Sales Training Advice

SEPTEMBER 30, 2011

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. C-level decision makers deal with changing priorities. C-level decision makers are extremely busy. C-level decision makers rely on others.

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Decision Maker Face-to-face Call-back Loyalty 91

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?

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Decision Maker Ideal Customer Profile Top of Funnel Networking 98

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.

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Webinar Metrics Case Study Comparison Small Business 98

Product Management University

JUNE 21, 2023

Developing a content strategy for product marketing requires an approach similar to product positioning. The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start.

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Sales Hacker

JUNE 7, 2021

Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition.

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Conversion Ideal Customer Profile Customer Face-to-face 107

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? The answer, emphatically, is yes!

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Decision Maker Face-to-face Webinar Metrics Segment 40

Adaptive Business Services

JUNE 2, 2021

Executive Sponsor – Ultimate decision maker for all project decisions. An Implementation Workshop addressing the following should be performed to define how Nimble will be set up and configured for your business. Sales, Marketing, and Business Processes to be supported. Decisions and discussions will be documented.

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CRM Decision Maker Salary Commission 96

SalesFolk

MARCH 2, 2021

Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” Even more commonly, I see “Operations” getting lumped together with marketing and extremely different departments that manage different aspects of the business. More free Cold Email treats from my sold-out workshop .

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Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Product Management University

JULY 10, 2020

Here’s how to create business requirements that help product marketing and sales do a better job of positioning and selling value. First, remember that the reasons you build new products and features are the same exact reasons the market buys them. The Ultimate Guide to Portfolio Product Management & Marketing.

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Sales Gravy

DECEMBER 16, 2021

A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. In the first fifteen dials, he spoke to four decision makers and set two appointments. In the first fifteen dials, he spoke to four decision makers and set two appointments.

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Prospecting Decision Maker Call-back Social Media 113

Anthony Cole Training

MARCH 4, 2014

Not getting to the decision maker. Not getting decisions at time of presentation. Not getting timely decisions. The article, "Believe Me, I Have No Idea What I"m Talking About" by Zak Tormala, does a wonderful job exposing how these "records" can actually cause a sales person or marketer more harm than good.

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Decision Maker Analysis Education eBook 180

Hubspot Sales

JULY 13, 2020

It may also be helpful to include the marketing team in the audit as the two teams tend to collaborate on initiatives or projects. Check out HubSpot’s free sales and marketing alignment resources to help you improve cross-team communication and collaboration. Do your reps have assigned target markets? Sales Audit Checklist.

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Hiring Decision Maker Collateral Demographics 98

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

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Highspot

JANUARY 19, 2022

The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. B2C or business-to-consumer sales : Built for B2C-style businesses that market their products directly to consumers. From workshops to full-fledged programs, ASLAN offers a wide variety of options. The Brooks Group.

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Richardson

OCTOBER 20, 2020

Healthcare is evolving and decision-makers are becoming more strategic in nature, so “old conversations and clinical/operational relationships established in the past don’t work like they used to” says Mandy Dunnuck of Philips Healthcare.

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Sales Process Decision Maker Conference Selling Skills 52

Increase Sales

JUNE 30, 2014

This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. of all businesses here in the US having under 20 employees and far more constrained budgets, marketing departments are no longer separate entities. Now with 97.7% Share on Facebook.

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Ideal Customer Profile Sales Qualified Lead Objections Customer 169

No More Cold Calling

JUNE 9, 2019

Marketers think that by blasting all conference attendees with emails, they’ll get some B2B leads. And with few exceptions, this cannot be done online, especially if you’re targeting high-level decision-makers. Learn more about my Virtual Referral Selling Workshop Series. Many companies no longer exhibit at these shows.

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Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Anthony Cole Training

SEPTEMBER 8, 2014

What really caught my attention though was the discussion around the buyer in today’s market and how the buyer has hi-jacked (my term) the selling process from sales people. One of the long-held beliefs about closing a deal was that you had to get to the decision maker.

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Decision Maker Hiring Buyer Sales Methodology 182

Hubspot Sales

JANUARY 21, 2021

He's what he describes as a "marketer with the soul of a sales guy" — an expert in helping B2B leaders more effectively align their sales and marketing teams with over 15 years of experience in both fields. Davis conducts speaking tours and personally consults for businesses in need of guidance on sales and marketing alignment.

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Influencer Twitter LinkedIn Decision Maker 128

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. We can do a workshop with our CEO. But sometimes we call heads of sales, and sometimes we call heads of marketing. And if you like it, we have a couple of different next steps that we can take.

