Zoominfo

OCTOBER 22, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. If you’re looking to start making more enterprise deals, your business development rep will need to identify and profile multiple decision-makers.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Emissary

FEBRUARY 9, 2021

Navigating complex clients to identify the right expansion points, clarify decision-makers, and develop approaches that resonate. White Space: Elastic uses Emissary Account Briefs to uncover unsolved business problems and shape focused penetration strategies. The challenge? The solution?

Account 52

Account Strategy Case Study Decision Maker 52

Zoominfo

AUGUST 26, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. If you’re looking to start making more enterprise deals, your business development rep will need to identify and profile multiple decision-makers.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Hubspot Sales

JULY 1, 2020

Aim to negotiate with decision-makers. If you're negotiating with multiple lower-level representatives, you're likely going to make concessions that discount your initial quote or offer — meaning you're going to already be at a disadvantage when you finally try to strike a deal with a decision-maker.

Negotiation 128

Negotiation Strategy Decision Maker Scale 128

Zoominfo

MAY 31, 2022

Ensure optimal coverage Account coverage refers to your ability to penetrate a large number of key accounts. There are two primary types of data you will need for optimal account coverage: Business structure data : This refers to information regarding a company’s hierarchy and decision-making process.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Steven Rosen

JANUARY 28, 2024

This mobilization requires active involvement from various departments, with a particular emphasis on engaging decision-makers. She states, “You’d have like 9 stakeholders between compliance, privacy, CIO, security, what have you, the business side of things.”

Video 156

Video Sports Decision Maker Quota 156

No More Cold Calling

AUGUST 1, 2013

Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. Imagine the impact on your sales, revenue, and profits when your team commits to referral selling. You will: Double your sales force without adding to your payroll. Ace out the competition and seal the deal.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

HeavyHitter Sales

NOVEMBER 10, 2015

  The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. In key accounts, salespeople must penetrate new organizations, navigate to key C-Level decision makers, and dovetail their products' benefits to customers' internal politics.

Webinar Metrics 60

Webinar Metrics Decision Maker Strategy Penetration 60

HeavyHitter Sales

MARCH 30, 2014

Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Influence the Hidden Organizational Politics That Impact Decision Making. Sales Strategy. Heavy Hitter I.T. Readers will find advice on how to win over C-level I.T.

Competition 97

Competition Decision Maker Penetration Study 97

DiscoverOrg Sales

APRIL 16, 2019

Multiple stakeholders = multiple decision-makers. Basically, corporate hierarchy lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly – and sell more. Enterprise sales are also known as complex sales for a reason. Long sales cycle (six months or more).

Enterprise 120

Enterprise Enterprise B2B Data 120

PandaDoc

FEBRUARY 23, 2024

What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? What potential deals could result from building this relationship? What’s their business value? What strategic goals can it help me achieve? What’s the effort needed to pursue this opportunity? What ROI could we expect from this?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Selling Energy

OCTOBER 10, 2018

When it comes to getting face time with a decision maker, some companies are hard to penetrate. At times, you don’t know where to start because they may be large, complex and opaque when it comes to decision-making. Who should be approached first? The chief operating officer? The vice president of sales?

Penetration 40

Penetration Decision Maker Face-to-face Resources 40

Zoominfo

MARCH 9, 2021

When carrying out persona mapping, it is important to understand that there may be multiple decision-makers when it comes to making a B2B purchase decision. According to Gartner , “The typical buying group for a complex B2B solution involves six to 10 decision-makers.”

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

OCTOBER 5, 2021

A quality data provider helps you understand what motivates decision makers — this can further legitimize your GTM strategy. After all, the first step to optimal market penetration is finding proof of concept through customer satisfaction. Locating and organizing this intel looks like this: 1.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

HeavyHitter Sales

MARCH 30, 2017

Since my area of expertise is Sales Linguistics (the study of how customers use language during the complex decision-making process), I frequently help my clients create the marketing campaigns they use to penetrate new accounts. As a result, I’m asked which contact data provider is the most accurate and best to use.    

Study 60

Study Data Penetration Decision Maker 60

Carew International

APRIL 8, 2021

Buried deep in the reptilian portion of the all-too-human brains of decision-makers there lurks the pain and pleasure motivations derived from centuries of survival. In addition to the obvious pursuit of new customers, the same skill set can be used for penetrating existing accounts and developing new business opportunities.

Prospecting 66

Prospecting Penetration ACT Decision Maker 66

Sales Hacker

FEBRUARY 1, 2021

These initiatives fail to engage decision makers. If each year you build the value you deliver across the customer organization and penetrate new departments with solutions (that ideally are interlinked) it’s going to be harder and harder for the client to replace your products and services with those of a competitor.

Retention 73

Retention Ideal Customer Profile Customer Decision Maker 73

HeavyHitter Sales

APRIL 7, 2013

During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Increasingly, purchasing has more say over decisions that were previously made solely by business areas. Inability to Penetrate New Accounts. Product Commoditization.

