

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

DiscoverOrg Sales

A sales rep or account manager “owns” the Novartis whale account on the sales side, and Marketing “owns” anything defined as a campaign. Since this is a whale-hunting company, it is, by definition, an account-based everything (ABE) company; and so Sales and Marketing will collaborate on the campaign with input from Consulting (the practice area that wants to expand into Novartis). Perhaps the hardest decision in a global account campaign is to determine the scope.

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

DiscoverOrg Sales

You can watch it here: What is marketing and sales intelligence – and what can it do? We hear it all the time: People are being prospecting by sales, by marketing, by customer success, and they’re all saying different things. Some know this time of year as holiday season.

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Why Sales Is Like a Taco

DiscoverOrg Sales

The taco eventually gets mushy on the bottom and falls apart — much like a potential deal that spends too much time waiting to reach the decision-maker and gets by-passed by some other solution. I’m not sure where this metaphor came from.

10 Things You Must Know About C-Level Decision Makers By Kelley Robertson

Sales Training Advice

Selling to C-level decision makers is challenging even at the best of times. C-level decision makers are paid to improve their business results. This includes increasing sales, market share, customer loyalty; reducing costs, errors, or employee turnover; and improving productivity, employee engagement, and customer service. C-level decision makers deal with changing priorities. C-level decision makers are extremely busy.

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. Before we discuss the top 10 takeaways from the panel, I want to make an important point: All the CIOs mentioned – and I agree – it’s often the Chief Marketing Officer (CMO) who buys IT these days , rather than the CIO. Do align with marketing.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. 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. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life).

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It And if they are a CEO or the decision maker, they have the power to make it happen.”

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A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

Like many B2B companies, DiscoverOrg has such a wide addressable market. With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. In this case, I cross-checked Salesforce to see that my prospect, Matt, was involved with the purchasing decisions at his previous companies. Your former sales teams used our data to get ahold of the decision makers in their target accounts.

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. My target market is: High earning salespeople (six figures).

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

We were doing great with marketing. But if marketing scales, you can push your reps into a closing role. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster.

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

And since good business decisions are data-based decisions, our goal is to transform this research into practical findings and best practices that help you improve as a salesperson—and drive more revenue for your business. It’s likely that you frequently meet with lower-level and midlevel employees at companies whose business you’re trying to secure, but it’s the rare conversations you have with C-level decision makers that directly determine whether you win or lose the deal.

IT Staffing Approved Vendor Lists: 4 Things to Remember

DiscoverOrg Sales

You have staffing needs, and you needed the talent yesterday — before your competitors snapped them up in the high demand market that dominates the tech scene. Know Your Target Market. As we’ve established, the IT staffing market is crowded.

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What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems. If you sell, market, or recruit in any of these areas – keep these initiatives and pain points in mind as you craft your pitch! While we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it.

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A State by State Review: Gender Diversity in the Executive Suite

DiscoverOrg Sales

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Research Reports Sales Leadership & Management B2B Insights B2B Sales Insights Decision Makers DiscoverOrg Research Executive Trends Gender Diversity Proprietary Research

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

Of course, few companies make purchasing decisions on a franchise level. We were surprised: our client was a top-tier, Fortune 500 leader with hundreds of people employed in sales and marketing. It includes IT, Marketing, Sales, Engineering, HR, Finance, and Operations departments. Nine years later, it continues to empower sales and marketing teams. Decision-makers only.

Is Shortening the Sales Cycle Worth the Hurry?

Increase Sales

Marketing is first and foremost about attracting attention and beginning to build a relationship. If your marketing message is emotionally compelling, you have just as much opportunity in shortening the sales cycle. What salespeople must remember is: Marketing is not selling.

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

DiscoverOrg Sales

Marketing VPs. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. Email Marketing Outbound Selling Sales Strategies B2B Sales B2B Sales Insights cold email Decision Makers Outbound Sales Prospecting Sales Effectiveness sales strategies Sales Success Sales TipsHere’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular).