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?

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.

Leveraging Data and Story to engage Decision Makers

Babette Ten Haken

How comfortable are you incorporating story into your data to engage and retain decision makers? Do you anticipate the unasked questions which engage decision makers in productive and profitable conversations?

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. Who are the relevant decision-makers at their company? Your SaaS product is new!

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. Let’s chat, shall we?

Multiple Decision Makers? 5 Strategies for an Easier Sales Process

Hubspot Sales

Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price. It also confuses and delays the decision-making process.

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. According to Gartner, in 2007, spending on software rose 13% and overall IT spending grew 11% worldwide.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

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

Sales territory mapping software offers more benefits than sales managers may realize. The perspective you get from territory mapping software gives way to previously unseen patterns and insights that just don’t populate through spreadsheets alone.

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

DiscoverOrg Sales

This is especially important when you’re selling software. The idea that company would spend $20,000 on software just didn’t make sense to me. In software, it’s a lot harder to wrap your mind around. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

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

DiscoverOrg Sales

Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Email Marketing Outbound Selling Sales Strategies B2B Sales B2B Sales Insights cold email Decision Makers Outbound Sales Prospecting Sales Effectiveness sales strategies Sales Success Sales Tips

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. For insight on CISO decision makers and their priorities, download DiscoverOrg’s CISO Contacts at Fortune 500 Companies.

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

DiscoverOrg Sales

Henry : Coupa software filed to go public this year. Charity: That’s sounds like a theme for DiscoverOrg: Data driving decisions. Data should drive decisions: It’s common sense, but not common practice. As a business grows, the role of the CEO changes.

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. Tweet Customer Relationship Management.

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

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. IT Sales Strategy: Software, SaaS & Hardware Sales. Heavy Hitter Sales Blog. Recent Posts.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

That’s a good start…that the VP of sales cares about what marketing’s doing and makes that part of their decision on whether they want to join a company.”. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

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. A software engineer has a fleeting professional expiration date, lasting 2 years, if that long. Everyone has a professional expiration date.

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

Smart Selling Tools

DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies. Who makes the decision? Who are all the players involved in influencing a decision?

The importance of having allies: How Jenzabar complements Leads360’s offering for schools with continuing education programs

Velocify

I thought it would be an ideal time to take a closer look at how some of our education industry partnerships work and the role alliances play in the enrollment management software ecosystem. By Martin Lind.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

How fast should we ramp-up our work-force; how much should we re-invest; what do we need to do to dominate the market; if Vendors don’t make these decisions based on reality or probability it can all lead to an implosion. All decision makers ask, “What’s on fire at this moment.”

Lack of Consensus Leads to No Decision

Alice Heiman

No Decision. They thought they had a decision maker’s attention, and failed to determine who else was involved in the buying decision. According to Gartner , The number of people involved in B2B purchase decisions rose from an average of 5.4

Helping to Overcome the IT Innovation Dilemma

The ROI Guy

IT wants to dedicate more resources and budget to support innovation, but struggles to do so, this according to to survey results from 650 IT Decision Makers (ITDMs) working at organizations with 1,000+ employees.

The 5 Secrets to Get Your Email Returned

Mr. Inside Sales

Something like: “Hi Barbara, Mike Brooks here with HMS software. Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Sales Enablement Showpad b2b sales prospecting tools sales prospect sales prospecting sales prospecting methods sales prospecting software sales prospecting techniques sales prospecting tools sales prospects successful prospecting in salesLet’s face it; prospecting isn’t the most fun part of selling.

31+ Flavors of CRM – Got B2C Sales CRM?

Velocify

Number of decision makers – there are usually one or two decision makers in a B2C sale; there may be a dozen or more involved in a B2B sale. By Alyssa Trenkamp.

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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. Here are the top four ways to integrate traditional and modern-day sales approaches to effectively and efficiently reach decision-makers and drive more sales: Use a combination of activities.

The 7 B2B Sales Books To Read in 2015

HeavyHitter Sales

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.      "If you want to learn how top salespeople sell software, this book is the place to start.

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Catch & Release: Not a Closing Strategy

Mr. Inside Sales

I was onsite training in Montreal , Canada last week—a software company, hi everyone! There was no attempt to see what they thought so far, no attempt at a trial close, and not even a discussion about timeline and next steps toward moving towards a decision….

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! Part of the problem, in complex B2B sales, there is seldom a decision-maker.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

It includes context like decision-makers, organizational reporting structure, financials, budgets, year-over-year growth, company initiatives, personnel moves, installed technologies (the “tech stack”), and predictive features – all in near real-time.

Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Introducing yourself with some background knowledge of the organization increases your chances of getting through a gatekeeper to key decision makers. Sales Enablement Showpad b2b sales prospecting tools sales prospect sales prospecting sales prospecting methods sales prospecting software sales prospecting techniques sales prospecting tools sales prospects successful prospecting in salesLet’s face it; prospecting isn’t the most fun part of selling.

5 Video Meeting Mistakes To Avoid At All Costs

MTD Sales Training

More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). You just lose momentum and it always seems to be the decision maker! One company was pitching me some software and we had screen share on – his screen. Are you using video meetings in your sales process?

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

Smart Selling Tools

DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies. Who makes the decision? Who are all the players involved in influencing a decision?

20M Companies To Sell To, In Your CRM: Introducing Reach

Base CRM

The spotty data restricts leadership’s ability to make smart investment decisions in marketing. Today’s sales process is becoming a race to the decision maker, and the tools available to reps haven’t caught up to meet these needs. Find Decision Makers By Account.

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How to Leverage Competitive Intelligence to Win Deals

DiscoverOrg Sales

You’ve probably heard the term “tech stack”: The combination of software products that comprise a company’s installed technologies. Invite decision makers and influencers to an event.

Guided Selling for Industrial Distributors

Cincom Smart Selling

The critical point in the selling opportunity is to drive the product information and purchase information as close to the purchase decision-maker as possible. Smart Selling Configure Price Quote Guided Selling manufacturing software

The Key to a Successful Digital Sales Transformation

LevelEleven

LevelEleven’s Sales Performance Management software addressed the people side of the transformation for Bluewater, enabling them to engage their employees. Every change in an organization’s technology has potential benefits and risks that the decision makers have to take into account.

Surf’s Up! Riding the Pipeline to the Shores of Success

The Pipeline

You’ve also probably encountered those who want to make a decision now, and don’t require a lot of handholding. The quick decision-maker shouldn’t get the same automated emails as the questioning customer, because his lead time will be virtually nil.

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products. Sales enablement software. Invite decision-makers and influencers to an event. “In More data = more noise, amirite?

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The Complexities of Selling Technology to Business

The Pipeline

This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. We’ll use enterprise software as an example to make our points. It can be a long process, but none tend to be as long a process as software sales.