The Pipeline

JULY 23, 2015

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. Reps come in unprepared in so many ways.

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Decision Maker Objections Case Study Face-to-face 120

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

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Decision Maker Company How To Campaigns 69

Babette Ten Haken

APRIL 8, 2019

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. Hands down.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

MTD Sales Training

AUGUST 18, 2016

When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. The overall benefits of this will be that the users will see the decision-maker making things better for them. And who will they thank for that? Yes, you!”.

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Decision Maker Benefit Buyer Up-Sell 120

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

eGrabber

MARCH 24, 2021

C-Level decision makers greatly influence the buying decision of B2B companies. If you are selling B2B products or services then, it is important to influence C-Level decision-makers as it is the key to sales strategy. Let’s look at the steps to engage C-Level decision makers: 1.

Decision Maker 52

Decision Maker Demand Generation Targets B2B Company 52

SBI

FEBRUARY 22, 2018

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? The CMO’s assistant responded, suggesting a day and time, and is bringing the EVP of Sales into the meeting. You’re left asking, where did my contact go?

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Decision Maker Closing Prospecting Top of Funnel 139

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Inaccessible.

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Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

eGrabber

MARCH 24, 2021

C-Level decision-makers from B2B companies greatly influence the buying decision. If you are selling products or services to B2B companies then, it is important to influence C-Level decision-makers which is the key to sales strategy. What is your target market? Let’s look at each of them in detail.

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Decision Maker B2B Demand Generation Targets Company 52

SBI Growth

AUGUST 3, 2013

Meet Kathy. She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials.

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Meeting Top of Funnel Marketing Lead Gen 303

DiscoverOrg Sales

MAY 1, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. This was just bang the phones, get the decision makers, sell the deals. Empower the sales team to target higher-level decision makers. Today’s story features the seemingly simple direct-dial phone number.

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Decision Maker Meeting Scale Outbound Sales Team 120

Sales Evangelist

SEPTEMBER 11, 2020

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. Make it a dedicated meeting and discuss how you sell right now. How do we win?

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Decision Maker How To Face-to-face LinkedIn 59

Sales Evangelist

MARCH 8, 2019

Sometimes sales professionals get it backward, and they fail to understand the need to worry more about your champion than your decision maker. We tend to become so obsessed with the decision makers that we overlook the champions, who are arguably the most important person in the whole scenario.

Decision Maker 69

Decision Maker Referrals Hiring Retention 69

SalesFuel

APRIL 19, 2024

This data loss needs to be made up for, and brands are updating their content marketing objectives to do so. New Content Marketing Objectives: First-Party Data Collection Cookie-Based Third-Party Data Isn’t Recovering If your client thinks data privacy is just a fad they can wait out, they’re sorely mistaken.

Objections 52

Objections Data Ideal Customer Profile Marketing 52

Understanding the Sales Force

APRIL 15, 2024

The stock market has lost nearly all of its gains and the only thing we haven’t yet seen is massive layoffs. Just like our son’s approach to baseball, salespeople need to be more selective, use a better approach, and make sure their conversations and meetings count. What are the twelve biggest challenges?

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Hiring Discount Decision Maker Call-back 182

Hubspot Sales

MARCH 8, 2023

requires an extensive understanding of finance to back it up.

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Decision Maker Pharmaceuticals Salary Travel 94

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

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Account Based Marketing Trends B2B Marketing 130

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

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Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. But let’s get real.

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Meeting Decision Maker Revelation ACT 130

BuzzBoard

APRIL 9, 2024

Introduction to Account-Based Marketing (ABM) for Digital Marketing Agencies Digital marketing agencies aiming to streamline their sales efforts should consider implementing account-based marketing (ABM). For a digital marketing agency, understanding that ABM is primarily a B2B marketing strategy is vital.

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Account Based Marketing Account Marketing Ideal Customer Profile 52

Salesmate

FEBRUARY 21, 2020

Businesses are well informed and abreast of the market as well as its changing trends. Businesses don’t easily meet strangers and invest in their products. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. In-depth research is a must.