Study 146

Study B2B Penetration Lead Rank 146

Partners in Excellence

APRIL 28, 2013

We get the programs and products we need to better penetrate our territories. Not only does it have to be aligned with the company strategic priorities, but they have to convince all the stakeholders and decision-makers in the food chain that this is the project that need be done. Related Posts: No Decision Made!!

Decision Maker 98

Decision Maker Penetration Territories Up-Sell 98

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 ? How do we keep a conversation going with the top decision-maker? Most C-Level Decision Makers Prefer Referrals. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Crunchbase

FEBRUARY 2, 2023

However, for developing markets where credit penetration is low or having a credit history is less common, BNPL has a robust use case. In developed countries where credit is traditionally accessed via credit cards, buy-now, pay later can be seen as a nice-to-have.

Lead Rank 59

Lead Rank Lead Scoring Company Leads 59

Crunchbase

FEBRUARY 22, 2021

Account penetration + identify the ideal customer profile. Penetrating accounts is a strategic science. At CIENCE, identifying ICP consists of collecting a minimum of 22 data points , including targeted companies by their industry, size, revenue, and region, as well as the titles of decision-makers by their contact information.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Zoominfo

OCTOBER 5, 2021

When carrying out persona mapping, it is important to understand that there may be multiple decision-makers when it comes to making a B2B purchase decision. According to Gartner , “The typical buying group for a complex B2B solution involves six to 10 decision-makers.”

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Hubspot Sales

DECEMBER 9, 2020

Our assessments feature penetration testing to simulate those breaches and see where and how you might be most vulnerable to them — along with several other services to cover virtually any other risk scenario. Qualify: Understand the decision-making unit (DMU). Add value: Develop a customer champion; gain access to key decision makers.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

SugarCRM

JUNE 6, 2023

Most companies struggle with the lack of real-time customer data that can be leveraged by sales teams and decision-makers within enterprises. This dynamic significantly reduces operational costs linked to market penetration and local transactions. They also offer predictability, consistency, and control.

Enterprise 26

Enterprise Enterprise CRM Territories 26

HeavyHitter Sales

JANUARY 1, 2012

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. No Decision as the Main Competitor – For sales forces involved with large capital expenditure sales cycles, never before has the mantra “Call High or Die” been so true. Books For Heavy Hitters.

Trends 121

Trends Decision Maker Study Analysis 121

Crunchbase

MAY 18, 2022

For each targeted buyer, look first to your current inbound marketing and then pursue additional resources, where necessary, to determine: Who are the decision-makers and stakeholders (e.g., What types of content will resonate with each stakeholder and decision-maker? your ideal contacts)?

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

HeavyHitter Sales

MARCH 20, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Great Sales Quotes From C-Level Decision Makers. Books For Heavy Hitters. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. How to Hire a VP of Sales.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

Hubspot Sales

DECEMBER 23, 2022

Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. This can be used to estimate “vendor penetration” and identify opportunities in underserved markets. For more advanced functionality, paid plans start at $39 per user per month.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

HeavyHitter Sales

DECEMBER 27, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. It is the first book to fully explain how to master sales linguistics, the study of how the customer's mind uses and interprets language during the decision-making process. Books For Heavy Hitters.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

HeavyHitter Sales

AUGUST 2, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. That’s exactly why I wrote Heavy Hitter Sales Psychology : How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. C-Level Executives Usually Aren’t “Product” Decision Makers.

Penetration 108

Penetration Decision Maker Software Software 108

MarketJoy

JULY 10, 2018

Pioneered by technology companies like Salesforce and Oracle, the concept of sales development has since emerged as a proven tactic for reaching out key decision makers and penetrating target accounts. The more genuine the conversation sounds, the more likely the decision makers will be interested in sharing their needs.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

Sales Hacker

FEBRUARY 14, 2018

Cold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers , but at every stage of the funnel. Cell phone penetration will exceed world population. Let me rest my case: 1. Social Selling is an epidemic.

Cold Calling 77

Cold Calling Top of Funnel Face-to-face Funnel 77

SalesLoft

APRIL 5, 2017

No matter how targeted and qualified an account is, you’ll almost never connect with a decision maker on the first try. You need to have the right platform and strategy in place to engage with the right people and move an account forward.

Account 52

Account Video Penetration How To 52

SBI

OCTOBER 1, 2014

Sellers can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. Qvidian let’s you bettercommunicate value, accelerate sales cycles and increase market penetration. LinkedIn ToolSkool. Qvidian ToolSkool. SAVO Group. Savo_Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

DiscoverOrg Sales

JUNE 8, 2016

Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. But there’s also a cost behind automating the core sales and recruitment processes. Fallible human error may be bypassed, but now we’re faced with consuming literally thousands of data points.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

MARCH 24, 2015

This guy is not a decision maker – why should I “waste my time” with him? Account Penetration. With this plan, I will never have to dance around these questions and excuses again: Isn’t my time better spent doing follow-up with existing opportunities than sifting through crappy leads? I’m burnt out.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120