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How to Sell to Decision-Makers & Influencers, According to Sales Leaders

Hubspot Sales

Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. In this post, we’ll explain how to identify sales leads you may be in conversation with, and give insight from expert sales leaders on how to sell to decision-makers and influencers.

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4 Tips for Selling to Multiple Decision Makers

Carew International

Selling to multiple decision makers is a universal challenge for sales professionals. Often times, it isn’t just the number of decision makers, it’s the inability to get all decision makers in the same place at the same time to explore, discuss or to hear our sales presentation.

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Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

Sales Tips: Maintaining Contact with Decision Makers. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. That said, many sellers get delegated but in the hand-off lose contact with decision makers. Larger transactions are likely. Shorter buying cycles will often result.

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Taking sales to the next level

Sales 2.0

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Sales comp plans can also become too complicated for sales people to clearly know what to do on a day-to-day basis to maximize their income.

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Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Further, the number of decision-maker conversations won’t tell you the quality of those conversations.

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Crush Your Goals: Five Tips for Enterprise B2B Account Executives at Quarter Start

MEDDIC

To maximize your impact, it’s crucial to prioritize ruthlessly. This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Strategic Accounts: Target key decision-makers at your “dream accounts.” Not all accounts are created equal. Analyze why.

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The Best Places to Research a Prospect Before a Sales Call

The Center for Sales Strategy

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

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