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Sales Meeting Meeting B2B Decision Maker 99

Smooth Sale

MARCH 30, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Can You Use A Practical Guide To Organizing Team Meetings Team meetings provide the platform for employees to feel heard and recognized while relaying necessary information regarding your business operations. There are specific roles you can delegate to various employees.

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Meeting Distribution Maximizer Loyalty 78

The ROI Guy

MARCH 11, 2014

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. 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

Zoominfo

OCTOBER 13, 2021

“It’s something like an educated Hail Mary pass that sweeps up unconverted marketing qualified leads.” What do we mean by “direct mail marketing”? Direct mail marketing makes direct contact with individual consumers, as opposed to reaching a large audience with mass media, such as advertising.

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Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

SBI Growth

NOVEMBER 24, 2013

One of the most difficult responsibilities for a B2B marketer is sales enablement. The sales field is often critical of any marketing effort. Marketers can feel like they are in a can’t-win position. Marketing teams begin to resent their peers in sales. Marketing teams begin to resent their peers in sales.

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Marketing Decision Maker Sales Enablement Transportation 316

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. The truth is that most sales meetings, online or in person, always were and often still are boring lectures. .

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Sales Meeting Meeting Collateral Ideal Customer Profile 89

Understanding the Sales Force

MAY 30, 2023

Not enough new meetings? There are five possible reasons and some obvious solutions: Salespeople are not reaching decision makers. Opportunities are 341% more likely to get stuck if your salespeople aren’t talking with decision makers. Get them trained on how to reach decision makers.

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Decision Maker Hiring Proposal Sales Cycle 156

SBI Growth

JULY 21, 2013

When will Sales catch up with Marketing? Marketing Leaders Guide the Way. A strength of the marketing discipline is a natural thirst for buyer insights. A strength of the marketing discipline is a natural thirst for buyer insights. Today’s marketing leaders are poised to help.

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Marketing Top of Funnel Decision Maker Infusion 335

Vendor Neutral

MAY 17, 2021

Engaging with Executives in Sales Meetings, Preparation Is Everything. More than any other sales meeting, your success with an executive is determined by how much legwork and preparation you put in before you even enter the meeting. You can certainly ask questions during your meeting with the C-suite, but timing is important.

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Sales Meeting Meeting Decision Maker Webinar Metrics 75

Zoominfo

JUNE 28, 2023

Traditional marketing plans lay out these steps, but to really move the needle, you’ll need to dig a little deeper. That’s where a go-to-market (GTM) strategy comes in. That’s where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? First, let’s define go-to-market as an overall framework.

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Ideal Customer Profile Strategy Lead Rank Marketing 130

LinkedFusion

AUGUST 26, 2023

Looking to supercharge your sales and marketing game? Well, ever heard of the LinkedIn account-based marketing strategy? This blog is your ticket to mastering the art of using account-based marketing on LinkedIn. It’s like flipping the script on traditional marketing and making it work hand in hand with sales.

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Account Based Marketing Ideal Customer Profile LinkedIn Account 52

Zoominfo

MARCH 4, 2021

Find stakeholders in charge of purchasing decisions. This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Make meeting scheduling easier for prospects. or “Who are your company’s decision makers?”).

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Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Understanding the Sales Force

SEPTEMBER 20, 2023

Some are written by marketing experts. There seems to be a blurring of the lines between sales and marketing and that’s not useful to anyone. Should marketing understand what salespeople really do? Should salespeople understand what marketing does? Some are written by sales experts. Absolutely.

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Sales Leadership Hiring How To Account Based Marketing 203

MTD Sales Training

JUNE 29, 2017

When your decision-makers see the efforts you are making to support their business rather than just sell products, they will believe you have a part to play in the future of their business. To become a favourite with the decision-maker, you need to personalise the contacts you have with them, customising at every opportunity.

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Decision Maker Hotels Loyalty Up-Sell 163

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. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

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. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52