Decision Makers Want To Deal With Decisive People

The Pipeline

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.

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

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. It also confuses and delays the decision-making process.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer.

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.

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.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

Subscribe to DiscoverOrg’s sales triggers to receive hot opportunities delivered to your inbox. IT Sales Strategies Top IT Leadership Changes B2B Insights B2B Sales Insights CIO Decision Makers IT Decision Maker IT Industry

Benefits of Territory Mapping Software

Xactly

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

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

DiscoverOrg Sales

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference?

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

DiscoverOrg Sales

This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. Instead, it’s designed to open to door to a conversation that leads to a meeting/partnership/interview/sale/etc. A few examples of CTA’s you can use: If you sell b2b software…. “Hi

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

DiscoverOrg Sales

DiscoverOrg’s content strategist, Charity Heller, sat down with Schuck to ask about how he has handled DiscoverOrg’s evolution in the marketing and sales intelligence industry, from a scrappy startup to the industry heavyweight. Take our Sales Development team as another good example.

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Cloud security software. Some even report to higher-level executives and do not possess absolute decision-making discretion. As an added barrier for IT sales and security vendors, DiscoverOrg triggers indicate high CIO and CISO turnover ….

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. Remember, it is touted as a game-changing solution that can transform sales.

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

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Sales Tips.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. He notes Zendesk got 6,000 customers without a sales guy.

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

Smart Selling Tools

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” Big buying decisions aren’t typically made quickly or with agility.

Lack of Consensus Leads to No Decision

Alice Heiman

No Decision. Do ing nothing seems to be the most frequent reason for losing a complex sale these days. I was talking to the founder of a company that was concerned about sales. The salesperson, or selling team, must id entify who is involved in making the decision.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. You’ve been in sales and marketing long enough to know it’s never quite that easy.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

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. Earlier posts in this series include “What is Gartner” outlining why the analyst firm is an essential resource for enablement professionals and “What is a Sales Enablement Tool?”

Why Your Professional Expiration Date is Out of Sync and What to Do

Babette Ten Haken

For starters, these decision makers live in various departments, across the organization. Anywhere from one-quarter to one half of the sales force can turn over every 12 months , if that long, because they aren’t making their numbers. Everyone has a professional expiration date.

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The Sales Playbooks Every Sales Team Needs

Costello

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Scripts for New Sales Reps.

Mixing Phone Conversations With Social Listening for B2B Sales Success

Sales and Marketing Management

In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms. Called “social selling,” this process is a coordinated set of online activities designed to generate awareness and build relationships with potential prospects to accelerate the sales process.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

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. Earlier posts in this series include “What is Gartner” outlining why the analyst firm is an essential resource for enablement professionals and “What is a Sales Enablement Tool?”

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Think of your own company’s sales presentations.

Finding The Decisionmaker

Partners in Excellence

We want to focus our sales strategies on the Decision-maker. Sales trainers tell us to call high, in the quest for finding the decision-maker. Finding the decision-maker is tough! decision-makers involved in today’s consensus sale.

The 7 B2B Sales Books To Read in 2015

HeavyHitter Sales

    The team at RingDNA just released their list of the top seven B2B sales books you should read in 2015. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople was at the top of their list. 

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The Mighty Weak Link – Sales eXchange 162

The Pipeline

Most of the time in sale we focus on ensuring we connect with and sell to the key decision makers, influencers, those driving the strategy, in order to build a solid understanding of the buying organization’s objectives and capabilities to realize those objective.

31+ Flavors of CRM – Got B2C Sales CRM?

Velocify

There are so many flavors of CRM from social CRM, sales CRM, call-centric CRM, lead management CRM, marketing CRM and the list goes on and on, tailored by vertical, B2C, B2B, and more. Some systems are focused on doing one thing very well and for Leads360 that one thing is a B2C sales.

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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. So, how do you handle sales objections?

[VIDEO] Real People, Real Sales Intelligence

DiscoverOrg Sales

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. DiscoverOrg for Sales Intelligence.

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Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. I asked Ike to tell me more about Software Advice.

Bringing Your Authentic Self to Sales

Igniting Sales Transformation

In this interview, I talked with Amanda Georgoff , Enterprise Sales Rep at SalesLoft. Being real and being you opens the door to strong relationships and better sales conversations. Decision makers can feel the insincerity of the reps focused solely on achieving quota.

Types of Sales Tools That Boost Productivity

Highspot

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity. Sales Intelligence Tools. Sales Enablement Tools. A Final Word on Sales Productivity and Tools.

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Overcoming objections in sales: 40+ examples, tactics, and rebuttals

Close.io

Use our list below to start overcoming sales objections and closing more deals. They’re used to getting what they want, and what they want is for you to customize your software to their needs. If you hear it later in the sales cycle, it means you’ve dropped the ball.

3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Enterprise sales are also known as complex sales for a reason. Multiple stakeholders = multiple decision-makers. Long sales cycle (six months or more). Why is this so important for B2B sales?

Are your Customers Outpacing your Sales Team?

Sales Benchmark Index

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile.

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

Smart Selling Tools

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Guide to outbound sales: Best strategies, tools, and tips

Close.io

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time. Outbound sales is a staple tactic of successful businesses, and has been for a long time. Common outbound sales techniques.