Zoominfo

FEBRUARY 23, 2021

With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.” Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. Let’s look at the “short list claim”, and decision makers. Besides, not everyone is in a position to get or generate referrals.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Mr. Inside Sales

NOVEMBER 7, 2019

How are your leads and your territory? Yet just six months later, she choose to take action out of her vision, and she overcame this traumatic event (and disability) and was soon surfing competitively again—and winning. In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”. Think about the circumstances in your own life.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

Hubspot Sales

SEPTEMBER 16, 2020

During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call? What objections do you expect to encounter? Is this individual the appropriate decision-maker for this purchase? Territory Management. Which questions should you ask? Deal Management.

Sales Process 124

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 124

Mr. Inside Sales

DECEMBER 13, 2019

If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) The Law is simple: The Universe responds to what you feel and believe to be true. accordingly. Upcoming Schedule.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

LeadFuze

JUNE 3, 2021

This isn’t as important if you’ve got a small team that covers one lead type in one territory. However, if you operate in different territories, locations, or industries, it’s good to assign lead and prospecting responsibilities as soon as possible. They have the power to make the decision about buying from you. Gatekeepers.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Pipeliner

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. Prepare For Objections. Objections are a natural part of any sales call. The biggest objection you want to prepare for is the one most prospects are thinking in their mind: “why should I care?” Each prospect’s objections will be different.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Hubspot Sales

OCTOBER 26, 2020

Involve the decision maker as soon as possible. One way to improve win rate down the line is to simply ensure any Decision Makers are involved with the process immediately. Ian Byrne , Enterprise Territory Manager for HubSpot, says the key point in all aspects of closing a deal is to not make assumptions. "If

Hubspot 124

Hubspot Decision Maker How To Follow-up 124

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Preparation.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Anthony Iannarino

AUGUST 22, 2020

Territory and Account Plan: You need a territory and account plan to guide your effort in deciding where you are going to find these opportunities and your strategy for helping compel them to change. Then there is the challenge of bringing them into the conversation, sometimes over your main contact’s objections.

Territories 79

Territories Decision Maker Opportunity Cold Calling 79

Hubspot Sales

AUGUST 6, 2019

You should also lay out the foundation for how your organization assesses and communicates with decision makers. Include common objections that arise during your sales process. And let new hires respond to those objections before supplying them with ready-made scripts. Practice negotiating and common object handling.

Hiring 119

Hiring Training Hubspot Inbound 119

Hubspot Sales

OCTOBER 27, 2020

Repairpeople thrive when talking to a prospect with similar technical knowledge, but they often run into trouble when interacting with non-technical decision-makers. They tend to be colder and more objective with prospects — believing that products should be sold on their merit as opposed to reps' personalities.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

Sales Hacker

MAY 5, 2020

We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. Mounting uncertainty, dwindling budgets, and industry-wide slowdowns have put most decision makers in a defensive and reactive state of mind. It’s like a sudden punch to the gut, isn’t it?

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

Closer's Coffee

APRIL 23, 2020

Small number of decision-makers (1-3). Moreover, because of their proximity to individual territory markets, they serve as front line info gatherers as it pertains to specific territory buying patterns. This information is useful for sales and marketing decision makers who are likely working from a distance.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

InsightSquared

JUNE 16, 2020

But key steps in the sales process as well as best practices are quickly forgotten once a rep is immersed in their territory. . Your guided selling solution could prompt them to schedule a follow up meeting, engage with a decision maker or acknowledge it’s the dates are off and push the close date to reflect the true status. .

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

Zoominfo

MAY 13, 2018

As a sales manager, analytics can inform nearly every decision you make from assigning quotas, to territory size, to the number of reps on your team, to the amount of revenue you can expect your team to bring in. 40% of business objectives fail due to inaccurate data. Up to 25% of B2B database contacts contain critical errors.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

LeadFuze

OCTOBER 20, 2023

In fact, research by the RAIN Group reveals that 82% of decision-makers accept meetings from proactive sales professionals. But remember, the golden opportunity lies in using these insights to overcome objections they may have about your product or service.

Cold Calling 52

Cold Calling Hiring Lead Rank Lead Scoring 52

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. Decision-maker: The person in charge of making a final decision on the sale. Does the prospect fall within my territory? Goal: Get to a connect.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. While 88% of buyers do business with trusted advisors, just 40% of decision-makers describe the sales profession as trustworthy. Targets and closes high-value clients.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Zoominfo

JUNE 6, 2019

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Read more] Overcoming Sales Objections: The 5-Point Guide. In fact, 78% of decision-makers have taken an appointment or attended an event that came from a cold call ( source ).

