Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

We’ve taken DiscoverOrg’s available data on political donations and matched it to the prospect’s job and seniority level for a unique way of looking at political affiliation among B2B decision-makers: Based on donations, do political affiliations vary by role and/or seniority level?

3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? No, but maybe they are claiming to have more power than they really have in the decision-making process. Decision Makers selling to decision makers

Decision Makers Want To Deal With Decisive People

The Pipeline

A question I regularly ask when working with a group of reps on prospecting, is “who do you call on?” The answer I get is “the decision maker”. Now I have used a lot of different directories and databases, and they all give a title, not role in decision.

Value Helps Sellers Reach Decision Makers

Score More Sales

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. Do you ever look through dozens of email conversations for something that is critical to making a purchase decision?

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Smart Selling Tools

Who’s the right decision-maker now? In addition, enriching company data with individual contact information will help you narrow down your audience to focus in on the decision-makers with whom you should be engaging.

How Can I Get Access to the Real Decision Makers?

Sales Benchmark Index

Social Selling LinkedIn Sales Rep Resources Social Prospecting Selling in the information age can be challenging. 20 years ago buyers were dependent on sales representatives. The representative was the main source for providing product insights and education.

What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

Dave Kurlan booking appointments reaching decision makers phone prospecting top of the funnelIt isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same.

Multiple Decision Makers? 5 Strategies for an Easier Sales Process

Hubspot Sales

Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price. It also confuses and delays the decision-making process.

Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. Here are a few ways to determine which type of prospect you're speaking with.

Communicating with Decision Makers

Engage Selling

Would you like to speak to more decision makers and close more deals in 2014? You can do so simply by rethinking how you attempt to connect with the decision makers.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. Let’s chat, shall we?

Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. Conceptually, he needs to know that he can reach senior decision makers.

Use a Prospect’s Salespeople to Introduce You to the Decision Maker

The Sales Hunter

Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite simple.

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. As a result, we may have individuals involved in the purchase decision with whom we have had no direct contact. Effectively Selling to Multiple Decision Makers.

Crazy-Hour Callbacks: Making Contact with High Level Decision Makers

Paul Cherry's Top Sales Techniques

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. The post Crazy-Hour Callbacks: Making Contact with High Level Decision Makers appeared first on Paul Cherry Sales Training & Coaching.

Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

MTD Sales Training

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are.

The Brain Is a Lazy Decision Maker

Sales and Marketing Management

Teaser: There's a good chance that your prospects need significantly less information to make a decision than you or they think they do. There's a good chance that your prospects need significantly less information to make a decision than you or they think they do. Issue Date: 2014-03-01. Author: Tim Riesterer. read more

Discover the Decision-Makers Before Making a Deal

Paul Cherry's Top Sales Techniques

But this contact is not the person making the final decision on whether the company accepts your deal or offer. How do you sell your product or solution to someone when there are other people involved in the decision-making process. ? Business Practices Prospecting

Saturday Callbacks: Making Contact with High-Level Decision Makers

Paul Cherry's Top Sales Techniques

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. Watch the video… The post Saturday Callbacks: Making Contact with High-Level Decision Makers appeared first on Paul Cherry Sales Training & Coaching.

How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

It is also about understanding the difference between decision makers, gate-keepers, and influencers. How to Identify Sales Prospects. Decision Makers. Every organization has its fair share of people who promote themselves as having buying decisions, when in fact the final ratification comes further along the line. Who do the stakeholders in the organization listen to, for their own research and decision making? ProspectsShare.

Two different approaches to getting in-the-door

Sales 2.0

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

A lot of companies struggle to get prospects to show up to sales demos. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. Who are the relevant decision-makers at their company?

Sales Tips: Bad Assumption #4 - The Senior Exec Is the Decision Maker

Customer Centric Selling

Sales Tips: Bad Assumption #4 - The Senior Executive Is the Decision Maker. When working with committees many salespeople and their managers assume that the highest-level person is the decision maker. When he shared this opinion Joe left the decision up to him.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Most see selling and prospecting as two different things, as evidenced by the fact that while apply themselves to the former, but save their real creativity to avoiding the latter. People focused on leveraging clients’ objective for prospecting success, detest this term.

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.

How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement

DiscoverOrg Sales

An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. To be clear, “strategic” customers are prospects designated to be “must-win” or otherwise crucial to a company’s sales efforts. Profile reports often include multiple members of the decision-maker ecosystem. The Last Mile Effort of Pre-Sales Customer Analysis.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

Buyers don’t just seek information to aid a strategic decision; they amass information that helps them justify their preconceived ideas of strategic value. The hyper-personalized approach requires the salesperson to understand the unique needs of the business, but also the personal position of the prospect, who is themselves beholden to a quota or goal. What keeps your key prospect up at night? As a result, they tend to repeat the same pitch to every prospect.

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Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. How to find and identify the decision makers within the companies. How to efficiently follow-up with prospects after the show. The series culminates in an event where the same prospecting techniques employed at a tradeshow.

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. And so we were trained to seek out a direct number for every prospect on our call list. Empower the sales team to target higher-level decision makers.

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It If you’ve done your job well, the prospect knows they are a good fit. And if they are a CEO or the decision maker, they have the power to make it happen.”

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. learn how different company departments and vertical industries make buying decisions.

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One Question Provides Salespeople with Instant Feedback on How Well They Differentiated

Understanding the Sales Force

Most salespeople do not know the difference between their prospects' decision-making process compared with their decision-making criteria. If you do ask a prospect about their decision-making process, you might hear about the steps they will take.

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Pushy salespeople quickly alienate prospective buyers because they don’t develop rapport. Then take a guess at what personality your prospect has, and take a smart, complementary approach. Women think one of the biggest mistakes a salesperson can make is to assume prospective buyers know less, not more, than they do. The salesperson’s main goal is to gain continued access to the prospective buyer and start a relationship.

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Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? PRO TIP : Remember, HR leaders view purchase decisions through the lens of their customers – the employee.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. ” New decision-makers want to show early success to gain the trust of superiors.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

Sales works more closely with prospects and customers, after all, and knows what really matters to them. Best Practices Leadership Marketing Account-Based Everything B2B Insights B2B Sales Insights Chief Marketing Officer CMO Decision Makers pain points selling to the CMO

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

DiscoverOrg customers gain access to deep biographical and project related information like this on their target accounts and prospects before the competition. Imagine being armed with this level of detail on your prospects every time you walk into a meeting or pick up the phone.

Why Sales Is Like a Taco

DiscoverOrg Sales

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. Some know this time of year as holiday season.

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Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. They will ask plenty of questions to unearth the facts they need to make a decision.