SalesHandy

FEBRUARY 23, 2021

Trying to find the right people to sell to within your target organization or account can be tricky. Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Let’s first understand who are decision makers in a company.

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Decision Maker Company How To Campaigns 52

MTD Sales Training

AUGUST 18, 2016

We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that they will gain. Think of it this way; if the buyer makes a decision that will save his company money, he’s done just that…saved the company money.

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Decision Maker Benefit Buyer Up-Sell 120

Sales Evangelist

SEPTEMBER 21, 2020

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? It’s become even harder to get a hold of decision-makers. The solution is to go back to personalization.

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Decision Maker Enterprise Enterprise How To 59

Hubspot Sales

MARCH 8, 2023

requires an extensive understanding of finance to back it up. requires an extensive understanding of finance to back it up. While the position is in high demand, this type of salesperson has to have extensive technical knowledge to sell a product or service B2B to prospective customers.

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Decision Maker Pharmaceuticals Salary Travel 104

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. Also, they dissect all data put in front of them to justify your selling position. However, technical decision makers are most skeptical about popular fake data.

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Decision Maker Social Media Infusion Retention 65

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. A Proven Formula for Selling to the C-Suite.

Decision Maker 87

Decision Maker ACT ROI How To 87

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then Google REALLY started marketing! Then they showed up because my neighbor switched to them. Or Google Fibers?

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Google Face-to-face Gatekeeper Decision Maker 221

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. Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. What are the twelve biggest challenges?

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Hiring Discount Decision Maker Call-back 182

No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. I don’t blame salespeople for filling up our various inboxes with unsolicited and unwelcome pitches. How do I sell effectively on social media? How to Reach Decision Makers Every Time. Try This. “My

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Referrals Decision Maker Cold Calling Social Media 316

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?

Decision Maker 59

Decision Maker How To Face-to-face LinkedIn 59

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. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

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. A Proven Formula for Selling to 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. A Proven Formula for Selling to the C-Suite.

Decision Maker 52

Decision Maker ACT ROI How To 52

Zoominfo

JUNE 26, 2020

Traditionally, marketing plans lay out these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

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Ideal Customer Profile Buyer Persona Strategy Marketing 246

Zoominfo

JULY 26, 2023

For years, go-to-market leaders lived by the laws of growth through sales capacity. What we’re seeing in the market is companies running with smaller teams and supplying them with more accurate and highly personalized datasets, to drive more revenue,” says Millie Beetham, director of ZI Labs & GTM innovation at ZoomInfo.

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Ideal Customer Profile Data Scale Marketing 130

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Where does this time go?

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Territories Compensation Scale Decision Maker 396

SBI Growth

JULY 21, 2013

When will Sales catch up with Marketing? Download 8 Strategic Imperatives of Buyer-Centric Selling. 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.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Alice Heiman

SEPTEMBER 13, 2023

If you want to grow your business, your entire go-to-market team has to be in perfect alignment. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it. A fully aligned go-to-market team is crucial to success, and, in this interview, Pouyan shares how he achieves it.

Marketing 88

Marketing Decision Maker Outbound Software 88

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. with your voice lifting up at the end of the word. Like you’re really curious.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 211

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Some firms sell products designed only for small businesses but many companies have products or services that can work for bigger companies but they have fallen into the habit of selling to smaller companies. Much buying is “paused.” A time to plan.

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Enterprise Enterprise Penetration Gatekeeper 432

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.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Understanding the Sales Force

JANUARY 31, 2024

A sales adventure would suggest winging it or seat-of-the-pants selling. The problem that people have with sales process is with the stages and milestones that make up the sales process. In some respects, professional selling is akin to professional sports where everyone who plays must play by the rules. A journey is planned.

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Sales Process Decision Maker Sports Construction 182

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. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” Now I’m sure you can come up with your own questions here, but you get the idea.

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Face-to-face Gatekeeper Decision Maker Licensing 222

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

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.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

MTD Sales Training

JUNE 29, 2017

Many companies we have worked with have measurements to ascertain the satisfaction of their customers with the products they sell, the back-up services they offer and the overall experience that their customers enjoy. Offer inputs to their marketing and sales strategies.

Decision Maker 163

Decision Maker Hotels Loyalty Up-Sell 163

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling.

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Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Mr. Inside Sales

JANUARY 31, 2020

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

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Decision Maker Face-to-face Gatekeeper Inside Sales 198

Product Management University

SEPTEMBER 4, 2023

Consider the fact that portfolio marketing just might be your ticket to strategic product marketing in its purest form, making everything a lot easier with better results. What is Portfolio Marketing? Your marketing messages and sales narratives always lead with the strategic customer value of the portfolio. Here’s why.

Marketing 52

Marketing Lead Rank Positioning Lead Scoring 52

Hubspot Sales

NOVEMBER 20, 2023

In this post, we’ll further explore the concept of using AI to sell into new industries and review five ways your sales team can leverage it. 5 Ways Your Team Can Use AI to Sell Into New Industries 1. Industry Research You can’t sell if you’re not an expert on something. Don’t worry.

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Industry Top of Funnel Decision Maker Demographics 104

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. or “Who are your company’s decision makers?”).

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Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Decision-makers have become more guarded and discerning. More and more people are involved in decisions.

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Decision Maker Face-to-face Pivotal Call-back 62

Zoominfo

MARCH 29, 2023

While the adjustment to a longer selling process can be challenging, a proactive approach can help you secure more wins. Cross-Functional Alignment Your go-to-market strategy depends on alignment. We’ve just released our GTM playbook of modern, automated plays that you can run to speed up actions at every part of the funnel.

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Sales Cycle Intent Signal Lead Rank Decision Maker 130

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. It’s not necessary to work up to an in-person close. Buyers have higher expectations when making purchasing decisions virtually. and adept at using?—?CRM

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B2B Decision Maker Small Business Small Business 156

SBI Growth

AUGUST 3, 2013

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

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Meeting Top of Funnel Marketing Lead Gen 303

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.

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Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130