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How To Decision Maker Retention Referrals 84

LeadBoxer

FEBRUARY 4, 2019

Business to business selling is often a complex process, involving several decision makers to close a sale. Decision makers in the B2B selling process can include sales representatives, senior executives, board of directors, the financial department, legal services, researchers, CEOs, and more. Who are Their Competitors?

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B2B Top of Funnel Decision Maker B2C 91

Increase Sales

SEPTEMBER 7, 2012

Many of these learning engagements are based upon objectives that have evolved from much larger organizations where marketing and selling are handled by two different departments. Marketing and selling are combined and salespeople are expected to market the company. Marketing is not selling. People buy from people.

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Small Business Small Business Training Decision Maker 147

No More Cold Calling

JUNE 6, 2019

Marketers think that by blasting all conference attendees with emails, they’ll get some B2B leads. And with few exceptions, this cannot be done online, especially if you’re targeting high-level decision-makers. Learn more about my Virtual Referral Selling Workshop Series. Many companies no longer exhibit at these shows.

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Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Anthony Cole Training

AUGUST 29, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Instead of asking - "Did you talk to the decision maker?" Dont Miss Tonys Upcoming Workshop!

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Hiring Sales Management Decision Maker Ideal Customer Profile 149

Product Management University

NOVEMBER 26, 2018

Your marketing messages speak directly to the agendas of influencers and decision-makers. Or, schedule an instructor led workshop onsite for the most relevant training on the market. Your solutions deliver value that’s indispensable. Your salespeople are treated as trusted advisors. Anytime, anywhere.

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Decision Maker Customer Influencer Sales Enablement 40

Sales Hacker

APRIL 13, 2020

The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Anthony Cole Training

JANUARY 16, 2012

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Did you call on the decision maker? Coaching for Success Workshop. Fix Your Problem Now.

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Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Make them feel as important as possible because while they aren’t the “decision-maker,” they can make your job tremendously more difficult.

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Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Make them feel as important as possible because while they aren’t the “decision-maker,” they can make your job tremendously more difficult.

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Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Make them feel as important as possible because while they aren’t the “decision-maker,” they can make your job tremendously more difficult.

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Gatekeeper Decision Maker Nonprofit Hiring 40

Julie Hanson

OCTOBER 8, 2017

And with the differences between solutions getting smaller and smaller and new competitors continually entering the market, it’s foolhardy to count on it. Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time.

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Decision Maker Proposal Vendor Sales Qualified Lead 112

Babette Ten Haken

DECEMBER 13, 2018

Collaborative storytelling involves everyone in the organization, not just the marketing department. . With so much content being thrown at decision makers, how can your organization’s and association’s voice stand apart from all the content noise out there? Right here, Today. Discover what is Possible, Tomorrow.

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SME Retention Ideal Customer Profile Hiring 69

Product Management University

MARCH 21, 2023

Qualifying the opportunity is usually something that comes from your sales methodology and focuses on things like budget, compelling events, approval process and building relationships with the right influencers and decision-makers. Your target market is the salesforce. Sales Playbook Success: Keeping It Simple!

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Comparison Sales Methodology Buyer Decision Maker 52

InsightSquared

MARCH 9, 2020

She’s inspired our team to look for ways to cut down processes—whether we are ramping up new sales programs, aiming to get a foot in the door of targeted accounts or securing more high-quality meetings with key decision-makers. Tiffani Bova. Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce.

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Energy SalesForce LinkedIn Decision Maker 87

Sales Evangelist

NOVEMBER 17, 2019

Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. Use these strategies and tactics to make contact with the decision-makers: create a profile, build and stay focused on a specific list of desired traits, and use the right kinds of tactics.

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Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Babette Ten Haken

MAY 28, 2018

In addition, STEM professionals are exposed to marketing and sales-based storytelling styles, when attending professional meetings featuring vendor exhibitors. However, these stories often leave technical, medical and engineering-based decision makers unimpressed, uncomfortable and, therefore, unengaged. Let’s explore why.

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SME Engineering Decision Maker Government 48

Pipeliner

JULY 12, 2018

Decision makers are on vacation, and buyers aren’t always as responsive. He is the author/co-author of four books on marketing and sales. He draws on more than thirty years of experience, and his keynotes and workshops are in global demand by companies in North America, Europe, Africa, and the Far East.

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Decision Maker Webinar Metrics Quota Trends 40