Vengreso
JUNE 12, 2023
These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. The modern buyer has a longer journey that involves more decision-makers. They engage less frequently with sellers and when they do, it is much later in the sales cycle.
Sales Hacker
JULY 17, 2020
It’s a contact sport!”. According to Blender, 82% of B2B decision makers think sales reps are unprepared. There are plenty of companies who properly train their sales reps with the most up-to-date tools, technology, and support. My second tip is to call when decision makers are actually there. It’s not 1992.
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DiscoverOrg Sales
JUNE 6, 2017
When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. I signed off with WYSIM, “With Your Success In Mind,” as a bit of wry humor, betting that my sports-loving prospect might appreciate it.
Mereo
SEPTEMBER 7, 2023
And as we look ahead to 2024 with market uncertainty still looming at large and freezing decision-makers in their tracks , leaders need to work all the harder to prepare their teams to succeed in the year ahead. New approaches, tools and processes for the revenue kickoff have been gaining popularity in just the past year.
Understanding the Sales Force
SEPTEMBER 23, 2014
I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Getting to and staying with the decision maker - most salespeople get no further than those tasked with doing research or buyers. Start by using this free tool to see how effective your existing process is!
Hubspot Sales
JULY 30, 2020
Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. With key decision makers vacationing, their schedule is typically slower, and learning new techniques helps them override low motivation. Even your top performers can lose focus during the summer. Implement a SPIFF.
No More Cold Calling
JANUARY 28, 2018
It’s important to look for your own learning opportunities and to invest in expanding your skill set—whether you’re training for an Olympic sport or honing your account based sales development skills. Because they got where they are by investing in their professional development. My interview will launch on February 15.) Check it out here.
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