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Sales Training Connection

JUNE 26, 2013

That means salespeople must have the opportunity to develop account strategies, call on key decision makers, and handle tough objections. The program cannot be academic in tone or esoteric in content. Today’s sales simulations deliver on that mandate better than any other type of program. Practice and Feedback.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Lessonly

JUNE 16, 2021

Or, maybe you want to improve customer retention and territory expansion? Once you’ve identified the gaps, you’ll know where to direct your training skills list and development objectives. This part is all about setting objectives of training and development to fill the gaps you just identified. Double your customer base?

Training 26

Training Decision Maker Objections Territories 26

Closer's Coffee

MAY 28, 2019

Now it involves technology, talent assessments, hiring and developing, consulting sales performance, competency design, compensation design, and territory realignment. Every decision requires more buying influences. Who’s the decision maker? Who is the economic buyer? We don’t plan it.

Sports 72

Sports Hiring Trends Decision Maker 72

Hubspot Sales

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? Who else will be involved in the purchasing decision? How have you made purchasing decisions for products similar to ours in the past? What objections to this purchase do you anticipate encountering? Do you sell to their industry?

Sales Qualified Lead 143

Sales Qualified Lead Buyer Persona Hiring Decision Maker 143

LeadFuze

DECEMBER 31, 2021

My territory is too small, and I dont have enough opportunities. However, only if no one else is reaching those objectives or very few people are achieving them should you consider this as an excuse. This sales cycle is very difficult because there are many decision makers and potential obstacles.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

LeadFuze

MARCH 10, 2021

Who are the people who have the final say in making a decision? If it’s a big enterprise, chances are, there are many decision-makers in the company you have to deal with. What concerns will these decision-makers likely have? Ask what can attract or repel those decision-makers from your solution.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Hiring Decision Maker 98

Zoominfo

NOVEMBER 3, 2019

As a sales manager, analytics can inform nearly every decision you make from assigning quotas, to territory size, to the number of reps on your team, to the amount of revenue you can expect your team to bring in. 40% of business objectives fail due to inaccurate data ( source ).

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Sales Training Connection

JANUARY 4, 2017

Many decision-makers and influencers are involved, the needs and issues are multi-layered and often conflicting, and the solution configuration and implementation management is likely to be complex and sophisticated. 2) Determine how you fit against the customer’s decision criteria. The fit is a two-way street.

Decision Maker 73

Decision Maker Competition Account Fashion 73

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Objection Handling. Territory Alignment. Guest Post. Negotiations.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Xactly

APRIL 11, 2018

Allow for an open forum here and test out the objectives with reps to get an initial temperature on this year’s goals. Point people and decision-makers need to be set in stone before a plan is even implemented. Bob and Justin also cover: Territory alignment. Whose Approval Do You Need for Design Changes?

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Sales Hacker

MAY 1, 2018

5) Sales process, hiring, and territory management in enterprise sales [9:27]. 8) Pricing as an objection [25:30]. Sales process, hiring, and territory management in enterprise sales. Their muscle memory was cut out for high-velocity sales but our new approach involved more meetings and more decision makers.

Hiring 47

Hiring Account Based Marketing Enterprise Enterprise 47

Sales Hacker

NOVEMBER 22, 2017

My territory / opportunities are too small. The objectives are unrealistic. However, question their judgement only if no one else, or very few outliers have achieved those objectives. This sales cycle involves too many decision makers and obstacles. Our goals are unattainable. My Workload Is Too Overwhelming.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Zendesk Sell

MARCH 28, 2019

Summary objective. Representing our brand as the first point of contact between Domestic and International C-level executives, decision makers, and influencers. As an Account Executive at Zendesk Sell, you will be responsible for managing and closing opportunities within a territory. Nail your job description sections.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. Do you have tools that allow you to easily identify things like your deal momentum or the buyer-side decision-makers you’ve spoken to? Step 1: Set clear goals.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Mindtickle

JANUARY 27, 2016

Map out the objectives according to the ramp up time that is appropriate for your business. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Mindtickle

JANUARY 27, 2016

Map out the objectives according to the ramp up time that is appropriate for your business. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices. 30-60 day: Clear articulation of the value proposition, basic objection handling, and how to use best practices.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. That the decision maker or the economic buyer is going to create new money for their solution.

Hiring 40

Hiring Territories Scale Top of Funnel 40