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.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Research goals of the B2B buyer study. Download the full Buyer Persona study.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?

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Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

DiscoverOrg Sales

Read on to see our new 2019 benchmark study, where we compare data from the DiscoverOrg database over a three-year timeframe, to see whether the playing field has improved, leveled, and in some cases, gotten worse, in the era of #MeToo.

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

Sales Tips: Who Is REALLY the Decision Maker?

Customer Centric Selling

Sales Tips: Who Is REALLY the Decision Maker? Looking at the org chart, many sellers would have assumed the SVP was the decision maker. As you’d suspect, we ultimately won the business, but later asked exactly how the decision was made. When finalizing the decision, the Training Manager presented his summary of both programs and made the recommendation to choose CCS®.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. Get the entire free study: 30 Ways to Get Inside the Mind of Your Target Buyer. Our study found just 54% of salespeople can explain the positive impact and benefits of their solution. Our study found buyers sense the salesperson’s agenda to make the B2B sale and feel pressured.

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Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

Couple that with SiriusDecisions’ finding that 67% of a purchase decision is made digitally – not by engaging with a salesperson, but by actually doing research on their own time. She’s a stakeholder, and she certainly has the power to influence my purchase decision.

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How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. ” New decision-makers want to show early success to gain the trust of superiors.

How to Build a Prospect Insight Report Your Entire Team Can Use for ABM and Sales Engagement

DiscoverOrg Sales

An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. Profile reports often include multiple members of the decision-maker ecosystem. Org charts should include down to the VP or Director levels if possible – as they may be key decision makers or influencers. The Last Mile Effort of Pre-Sales Customer Analysis.

2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

CASE STUDY] Data-Agnostic? Data Driven Marketing Marketing Strategies Research Reports Account-Based Marketing B2B Sales Insights Decision Makers Email Marketing Good Data marketing Marketing Automation Outbound Marketing Sales TipsWhat pain points keep CMOs up at night?

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The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

In this the step, decision makers that fit the ICP are identified. With ABM, you begin with a win: a ranked list of decision makers based on your ideal customer profile. Read the study: 30 Ways to Get Inside the Mind of Your Target Buyer.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Thing 2 – Decision Maker. It’s not about the maker, it’s about the decision. Hard for many Judeo-Christian sellers to just let go of the Maker. The answer is overwhelmingly “the decision maker”. By Tibor Shanto – tibor.shanto@sellbetter.ca .

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. And since good business decisions are data-based decisions, our goal is to transform this research into practical findings and best practices that help you improve as a salesperson—and drive more revenue for your business.

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

DiscoverOrg Sales

Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth.

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

The number of factors at play in purchasing decisions are too numerous to count – ranging from pricing, to product features, to reputation of the vendor, to the sales experience and so forth.n Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. Read the whole B2B Buyers Persona study for free. Download the Full Buyer Persona Study.

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Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The bigger an entity, the more complex the task of finding out who makes the decision, who influences it, who shepherds the buying process, and how all these stakeholders fit together. I come to the Account Based Everything movement as a long-time proponent.

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Each Scoop contains an important piece of information, including: Decision-maker moves. Download the Full Buyer Persona Study. Inside Scoop Latest News Sales Strategies Account-Based Everything B2B Insights B2B Sales Insights cybersecurity Data breaches Information Security Information Technology IT Decision Maker IT security Sales Intelligence sales strategies Sales Tips Scoop Security Breaches Trigger

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Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

It generates meetings with decision makers at a higher rate. Imagine getting in a prospect at the decision making level. Being connected to decision makers results in more quality appointments. Our case study is about a Sales VP Steve McKenzie.

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. The 2010 Gartner / FERF technology study received 482 responses to approximately 50 questions that covered senior finance managers' views of technology.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Did you know that a recent study shows 98% of conversions happen within 28 days of a show and 65% of those are within the first two weeks? IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Did you know that a recent study shows 98% of conversions happen within 28 days of a show and 65% of those are within the first two weeks? IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

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

DiscoverOrg Sales

You should know what a CIO at a Pharmaceutical company cares about and which case studies to mention to him/her vs. the CIO of a Retail Company or a VP of Application Development at a Manufacturing company – they all have different priorities and needs and you need to be talking about all of those specifically. It’s an amazing time to be a consumer of sales data.

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Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

No Decision. The real enemy of salespeople today isn’t their archrivals; it’s no decision. They hire consultants to verify that they are making the right decisions. Increasingly, purchasing has more say over decisions that were previously made solely by business areas.

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An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  It’s important to note that this was a completely independent study.

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Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Another thing you don''t see in the table is that we were with decision makers in each of our structured, consultative opportunities, but weren''t always able to accomplish that with all of the opportunities in the other two categories. Did we default to the consultative approach when we were able to reach decision makers and the transactional approach when we weren''t? Our approach dictated whether we were able to speak with decision makers.

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. How to Ask Your Customer for a Case Study. The Ultimate List of Case Study Interview Questions.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health

LeadGnome

New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

Getting Past the Gatekeeper: An Advanced Study

Janek Performance Group

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind, however, there’s no absolute, by the numbers tactics – every situation is different. This is about tipping the percentages in your favor as much as possible. Sales Prospecting Sales Enablemen

Case Study: Dell Desktop Virtualization Solution (DDVS) Benefits Estimator

The ROI Guy

In order to better connect, engage and educate frugal IT decision makers as to the unique value of DDVS, Dell turned to Alinean to develop a compelling Benefits Estimator.

LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2% By Mining Emails

LeadGnome

A new case study reveals how Vocera Communications leveraged LeadGnome’s reply email mining service to increase their email deliverability in just three months. Learn more at [link] The post LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2%

A Day in the Life of an Account Executive

Sales Hacker

You are helping them make an educated decision ! If you have earned it, several of the decision-makers you are working with are getting into their email window and responding. Career Development Certified Sales Expert Winning By Design Case Studies

LeadGnome Case Study: QuickMobile By Cvent Mines Email Replies To Enhance 75%+ of Existing Leads

LeadGnome

A new case study reveals how QuickMobile by Cvent leveraged LeadGnome’s reply email mining service to update existing leads with fresh data and generate new leads at a low CPL. News Case Studies

Mood of the B2B Buyer Report

Trinity Perspectives

Almost a year ago, I hatched an idea to tap into the sentiment of business decision makers and procurement people around the world, to understand what really makes them tick. I’m delighted to announce the results of the inaugural Mood of the B2B Buyer study for 2018, conducted by the team at Trinity. Psychology of Buying

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

Sellers who have the right conversations with buyer sponsors, champions and decision-makers in the Identify & Prioritize stage have an advantage. For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Here’s my list based upon my experience of studying and working with some of the world’s greatest sales organizations last year. Sales linguistics” is the revolutionary new field of study about how customers and salespeople use and interpret language during the decision making process.

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Asset Vue Gets 80 Hot Leads and Counting with MarketJoy

MarketJoy

Getting in front of the target audience and marketing to the decision makers is the key to achieving the goal of lead generation. Reaching the target audience, timely follow up, quality lead generation and appointment setting with the decision makers of the high tech industry, they wanted to get back in the game. case studyWritten By. Rahul Thakur. Share. Get a Free Quote. contact-form-7].

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.

More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. study revealed an increase in stakeholder complexity that even surprised us.

Sales is a Numbers Game | Track Phone Cold Call Lead Activity Daily

Mr. Inside Sales

But ask yourself this: How many of those calls result in you actually getting through to the decision maker? 2) How many decision makers did you reach per hour ? Some Will, Some Won’t, Whose Next? By Mike Brooks, [link].