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 Business Decision Makers tune out Left Brain Thinkers

Babette Ten Haken

That is why business decision makers turn off and tune out presentations and communications from the left brain thinkers in your organization. When business decision makers tune out these talented professionals, their actions negatively impact workforce productivity and profitability in your organization. Business decision makers tune out left brain thinkers because of their style and professional assumptions.

Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

So how can you delve into this network of key decision makers and engage with them on a one-to-one level? Marketing Manager.

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.

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]

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.

Two different approaches to getting in-the-door

Sales 2.0

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. Getting to decision-makers Prospecting Social sellingIf you run a small company, you usually end up being one of your company’s early sales people.

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.

Two different approaches to getting in-the-door

Sales 2.0

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. Getting to decision-makers Prospecting Social sellingIf you run a small company, you usually end up being one of your company’s early sales people.

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.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

Who are the relevant decision-makers at their company? To a sales rep with a salary of $40,000 per year, for example, $60,000 for a marketing automation system might sound like a lot of money! Make it easy for them to showcase value to actual decision-maker,” Hall says.

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.

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?

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. Empower the sales team to target higher-level decision makers. I think that every salesperson out there would prefer talking to decision makers all day long.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact. First days can be stressful.

Why Technical Decision Makers tune out Right Brain Professionals

Babette Ten Haken

Any right brain professionals who have conversations with technical decision makers know one thing. These decision makers are skeptical: of everyone and about every presentation and conversation.

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.”

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.

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.

[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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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.

What Role Content Plays In The Sales Process

InsideSales.com

???? In marketing circles, they say “content is king.” Podcast content decision makers Marketing Sales testingIn this episode of Sales Secrets, I interview Dave Koslow of DocSend on the what, whys, when, and hows of content and what role it plays in the sales process.

Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

DiscoverOrg Sales

Chief Marketing Officer. Losses in female representation in the c-suite include Chief Technology Officer (-62%), Chief Information Officer (-38%), Chief Marketing Officer (-19%), and Chief Revenue Officer (-15%). Marketing. Mid-Market. Mid-Market.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. ?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg.

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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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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.

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.

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.

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.

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.

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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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).

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.

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.”