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. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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.

What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. Dave Kurlan booking appointments reaching decision makers phone prospecting top of the funnel

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

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Admit it, you’ve invested time and resources to prepare for a sales call, only to find you’ve reached the wrong person. Who’s the right decision-maker now?

Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

So how can you delve into this network of key decision makers and engage with them on a one-to-one level? Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s FREE 40 minute online training session.

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.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

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. Call the sales department in the company you’re trying to reach and introduce yourself to the salesperson you connect with.

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.

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

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 sales person makes a few dozen calls, all with little positive results.

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

Savvy sales professionals know that the most fruitful lead generation activities come from in-depth knowledge of exactly who you are talking to. It is also about understanding the difference between decision makers, gate-keepers, and influencers. Knowing the nature of each can make the whole sales process slicker and more effective. How to Identify Sales Prospects. Decision Makers. The Sales and Marketing Blog from MarketJoy, Inc.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Couple that with SiriusDecisions’ finding that 67% of a purchase decision is made digitally – not by engaging with a salesperson, but by actually doing research on their own time.

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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. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I was working on an opportunity to sell sales training and process.

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. If you’ve done your job well, the prospect knows they are a good fit.

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

DiscoverOrg Sales

The Last Mile Effort of Pre-Sales Customer Analysis. Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company. To be clear, “strategic” customers are prospects designated to be “must-win” or otherwise crucial to a company’s sales efforts.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

At the time, it was one of the largest single sales in Salesforce history. Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in. “As

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.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it. Whether it’s mitigating risk in the purchase process, helping the buyer make the business case for the sale , or working within the buyer’s limitations of time and resources – solving a problem is about a whole lot more than finding the right widget. This disconnect strikes at the heart of account-based sales development (ABSD).

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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.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

We have trade show prospecting down to a science. Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. 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. Use sales intelligence data and tools.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. get marketing aligned with sales’ talking points, and 2.) PRO TIP : Attend your customers’ sales kickoffs.

[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. We partnered with noted sales linguist and author Steve W.

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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? Read on to see what keeps HR leaders up at night – and what they want sales to know. What’s the scope of responsibility for an HR decision-maker?

Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Others think it's about prospecting. Dave Kurlan Consultative Selling sales process sales pipeline reaching decision makers closing more sales win ratesHumans have been waiting for thousands of years to discover the secrets of life. Why are we here?

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one. As you hone and evolve your sales practice, consider these three ways to quickly join the ranks of sales professionals who are seen as trusted advisors who bring benefit and ROI to their customers – based on a survey of 230 B2B buyers.

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Why Sales Is Like a Taco

DiscoverOrg Sales

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. The Shell: Holding the Prospecting Relationship Together.

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

DiscoverOrg Sales

Sales professionals know it better as renewal season. Read AJ’s Story – and the Split of Inbound and Outbound Sales Development. A new role was born: a Sales Development Rep for existing accounts. Grab our new ebook, The Power of Sales Intelligence.

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A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. What is global account-based sales development?

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. Sales and marketing professionals will note that, again, gains and setbacks for this buyer are measured in terms of efficiencies.

Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out.

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.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

If IT departments are your prospecting focus, it might be valuable to know where the CIO you’re targeting falls in the Fortune 500 range of compensation – to gauge seniority, the value placed on security initiatives, and related budget.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

You feel like the call and demo went well, only to be met by one of two fates: Your prospect keeps their cards close to the vest and you can’t gauge their level of excitement or what they are thinking. you now have a clear objection from your prospect that can be addressed head on.

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with nine tips from our top sales closers. If you’ve done your job well, the prospect knows they are a good fit.