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.

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?

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.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

A lot of companies struggle to get prospects to show up to sales demos. A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases.

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?

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.

Benefits of Territory Mapping Software

Xactly

Sales territory mapping software offers more benefits than sales managers may realize. The perspective you get from territory mapping software gives way to previously unseen patterns and insights that just don’t populate through spreadsheets alone.

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

If you do it right, eventually you reach a place where more reps are leaning toward the closing – not the prospecting. This is especially important when you’re selling software. The idea that company would spend $20,000 on software just didn’t make sense to me.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. IMPORTANT: Be upfront about your intentions with your prospects. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}.

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

DiscoverOrg Sales

Henry : Coupa software filed to go public this year. Data should decide how you talk to prospects. Charity: That’s sounds like a theme for DiscoverOrg: Data driving decisions. Data should drive decisions: It’s common sense, but not common practice.

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability. Tweet Customer Relationship Management.

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. IT Sales Strategy: Software, SaaS & Hardware Sales. Heavy Hitter Sales Blog. Recent Posts.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

It includes context like decision-makers, organizational reporting structure, financials, budgets, year-over-year growth, company initiatives, personnel moves, installed technologies (the “tech stack”), and predictive features – all in near real-time.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement. What is Sales Prospecting? Sales Prospecting Techniques.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement. What is Sales Prospecting? Sales Prospecting Techniques.

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?

5 steps to sales prospecting (for higher quality leads) in 2019

Close.io

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg Sales

You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours. For an individual prospect, this Fit data refers to demographic data: Name.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects?

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8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

Every business runs like a B2B sales prospecting operation. From Old West pioneers who sparked the California Gold Rush to entrepreneurs in Silicon Valley who use blockchain networks to mine bitcoins, one thing remains constant: You need to prospect continually to break even, make a profit, and grow the business. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think. What is B2B Sales Prospecting?

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How to Get Prospects to Remember The Golden Nugget

Smart Selling Tools

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. Your prospects won’t know what to remember most, unless you tell them.

How to Use BANT to Qualify Prospects in 2018

Hubspot Sales

The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Prospect: “Not yet, but it should be finalized on Tuesday.”.

Want to Up Your Prospecting Success? Ditch the Status Quo

No More Cold Calling

Prospects tell us they’re decision-makers, even when they’re not. Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. The post Want to Up Your Prospecting Success?

18 No-Brainer Ways to Connect with More Prospects More Easily

Hubspot Sales

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Sales Prospecting

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects?

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Before the internet, it was nearly impossible for prospects to get information about a product without the help of a friendly salesperson. But reps didn't hold all the power -- they needed prospects too. With less reach and fewer resources, prospects were uncovered through hard work.

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45 Sales Prospecting Tips to Help Sellers Identify & Connect with Uber-Busy Buyers

Hubspot Sales

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. They are also top-notch experts at prospecting. Set Yourself Up for Sales Prospecting Success.

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22 Terrible, Horrible, No Good, Very Bad Sales Phrases That Turn Prospects Off

Hubspot Sales

Are you the decision maker?". "To And if your prospect didn’t think you were bothering them before, they certainly do now. Explain exactly what your prospect should expect to get out of the call to turn this bad phrase good. Your prospects don't care about you.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.

Your Prospects Aren’t Responding To Your Emails? Maybe It’s Your Subject Line. Prospecting Email Strategies To Increase The Success of Your Email Campaigns– Part One

Keith Rosen

Developing an email template compelling enough to elicit a response from a prospect is hard enough. The Referral Subject Line: What if you’re prospecting through referrals but the person you’re sending the email to has not a clue who you are?

12 Obnoxious Sales Phrases That Make Prospects Hang Up on You

Hubspot Sales

Are you the decision maker?". "I Here's my rant: Don't ever thank a prospect for their time. Not to mention that if the prospect does ultimately buy from you, they should benefit disproportionately more than you or your company. Your prospects don't care about you.

Do Your Best Sales Detective Work On Prospects

Pipeliner

The true sales hunters will dive 10,000 leagues deep below the ocean and know what their prospects had for breakfast that morning. If you don’t have a provocative business case that will pique your prospective customer’s interest, you’re sunk like the Titanic. This means you can message your prospects freely through LinkedIn without it counting against your InMail threshold of 30 per month. Could be some crazy piece of software initials or a star database.

7 Questions to Test How Serious Your Prospect Is About Buying

Hubspot Sales

Your prospects face this conundrum all the time. Use these seven questions to identify unmotivated prospects so you can incite the appropriate urgency. Prospects will often try internal or moderate measures before looking externally for help.

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Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies. If you sell to IT organizations, here are just a few of the things you’ll need to know or learn about your prospect in order to sell effectively.

This may hit your Sweetspot

Sales 2.0

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It turns out that behind the scenes Sweetspot is made up not only of software but also of humans who do some serious heavy lifting for you.

The importance of having allies: How Jenzabar complements Leads360’s offering for schools with continuing education programs

Velocify

I thought it would be an ideal time to take a closer look at how some of our education industry partnerships work and the role alliances play in the enrollment management software ecosystem. By Martin Lind.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

How fast should we ramp-up our work-force; how much should we re-invest; what do we need to do to dominate the market; if Vendors don’t make these decisions based on reality or probability it can all lead to an implosion. All decision makers ask, “What’s on fire at this moment.”

Helping to Overcome the IT Innovation Dilemma

The ROI Guy

IT wants to dedicate more resources and budget to support innovation, but struggles to do so, this according to to survey results from 650 IT Decision Makers (ITDMs) working at organizations with 1,000+ employees.