Zoominfo

APRIL 21, 2020

Getting on the IT staffing-approved vendor list will make your life a lot easier. Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies. Getting on an IT staffing-approved vendor list depends upon credibility and relationship potential.

Vendor 100

Vendor Hiring Decision Maker Discount 100

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145

Vendor Study Buyer B2B 145

SalesFuel

MARCH 20, 2024

As buying groups grow bigger, there’s even more chance of someone being able to sabotage your sale. But, by being aware of what is driving these decision-makers, you can successfully counter their objections and win them over. SalesFuel’s Voice of the Sales Rep found that “your price is too high” is the top objection they hear.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Zoominfo

SEPTEMBER 7, 2021

Scenario When decision-makers at your company evaluate or purchase from a vendor that could be a good fit, they should alert the sales team. Ask your main point of contact at the account for a referral to the best person to pitch on their buying team.

Opportunity 100

Opportunity Decision Maker Cold Calling Referrals 100

Mr. Inside Sales

NOVEMBER 26, 2022

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS! Identifying decision makers.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mr. Inside Sales

JUNE 17, 2022

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. 4: Going to use their old vendor. #5: 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time.

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

DiscoverOrg Sales

NOVEMBER 6, 2018

Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed David Kingsley , Chief People Officer at Vlocity (formerly Head of Global People & Places at MuleSoft, and Head of Global Strategy at Salesforce): What technologies are forward-thinking HR leaders excited about? Compensation.

Resources 224

Resources Decision Maker Compensation Vendor 224

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. In IT decisions, business units, IT and finance are all heavily involved.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams? super teams that include customer success in the same organization as sales, marketing and operations.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

JULY 18, 2018

There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. Adjust Your Internal Approach A big factor in a deal’s speed is simply the stance a sales team takes.

Enterprise 130

Enterprise Enterprise Decision Maker Face-to-face 130

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. So don’t be surprised when you hear a hasty “Now’s not a good time,” as soon as the buyer realizes this is a sales call.

Buyer 103

Buyer Decision Maker Vendor How To 103

Mr. Inside Sales

JULY 24, 2022

One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Hubspot Sales

APRIL 26, 2023

Sales requires some detective skills. According to Colleen Francis, author of “ Nonstop Sales Boom ,” sales reps should walk away from prospects who can’t answer these three questions: What does success look like with this project? Somewhere during the approval process, the real decision-maker will ask them those same questions.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

eGrabber

MAY 21, 2020

COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? For companies who are currently driving their sales and marketing to grow or to survive Covid, Prospecting to outdated lists drains morale like nothing else.

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Mr. Inside Sales

APRIL 8, 2022

In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. Remember: throughout your sales process, you get the same seven to ten objections, stalls, and put-offs over and over again. ON DEMAND SALES TRAINING THAT GETS RESULTS! Let me ask you this….”. Get Access Today.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Aventioninc.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

eGrabber

MAY 21, 2020

COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? For companies who are currently driving their sales and marketing to grow or to survive Covid, Prospecting to outdated lists drains morale like nothing else.

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Mr. Inside Sales

DECEMBER 4, 2020

It’s like when you walk into a department store and the sales rep asks if they can help you and you blow them off with, “I’m just looking.”) Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. That means sales reps spend a lot of time on the phone, getting absolutely nowhere. No wonder quota attainment and qualified lead generation continue to be problems for most sales organizations.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. in my Referral I.Q.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel? Interest Stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Janek Performance Group

JANUARY 4, 2023

A sales rep recently complained, “We had the better solution and price, and we still lost the sale.” ” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. The more we succeed, the more confidence we develop in our decisions. Confidence Bias.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is what legacy data vendors provide. Modern data vendors provide their customers with live data. Modern data vendors provide their customers with live data. Fact: Nearly half of sales and marketing teams cited a lack of accurate data as a challenge. to keep data up to date. Let’s look at some examples.

Data 162

Data Decision Maker Demographics Sales Qualified Lead 162

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

DiscoverOrg Sales

NOVEMBER 13, 2017

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. What’s the real “power” of sales Intelligence?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

No More Cold Calling

MAY 18, 2017

If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. How Referrals Work for Account-Based Sales Teams.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof). Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

MAY 22, 2020

You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s temporary, and guess what? Response: “Right?!

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Zoominfo

APRIL 7, 2020

Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed L. 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. Recruitment. New employee orientation.

Resources 130

Resources Decision Maker Compensation Vendor 130

Emissary

JANUARY 31, 2023

That’s a challenging environment for sales teams. With these economic challenges in mind, take a strategic approach to account planning by treating marketing, sales, and customers success as a coordinated team instead of separate functions. If necessary, remove organizational roadblocks and inflexible processes that hamper alignment.

Account 96

Account Decision Maker Face-to-face How To 96

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams? super teams that include customer success in the same organization as sales, marketing and operations.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

SBI

APRIL 3, 2012

Poor use-ability blatantly translates into sales reps never using the system with any regularity, nor ever realizing its promised benefits. Implementing a CRM system that ultimately fails can significantly harm sales productivity, morale, and a company’s top and bottom-line. CRM vendors certainly know how critical ease-of-use is.

Vendor 120

Vendor CRM Decision Maker System 120

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side. The Contact claims to be the Decision Maker and doesn''t need to get it approved. They claim to be happy with their current vendor. This marks two posts in a row with a football metaphor. Your turn. (c)

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is what legacy data vendors provide. Point-In-Time Data Versus Live Data Modern data vendors provide their customers with live data. Point-In-Time Data Versus Live Data Modern data vendors provide their customers with live data. to keep data up to date. Let’s look at some examples. Now, why is this important?

Data 130

Data Decision Maker Sales Qualified Lead Demographics 130