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New Data: Top Salespeople are 7562% Better at Winning RFPs

Understanding the Sales Force

That a company would prioritize price over mission critical components or kits is disgraceful, but what if it wasn’t company policy? When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded. Replace them!

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Sales Challenge: Gaining Access to the Decision-Maker

Carew International

One of the most significant challenges for any sales professional is gaining access to the ultimate decision-maker(s), particularly when we have a contact who engages us in our sales effort, but he or she is not making the final decision. A lack of direct access to the decision-maker is frustrating for many reasons.

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Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

MTD Sales Training

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. In the following three articles, I will give you some extremely powerful and effective ways to deal with the no-name policy situation. Happy Selling.

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Six Ways to Put Enterprise Sales in the Fast Lane

Zoominfo

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

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Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name

MTD Sales Training

Now, let us see how you can use that name to reach your decision maker (DM). Handling the “No Name” Policy When Cold Calling: Part III – When You have No Info. The post Handling the No Name Policy When Cold Calling: Part II – What to Do with A Name appeared first on MTD Sales Training. Using a Name. Sean McPheat.

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One Easy Way to Double Your Sales This Year

Mr. Inside Sales

Note: Before recording, always check and follow any state laws—as well as company policies—to maintain compliance!). I think you and your company deserve better—give it try for 90 days and see for yourself! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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How to Develop a Customer Insight Report Your Whole Team Can Use

Zoominfo

And, you can only achieve that level of consistency by maintaining a shared understanding of what’s in the minds of the decision-makers you’re targeting. For example, say a CEO at one of your target companies has adopted a new policy that demands strict ROI measurements for all future purchases.

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