Sales and Marketing Management

JANUARY 7, 2019

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. What would you include? Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Customer Centric Selling

OCTOBER 14, 2015

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. My suggestion is not to make knee-jerk assumptions that the top person in the org chart will make the final decision.

Decision Maker 40

Decision Maker Training Up-Sell Pipeline 40

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

BuzzBoard

MARCH 28, 2024

The most effective salespeople are those who listen to their prospects and offer solutions that not only resolve their challenges but also propel their business goals. Prospects tend to choose agencies that exhibit a comprehensive understanding of their business landscape and can translate digital strategies into measurable results.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Sales Hacker

JUNE 7, 2021

Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition. Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. Knowledge and flexibility to engage prospects.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Babette Ten Haken

SEPTEMBER 22, 2020

Can current and prospective clients relate to the business stories you tell? When business stories are too specific, decision makers are unable to easily connect the dots to their own tactical – let alone strategic – scenarios. Especially as decision makers become more overwhelmed and exhausted by 2020.

Decision Maker 86

Decision Maker Energy Coaching Objections 86

Paul Cherry's Top Sales Techniques

MARCH 28, 2010

Sales Training & Management Workshops | 302-478-4443. Prospecting (9). The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. More Free Stuff | Email Us | Get Started Now!

Decision Maker 40

Decision Maker Influencer Pharmaceuticals Coaching 40

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Anthony Cole Training

NOVEMBER 20, 2012

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. We can't let you know who's actually making the decision. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Paul Cherry's Top Sales Techniques

JULY 7, 2010

Sales Training & Management Workshops | 302-478-4443. Prospecting (9). The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. More Free Stuff | Email Us | Get Started Now!

Decision Maker 49

Decision Maker Webinar Metrics Pharmaceuticals How To 49

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. These programs cover basic topics like the sales process, popular sales software, frequently asked questions, and strategies for communicating with prospects. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Sales Hacker

JULY 17, 2020

All of this is rooted in a desire to be liked by their prospect. Not only can this cause major damage to your sales career, but when it comes to prospecting and using the phone, it’s an action killer. According to Blender, 82% of B2B decision makers think sales reps are unprepared. 34% of salespeople are perfectionists.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. But generally, when a prospect goes dark, it can be traced to one of these 7 reasons. Get the facts.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

SalesProInsider

JUNE 5, 2020

If we believe that our job is to be a guide or a leader to help our buyers or prospects work through an information exchange to confidently make a decision or take action, that remains true. But if you know that you need the influencers and the decision-makers all there now, set that expectation. Free Training Workshop.

Conversion 116

Conversion Buyer Decision Maker Video 116

Sales Hacker

MAY 24, 2023

Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect’s organization. Instead, focus on other characteristics when looking for someone to advocate for you within a prospect’s organization. We can do a workshop with our CEO.

How To 84

How To Decision Maker Retention Referrals 84

Closer's Coffee

APRIL 30, 2019

In sales, these two emotions keep 90% of salespeople from prospecting. How do you plan for purposeful prospecting ? Having a plan for successful prospecting starts with knowing your future customer. Most salespeople shy away from checking out the prospect’s social media presence on platforms like Facebook or Instagram.

Objections 81

Objections Decision Maker Education B2C 81

Anthony Cole Training

SEPTEMBER 8, 2014

One of the long-held beliefs about closing a deal was that you had to get to the decision maker. In one of their studies, they evaluated over 100 deals both won and lost and discovered that getting to the decision maker was not a key factor in the outcome. I liked the idea.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Customer Centric Selling

JANUARY 31, 2014

Sales Training Article: How Social Prospecting Helps Forecasting. Register today for a sales training workshop to improve sales performance and increase sales. Connections Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting.

