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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

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.

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. Admit it, you’ve invested time and resources to prepare for a sales call, only to find you’ve reached the wrong person. Who’s the right decision-maker now?

Multiple Decision Makers? 5 Strategies for an Easier Sales Process

Hubspot Sales

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. It also confuses and delays the decision-making process.

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. Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s FREE 40 minute online training session.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. Here are a few ways to determine which type of prospect you're speaking with.

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors.

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

MarketJoy

Savvy sales professionals know that the most fruitful lead generation activities come from in-depth knowledge of exactly who you are talking to. It is also about understanding the difference between decision makers, gate-keepers, and influencers. Knowing the nature of each can make the whole sales process slicker and more effective. How to Identify Sales Prospects. Decision Makers. The Sales and Marketing Blog from MarketJoy, Inc.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer.

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

DiscoverOrg Sales

The Last Mile Effort of Pre-Sales Customer Analysis. 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. This should be done by a strategic market analyst.

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. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. Use sales intelligence data and tools.

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.

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.

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. If you’ve done your job well, the prospect knows they are a good fit.

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

[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. We partnered with noted sales linguist and author Steve W. Vendor market position advantages.

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

DiscoverOrg Sales

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. What is global account-based sales development?

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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Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out.

Why Sales Is Like a Taco

DiscoverOrg Sales

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. The Shell: Holding the Prospecting Relationship Together.

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

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset.

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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? Read on to see what keeps HR leaders up at night – and what they want sales to know. What’s the scope of responsibility for an HR decision-maker?

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

DiscoverOrg Sales

Sales professionals know it better as renewal season. Read AJ’s Story – and the Split of Inbound and Outbound Sales Development. A new role was born: a Sales Development Rep for existing accounts. Grab our new ebook, The Power of Sales Intelligence.

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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!

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. 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.

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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.

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. But how do you use this data to make an informed, relevant sales pitch? Don’t make a discovery sales call to the CIO. To wit: Two of our CIO panelists mentioned the importance of having a very focused sales pitch. Who do you think made the sale?

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with nine tips from our top sales closers. If you’ve done your job well, the prospect knows they are a good fit.

[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. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. 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.

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

DiscoverOrg Sales

DiscoverOrg’s VP of Sales, Steve Bryerton will present one of our highest attended webinars, Maximize Your Tradeshow ROI. 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! Trade show season is here.

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

DiscoverOrg Sales

These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. From DiscoverOrg CEO Henry Schuck: When DiscoverOrg partners with sales researcher Steve W. They assume it’s because of their sales prowess or their solution’s superior functionality … but this may not be the case. Only care about making the sale.

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

DiscoverOrg Sales

DiscoverOrg’s VP of Sales, Steve Bryerton will present one of our highest attended webinars, Maximize Your Tradeshow ROI. 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! Trade show season is here.

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

DiscoverOrg Sales

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference?

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. You can facilitate the process and increase your sales with these individuals, however, if you understand a few business principles. 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.

Internet Killed The Telesales Star?

MTD Sales Training

The outdated methods of cold calling, face-to-face networking and door to door sales are failing fast in the face in the ever-blossoming rise of the internet. Sales professionals hate making cold calls and people hate receiving them. MTD Sales Training.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. The client, a Fortune 500 tech leader, was already using DiscoverOrg sales intelligence to sell to enterprises, but saw opportunity in the SMB space. Of course, few companies make purchasing decisions on a franchise level. Decision-makers only.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The fast innovation taking place in sales enablement technology has served as rocket fuel and turned this into the movement it’s become, adding both efficiency and reach at an exciting pace. times more likely to have adopted an Account-Based Marketing (ABM) strategy.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. In some sales situations, it is necessary to align with the buyer’s thought process in order to win; these buyers are experienced and knowledgeable about their business and technical fields.

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Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

But there’s also a cost behind automating the core sales and recruitment processes. We want to simultaneously make the prospecting process more effective while also leveling the playing field. Our sales intelligence data is automatically updated and human-verified.