InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? “I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Troops

NOVEMBER 6, 2018

Lookalike Decision Makers from Your Existing Customer Base: Access to Unique Insights. Lookalike decision makers are people in your existing customer base that are in similar situations to a key decision maker in the account you’re hoping to sell. This is especially important when deals are being blocked.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

MarketJoy

JULY 10, 2018

By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting. The more genuine the conversation sounds, the more likely the decision makers will be interested in sharing their needs. Specialization is the key to score numbers in sales.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

EyesOnSales

OCTOBER 13, 2017

Moreover, because the B2B sales cycle is arduous and it can take 18 months or longer to convert, salespeople need to wholly understand prospects and customers to keep them engaged.

Strategy 51

Strategy Oracle Decision Maker Construction 51

OutboundView

JULY 14, 2019

Their team syncs their messaging with your brand’s and finds prospects so that your sales staff doesn’t have to. Location: Coral Springs, Florida Website: [link] Company Overview: SalesRoads offers the opportunity to reach the seemingly unreachable decision makers at larger organizations. Case Studies: [link]. SalesRoads.

Outsourcing Services 34

Outsourcing Services Company Ideal Customer Profile Case Study 34

Artesian Solutions

MARCH 11, 2019

It’s vital to provide decision-makers with the needs-based intelligence and insight they need to make informed and insightful decisions, for instance which new technologies they should invest in and which are simply hype with little real substance. This is why a establishing a customer needs based approach is so vital.

Solutions Selling 45

Solutions Selling Customer Segment Decision Maker 45

Cience

JULY 25, 2019

Meanwhile, your decision-makers can write to you at any time of day or night. Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. By the time the prospect gets to a human being, she/he has already received answers on their most urgent questions.

Lead Generation 56

Lead Generation Sales Qualified Lead Lead Rank B2B 56

Crunchbase

APRIL 1, 2022

Here are 25 of the top sales tools to keep your sales team profitable and productive in the following categories: Customer Relationship Management (CRM) Account-Based Marketing (ABM) Email Management Sales Productivity Customer Success Data Integration Prospecting. Oracle Data Integrator. There is no coding needed for any of them.

Ideal Customer Profile 72

Ideal Customer Profile Sales Tools Tools Account Based Marketing 72

The Digital Sales Institute

NOVEMBER 13, 2023

A method where each salesperson teaches the prospect something about their business, tailors their pitch to match the customer concerns, and takes control of the sales process. Oracle used this sales methodology. Situation: Understanding the prospect’s situation at the moment. SPECS SPECS is another of the sales methodologies.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

Close.io

OCTOBER 29, 2019

You see a huge conversion opportunity in a prospect. However the next day, your prospect gives you a “no.” The smarter strategy is connecting with your customers on a deeper level, identifying the decision-makers, and creating a consensus. It shows prospects that you genuinely care. You’re elated. What went wrong?

Demand Generation Targets 57

Demand Generation Targets Account Company Prospecting 57

Zoominfo

OCTOBER 15, 2018

43% of business decision makers use Twitter to discover new products and solutions ( source ). 34% of business decision makers use Twitter to research for an IT initiative ( source ). 29% of business decision makers use Twitter when making a purchase decision ( source ). Oracle ( @Oracle ).

Handbook 113

Handbook Twitter B2B Oracle 113

Sales Hacker

MAY 24, 2019

My team and I interviewed 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone. In short, disqualifying prospects as soon as it’s clear the deal won’t close. Let’s Start With Why Disqualifying Prospects Is Important. In other words, when prospects say, ”Hmm, interesting,” and reps hear, “Sold!”

Scale 101

Scale Sales Qualified Lead Quota Decision Maker 101

DiscoverOrg Sales

AUGUST 23, 2018

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social media lets us go beyond a normal sales pitch to create a relationship-based network of future prospects and opportunities.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

AUGUST 23, 2018

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social media lets us go beyond a normal sales pitch to create a relationship-based network of future prospects and opportunities.

Social Selling 120

Social Selling Social Media Media Twitter 120

OutboundView

SEPTEMBER 20, 2018

We hear prospects say things like “we target the mid-market” or “we focus on enterprise customers” – but what does that actually mean? We at OutboundView help our customers build buyer personas by focusing on two categories: Decision Makers and Doers. These personas clearly establish who the targets are for your team.

Paid Content 34

Paid Content B2B Top of Funnel Outsourcing Services 34

The Digital Sales Institute

MARCH 24, 2020

Some noteworthy sales figures you might find interesting is that over seven decision-makers now engage in the purchasing process on average. To get some sales tips for new salespeople meant going out and asking some senior sales managers working in companies such as Dell, Oracle etc. Here is what they told us. Sales Tip 1.

Decision Maker 45

Decision Maker Oracle Journal Fashion 45

InsideSales.com

OCTOBER 14, 2019

However, according to a 2010 Customer Experience Report by RightNow (acquired by Oracle in 2011) and Harris Interactive, 82% of customers surveyed abandoned a company because of bad customer service. Aside from helping them with their sales process, a prospect also looks for SaaS providers they can rely on.

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

Markempa - Inside Sales

OCTOBER 31, 2016

Those sales development teams might follow up on inbound marketing leads or use outbound prospecting to set appointments or develop opportunities. That credibility opens doors and buys a few more seconds of attention from prospects than does the brand of a company no one has heard of. #2. Salesforce.com. Just to name a few.

Revenue 45

Revenue B2B Lead Rank Buyer Persona 45

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Sales Hacker Training

MAY 12, 2020

He’s worked at Xerox, PTC, the very famous PTC which spun out so many incredible sales leaders, EMC Oracle, and now again VP of EMEA sales at Datadog for the last two years. Combined top-down, bottom-up alignment to the customer decision processes [13:47]. We’re excited to have him on the show. Patrik, welcome.

Hiring 52

Hiring Scale Lead Rank Call-back 52

Sales Hacker Training

NOVEMBER 21, 2022

There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Create your ideal customer profile(s) and automatically find leads from a proprietary database of 400 million verified prospects. Bombora Know what your prospects are thinking.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

The ROI Guy

OCTOBER 24, 2014

Unfortunately too many companies are using outdated product pitches when trying to reach prospects, providing negative value-add to the engagement A new study by The Economist bears this out; with 71% of business execs saying content from companies turns them off when it seemed more like a sales pitch than valuable information.

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90