Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article.

Decision Maker 65

Decision Maker Social Media Infusion Retention 65

Smooth Sale

DECEMBER 19, 2022

Attract the Right Job Or Clientele: Do You Have Favorable Results Upon Delivering Proposals? Each time we present a proposal, it becomes an equal opportunity for hearing either a ‘Yes.’ ’ The worst possible approach for delivering proposals occurs among a small percentage. ’ or a ‘No.’

Proposal 78

Proposal Hiring Lead Rank Decision Maker 78

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 87

Decision Maker ACT ROI How To 87

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. When complete, they email the proposal back to procurement and hope to win. But there’s a problem.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it!

Strategy 52

Strategy Decision Maker Proposal How To 52

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. For a long time, few people could complete that punch list.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

PandaDoc

MAY 8, 2024

Thousands of small and midsize businesses (SMBs) are joining the market every week. Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales?

Ideal Customer Profile 52

Ideal Customer Profile Tools Strategy Decision Maker 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Elevating Your Sales Conversations for the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Sales Evangelist

APRIL 5, 2020

How To Get More Proposals Signed Faster With Pandadoc Have you heard about PandaDoc and how it can help you get more proposals signed faster? This episode will talk about PandaDoc and how you can use it to improve your sales journey. It is their goal to help small businesses increase their sales and revenues.

Proposal 80

Proposal Decision Maker How To Sales Cycle 80

Gong.io

NOVEMBER 16, 2022

Visibility is everything in sales. If you can’t see where each deal is in your sales process and how long it’s been there, you’ll struggle to improve it. . That’s why building and managing a sales pipeline is so important. . It also makes it much easier for you, as a sales manager, to forecast revenue. .

Pipeline 118

Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118

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. In IT decisions, business units, IT and finance are all heavily involved.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

BrainShark

MARCH 3, 2024

You know sales enablement is important and choosing the right technology to help power your team is critical. Whether sales enablement technology is a new initiative for your organization, or your current solution isn’t getting the job done, you need key decision makers on board with your vision for success.

Sales Enablement 62

Sales Enablement Decision Maker Hiring Proposal 62

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Membrain

JUNE 27, 2021

Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”. I recently gave a presentation on strategic pricing.

Lead Rank 116

Lead Rank Lead Scoring Decision Maker Proposal 116

PandaDoc

MARCH 13, 2023

If you are a business, then you are well aware of what a sales cycle is. These days, there is a tendency toward sales cycles becoming slower. This is occurring due to the change in both buying behavior and an increase in decision-makers in companies. What is a sales cycle? Sales cycles can be long or short.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Case Study 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

PandaDoc

OCTOBER 4, 2019

If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. That’s why they invest in improving their proposal development and presentation skills in order to avoid the common mistakes too many sellers fall victim to. It’s how you say it.

Proposal 72

Proposal Conference Face-to-face Decision Maker 72

Understanding the Sales Force

NOVEMBER 3, 2014

Believe it or not, most people still believe that sales success boils down to getting a lot of people to agree to watch a demo. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction' I''m sure I''ve missed a few but you get the gist.

Sales Methodology 212

Sales Methodology Inbound Decision Maker Consultative Selling 212

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. Before engaging potential clients, a marketing agency needs to first identify its target market and generate leads.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline?

Pipeline 52

Pipeline Ideal Customer Profile Top of Funnel Proposal 52

KO Advantage Group

NOVEMBER 4, 2018

This is where you showcase your impact as a business owner, entrepreneur, or sales knockout to your client. Spell out your proposal to your clients in bite-sized content that aligns with their goals. If they’re doing okay, for now, demonstrate what bad could happen in the next 3 or 6 months. Make them yearn for a change.

Proposal 67

Proposal ROI Lead Rank Lead Scoring 67

Understanding the Sales Force

NOVEMBER 13, 2013

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. It''s their sales managers, who are almost as much in the dark as their salespeople. They are in the dark.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

MarketJoy

JULY 22, 2022

Why is creating an effective sales pipeline a nightmare for some businesses? After you read this short article, you will have a full understanding of how to build a robust sales pipeline. A sales pipeline plays an important role in any successful business. Most B2B marketers struggle with lead generation.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Janek Performance Group

NOVEMBER 7, 2023

High-achieving sales representatives exhibit uniquely different sales behaviors compared to their lower-performing counterparts. Unfortunately, many low performers remain unaware of the sales behaviors hindering their success. This feeling is familiar among most sales reps, resulting in a lack of outreach during these periods.

Decision Maker 62

Decision Maker Ideal Customer Profile Lead Generation Sales Qualified Lead 62

Sales and Marketing Management

OCTOBER 14, 2019

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. Positive interactions matter so much because even in the world of B2B, sales are about one person buying from another person. Feelings Matter, Too. I never have.

Customer 239

Customer Closing Proposal Decision Maker 239

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. Qualify leads.

B2B 137

B2B Sales Qualified Lead Closing Face-to-face 137

Sales Hacker

SEPTEMBER 14, 2020

Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. Will the company allow you access to the decision-makers and key staff? Separate the RFP from the Sales Process. What Is an RFP?

Proposal 92

Proposal Government Vendor Hiring 92

Selling Energy

MAY 26, 2023

It’s unlikely they’ll have a full picture of the organization’s needs, much less the ability to approve a proposal from you. Bottom line, if approached with respect and decorum, these non-decision-makers may provide a fast track to the right people.

Opportunity 74

Opportunity Trade Show Decision Maker Hiring 74

Customer Centric Selling

FEBRUARY 18, 2015

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?

Decision Maker 40

Decision Maker Face-to-face Webinar Metrics Segment 40

Mereo

FEBRUARY 1, 2023

The number of decision makers within a buying committee has been on the rise. In your selling organization, your sales professionals and marketing professionals both have important roles to play to serve every member of the buying committee and to lead each member to the relevant value of your solution.

Decision Maker 41

Decision Maker Face-to-face Proposal Lead Rank 41

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. This applies to sales concepts and definitions as well.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

The ROI Guy

DECEMBER 4, 2013

The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision. Technical, financial and business roles all are participating actively, and all have different Points of Value - their perspective of the challenges and pain, the impact of the proposed solutions, and the value derived.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. These include their needs, budget, timeline, and decision-making authority, among others. However, many B2B sales teams struggle with inefficient qualification processes. 67% of lost sales result from improper qualification.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Pipeliner

AUGUST 14, 2020

How can content, and content marketing, help you grow your business? Content marketing is effective in all industries. When you master the strategies of content marketing, you draw new customers to you, instead of having to interrupt customers demanding a sale. Content Marketing is an Inbound Strategy.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98