MTD Sales Training

FEBRUARY 6, 2012

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world!

Decision Maker 291

Decision Maker Groups Networking LinkedIn 291

eGrabber

MAY 12, 2021

LinkedIn is one of the best places to find decision makers in your targeted companies. There are millions of decision makers on LinkedIn and as a business development professional, if you want to leverage this opportunity, you should reach decision makers at the right time with the right message.

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

The Pipeline

JULY 23, 2015

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. But let’s say they did, the real question is what happens when you speak to that decision maker. Reps come in unprepared in so many ways.

Decision Maker 120

Decision Maker Objections Case Study Face-to-face 120

Babette Ten Haken

APRIL 8, 2019

That is why business decision makers turn off and tune out presentations and communications from the left brain thinkers in your organization. When business decision makers tune out these talented professionals, their actions negatively impact workforce productivity and profitability in your organization. Hands down.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 69

Decision Maker Company How To Campaigns 69

Carew International

FEBRUARY 25, 2021

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.

Decision Maker 58

Decision Maker Sports Policies Incentives 58

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Gong.io

DECEMBER 10, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. Follow me to read upcoming research. I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker!

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

SBI

FEBRUARY 22, 2018

Who’s the right decision-maker now? The last thing any seller wants to do is start from square one researching who the right contact is and walking them through the initial sales pitch from scratch. You’re left asking, where did my contact go? Are they new to the company? Were they promoted?

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

Mereo

JULY 14, 2022

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Inaccessible.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. However, you can avoid the situation completely by researching your contacts and asking the right questions during the discovery process. Create a decision maker persona.

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision Maker 87

Decision Maker ACT ROI How To 87

MTD Sales Training

OCTOBER 12, 2018

We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before. Pre-call research is expected these days, especially with busy, time-poor decision-makers. So, why should research before each call be a pre-requisite, no matter how short of time you are?

Research 218

Research Decision Maker Face-to-face Call-back 218

The Center for Sales Strategy

JUNE 15, 2021

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

Research 122

Research Prospecting Decision Maker Maximizer 122

Hubspot Sales

DECEMBER 9, 2019

You can also help the prospect identify the best solution for their needs — a much bigger decision. Who are the decision makers at a company? The decision maker is the individual who has final authority over the purchasing decision. To land the sale you need buy-in from the right decision maker.

Decision Maker 77

Decision Maker How To Proposal Hiring 77

Hubspot Sales

MARCH 8, 2023

Medical or Pharmaceutical Sales Reps Educational Requirements: High school diploma or equivalent, Bachelor's degree Average Job Salary Medical sales representative: $75,348 Pharmaceutical sales manager: $91,224 Job Responsibilities Generate new leads and follow up on potential leads Conduct market and field research that may include tracking prescription (..)

Decision Maker 94

Decision Maker Pharmaceuticals Salary Travel 94

Mr. Inside Sales

MARCH 2, 2024

Mistake Number Three: Not doing any research on the company you’re interviewing with, and so not asking any questions about the position or the company. Unfortunately, many sales reps just show up, are not prepared, and haven’t done any research on the company they’re interviewing for. Less is more. This seems like a no brainer, right?

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

LeadFuze

DECEMBER 30, 2019

Reaching an important decision maker directly is always a challenge. If you have approach the decision maker directly, and you’ve been sidelined by the gatekeeper — that avenue of contact won’t work. The gatekeeper’s job isn’t to stop everyone getting to the decision maker. These are the Gatekeepers.

Decision Maker 52

Decision Maker Gatekeeper Social Media How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision Maker 52

Decision Maker ACT ROI How To 52

Sales Evangelist

NOVEMBER 19, 2021

To get to the executive, show initiative, research the target company and show how you can help solve a problem. Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

To get to the executive, show initiative, research the target company and show how you can help solve a problem. Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Sales Evangelist

NOVEMBER 19, 2021

To get to the executive, show initiative, research the target company and show how you can help solve a problem. Salespeople have a long-standing perception that they need to speak with the decision-maker. But the decision-maker doesn’t necessarily mean the top-level executive.

Decision Maker 40

Decision Maker Gatekeeper Survey ACT 40

Mereo

MARCH 28, 2024

Some of these challenges come from buyers’ internal processes and the increasing number of decision makers engaged in the buying journey. Learn to Seek to Serve, Not to Sell ® The post The Research is Here: Relationships Help (and Hurt) in Sales appeared first on Mereo.

Research 41

Research Face-to-face Decision Maker Buyer 41

MarketJoy

APRIL 17, 2018

It is also about understanding the difference between decision makers, gate-keepers, and influencers. 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. How to Identify Sales Prospects.

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough. But is it as effective?

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Research shows that most sales people typically spend 65% of their time on non-selling tasks. Sales time sucks. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Highspot

MARCH 3, 2022

Our recent research study , conducted by B2B DecisionLabs and Highspot, found that different formats have a significant impact on your buyers’ attention, engagement, memory, and willingness to act on your message. The Research Takeaways. So, with so many different modalities available, which one should you use?

Research 52

Research Buyer Face-to-face Decision Maker 52

RAIN Group

APRIL 24, 2024

Our research at RAIN Group has identified key trends that are shaping the sales landscape, notably: 43% of sales leaders have reported an increase in the length of sales cycles. 85% are encountering challenges due to an increase in the number of decision makers involved in each deal.

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No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Mindtickle

MARCH 5, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. Sam Kusinitz defines a buyer persona as “a semi-fictional representation of your ideal customer based on market research and real data about your existing customers.”.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85

Zoominfo

JULY 27, 2023

Since the average opportunity has multiple stakeholders, you’ll want to create a multi-threading campaign to target the key decision-makers at each top account. Rather than manually researching and adding every stakeholder to a campaign, you can use data to surface those additional contacts.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Zoominfo

MARCH 4, 2021

Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Offer a demo to every decision maker.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246