Decision Makers Want To Deal With Decisive People

The Pipeline

A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” 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.

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?

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? With the right data, you should no longer be in the dark when your favorite prospect hits the road.

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. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell….

Multiple Decision Makers? 5 Strategies for an Easier Sales Process

Hubspot Sales

Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price. It also confuses and delays the decision-making process.

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.

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. How to Identify Sales Prospects. 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. Who do the stakeholders in the organization listen to, for their own research and decision making? ProspectsShare.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

A lot of companies struggle to get prospects to show up to sales demos. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. Who are the relevant decision-makers at their company?

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. And so we were trained to seek out a direct number for every prospect on our call list. Empower the sales team to target higher-level decision makers.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

We have trade show prospecting down to a science. 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. Set specific prospecting goals. Connect with prospects in the moment.

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.

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

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.

[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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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 If you’ve done your job well, the prospect knows they are a good fit. And if they are a CEO or the decision maker, they have the power to make it happen.”

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.

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.

Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. They will ask plenty of questions to unearth the facts they need to make a decision.

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.

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

DiscoverOrg Sales

It could be a target prospect account you’re already researching, or a current client you’d like to expand. A sales rep or account manager “owns” the Novartis whale account on the sales side, and Marketing “owns” anything defined as a campaign. And as an ABE company, marketing will take the lead on campaign activities because they are the team with that kind of expertise. Define parameters for sales prospecting.

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

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. You can watch it here: What is marketing and sales intelligence – and what can it do?

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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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Why Sales Is Like a Taco

DiscoverOrg Sales

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside.

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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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.

Internet Killed The Telesales Star?

MTD Sales Training

Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations. 90% of buying decisions are based on internet research – Gartner research.

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 If you’ve done your job well, the prospect knows they are a good fit. And if they are a CEO or the decision maker, they have the power to make it happen.”

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Gain further insights prior to the webinar and read a detailed approach before and after these events in this article written by Head of Marketing, DeAnn Poe. See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here.

Putting Together The Proposal

KO Advantage Group

More specifically, six straightforward slides that should contain all the significant information your prospects should know. They have to make a decision today or in two weeks, this is the part where you instill this thought in their heads. Hooked up to the last slide.

[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.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Gain further insights prior to the webinar and read a detailed approach before and after these events in this article written by Head of Marketing, DeAnn Poe. See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here.

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

DiscoverOrg Sales

Here’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. Marketing VPs. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. IMPORTANT: Be upfront about your intentions with your prospects. Download the free ebook: The Superhero Life of Your Prospecting Email.

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

DiscoverOrg Sales

If you do it right, eventually you reach a place where more reps are leaning toward the closing – not the prospecting. We were doing great with marketing. But if marketing scales, you can push your reps into a closing role.

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. Marketing Manager .

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.

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. What if I could tell you that your days of prospecting are over and you could have a calendar full of appointments in the next few days?

Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. Peter Drucker said the purpose of business is two fold: Marketing.