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. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

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?

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.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset.

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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.

Are you Targeting the Right IT Decision Makers?

The ROI Guy

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO. ROI IT ROI ROI tools IT business case Pisello CIO Alinean SearchCIO CFO

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

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. If we take this into the world of sales it breaks down a little something like this.

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?

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.

Are you ready for even more decision makers per deal in 2014?

The ROI Guy

Research indicates that there are now over 8 people involved in the average B2B purchase decision. And as purchases get larger, even more people become involved in the decision. The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision.

BEYOND IT: The Breadth of DiscoverOrg’s Sales & Marketing Intelligence

DiscoverOrg Sales

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. In August, we released datasets for the C-Suite and Sales department.

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?

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

DiscoverOrg Sales

Your prospect seems really excited, but you didn’t get them to verbalize what they really liked, what concerns may prevent them from moving forward, or how they are going to arrive at a decision. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

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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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.

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. Opportunity data helps inform the timing for sales outreach. In this case, I cross-checked Salesforce to see that my prospect, Matt, was involved with the purchasing decisions at his previous companies. Your former sales teams used our data to get ahold of the decision makers in their target accounts.

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. What types of legal tech tools are top of mind? Download the bundle, and get your B2B sales Pitch Perfect: Selling to Legal Operations.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Mastering the skill-and-art of proactively prospect, especially buyers who don’t know them, is the ticket to continuous sales success. Being that sales and prospecting are two of revenue process, each has its own set of objectives, and related activities, and desired outcomes.

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

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. From our Director of Sales Development, Jake Shaffren, these ten steps will have you swimming in leads: Locate a list of sponsors and attendees. Use sales intelligence data and tools.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

[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. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. The client, a Fortune 500 tech leader, was already using DiscoverOrg sales intelligence to sell to enterprises, but saw opportunity in the SMB space. Of course, few companies make purchasing decisions on a franchise level. Decision-makers only.

Internet Killed The Telesales Star?

MTD Sales Training

The outdated methods of cold calling, face-to-face networking and door to door sales are failing fast in the face in the ever-blossoming rise of the internet. What online tools are they using to find out about you, your company or your products and services? MTD Sales Training.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

It’s an amazing time to be a consumer of sales data. But the datasets that are being developed are only as good as the tools that deliver them. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. What does that mean and is the abundance of excellent targeting data available to sales reps making that possible? What will it deliver to the sales process next to fuel sales?

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Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The fast innovation taking place in sales enablement technology has served as rocket fuel and turned this into the movement it’s become, adding both efficiency and reach at an exciting pace. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members.

New Ideas for Motivating Your IT Staffing Salespeople

DiscoverOrg Sales

This should engage both the high- and low-performers, maximizing overall sales for your business. Generational Differences in Sales Motivation. Fogel does add that once the offers start coming in, these workers typically change their perception of sales.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. But there’s also a cost behind automating the core sales and recruitment processes.

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Incident response tools. 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 ….

CFO is Now Top IT Decision Maker, making Value Sales / Marketing More Important Than Ever

The ROI Guy

According to a new Gartner and Financial Executives Research Foundation research survey, the CFO is becoming the top IT decision maker in many organizations, with: over 75 percent indicating significant decision making involvement, and 41 percent indicate being the main decision maker for IT investments. As CFOs become the major IT decision makers, the migration to more CFO control accelerates the need for value selling / marketing.

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day. .

Sales Communication When Selling to the High D and High C

Increase Sales

Many people in sales have either heard or have taken the DISC Index profile. This is one of the best tools to understand and apply sales communication behaviors. The high D is very decisive while a higher C tends to follow the rules and is more analytical.

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. Lead Generation Tools. Sales Intelligence Tools. CRMs and Pipeline Management Tools. Meeting Tools.

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The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

If you consider yourself a professional sales representative or executive you have undoubtedly worked very hard to overcome the stigma sales professionals have faced over the years. This sales trainer suggests making a contest out of your efforts: “Let’s see how many times you can send the gatekeeper back to that CEO.” The next logical question is, if you are a TRUE SALES PROFESSIONAL how DO you get access to key decision makers?

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. Reaching C-Level Decision Makers on Social Networks.

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B2B Sales Podcast with Michael Boylan on Prospecting and The.

Score More Sales

Sales Tips and Strategies to Grow Revenues. B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Reaching decision makers is always the goal. Subscribe to the sales blog as well as our twice monthly newsletter for tips and resources to grow sales.

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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.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

It takes a lot to succeed in sales. And then, there are sales tools…. The human element of sales will never go away – that’s a fact. But here’s another fact: sales is HARD! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. Sales Engagement.

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