Top of Funnel 63

Top of Funnel Prospecting Sales Qualified Lead Referrals 63

Product Management University

FEBRUARY 2, 2023

Execute the demand generation plans that open doors for salespeople at the decision-maker level where the value messaging will resonate best and engage those decision makers in meaningful conversations at the start of the sales process. They buy because they’re convinced you understand them.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

LeadBoxer

FEBRUARY 4, 2019

Business to business selling is often a complex process, involving several decision makers to close a sale. Decision makers in the B2B selling process can include sales representatives, senior executives, board of directors, the financial department, legal services, researchers, CEOs, and more. What do they offer?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Product Management University

JULY 10, 2020

Salespeople are forecasting deals to close when they don’t know all of the decision-makers or extenuating circumstances that can result in a loss. . The four points above represent the value story in context of your target customer/prospect. Salespeople damage their individual credibility. Related Articles.

Marketing 96

Marketing Scale How To Forecasting 96

Anthony Cole Training

AUGUST 29, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Our coaching focus is to successfully sell our product and service to this prospect.

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

Hubspot Sales

JANUARY 21, 2021

Janice Mars is the founder Principal of SalesLatitude — a consulting firm, dedicated to helping businesses focus their sales efforts on winnable deals and aligning core strengths with the right prospects. Jeff Davis. Image Source: LinkedIn. Jeff Davis isn't your traditional sales influencer.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

SBI Growth

DECEMBER 18, 2013

Prospecting. Selling to Decision Makers. Follow-on workshops for continued development. Perhaps you assumed their success as a rep would carry over into sales leadership. You are not alone. Almost 100% of sales training in B2B companies is focused on reps. Onboarding. Sales Process. Handling Objections.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Julie Hanson

OCTOBER 8, 2017

Each day your prospect navigates through a steady stream of vendor e-mails, voice mails, proposals, presentations and demos. Your prospect is like a busy casting director sifting through a parade of well-qualified actors all competing for the same role, all reading from the same script. Why you need an X Factor.

Decision Maker 112

Decision Maker Proposal Vendor Sales Qualified Lead 112

Pipeliner

JULY 20, 2018

Identifying the Mysteries of Body Language, a workshop on buyer types and the nuances of reading body language was created. The decision-makers they are meeting with are owners or VPs of small to medium businesses. That subtle move when some decision makers literally lean towards you and lock eyes.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Increase Sales

JUNE 30, 2014

Before any salesperson can sell their solution (products or services), they must have a clearly articulated ideal customer along with having these four (4) to five (5) qualifying criteria met: Decision maker – the person who can actually sign the check or approve signing the check. Bad advice, very bad advice.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Anthony Cole Training

JANUARY 16, 2012

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Did you call on the decision maker? Coaching for Success Workshop.

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Sales Evangelist

NOVEMBER 17, 2019

The value of prospecting Many sales books stress the importance of having closing techniques. The challenges in prospecting Prospecting is uncomfortable, scary, and awkward. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. However, the presence of so many people, including key decision makers stuck at home searching for things to do, is an obvious opportunity. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Increase Sales

SEPTEMBER 7, 2012

And very few small business sales training programs, seminars, webinars, workshops focus on effective marketing less alone the purpose of marketing that being to: Attract Attention. Sales Buying Rule #1) So the decision makers are the buyers. Begin to Build the Relationship. The word buyer is also diminished.

Small Business 147

Small Business Small Business Training Decision Maker 147

Customer Centric Selling

SEPTEMBER 27, 2016

The year is coming to an end for both you and your prospects. Request for resources from prospects that aren’t real. Limited availability to decision makers due to the Thanksgiving and Christmas holidays. Pressure for excessive fourth quarter discounts by prospects, etc.? Are you prepared?

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

ROI4Sales

OCTOBER 5, 2016

Do you really know what your prospects are looking for? Were you told by your development group or marketing why your prospects buy? Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. This workshop is something you can do on your own, or have ROI4Sales come in and facilitate it.

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. Well, content has become more important than ever for B2B buyers and decision-makers. Without rich content to complement their buyer’s journey, prospects and leads most likely won’t stick around to make a purchase.

Collateral 98

Collateral Case Study Retention Hubspot 98

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40