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

Who’s the right decision-maker now? In addition, enriching company data with individual contact information will help you narrow down your audience to focus in on the decision-makers with whom you should be engaging.

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.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

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. These tools are key members of the DiscoverOrg platform’s pit crew.

Tools 251

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

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? PRO TIP : Remember, HR leaders view purchase decisions through the lens of their customers – the employee.

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.

Why Sales Is Like a Taco

DiscoverOrg Sales

This is akin to when a salesperson doesn’t have the tools to anticipate when the customer needs the product and must compete with other vendors. I’m not sure where this metaphor came from.

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.

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? A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

If you can’t integrate it, it’s just a lookup tool. You specify who is using our tool, and exactly how much. Company Updates Sales Development Sales Strategies B2B Sales Insights Decision Makers Outbound Sales Prospecting Sales Effectiveness sales strategies Sales Success Sales Tips

Travel 249

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. We’ve all been there, you’re finishing your umteenth demo of the week and trapped in your groove.

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. 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.

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

Perhaps the hardest decision in a global account campaign is to determine the scope. If your sales team is well established, you may have all the tools in place; but even if you’re not, it’s never too late to add tools. Before you undertake a global account-based sales campaign, make some good technology decisions to support collaboration, teamwork, and efficiency.

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. You can see why an up-to-date roster of contacts would be a time-saving tool. A good sales and marketing intelligence tool absolves teams of this investigative busywork.

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 .

Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

How to find and identify the decision makers within the companies. Our Manager of Demand Generation, Nina Wooten, uses our own sales intelligence tool to prepare for DiscoverOrg’s attendance at about 30 events per year. In this piece, Nina explains how to find a warm lead at an event – and then use a company’s organizational hierarchy to connect with decision makers higher up the food chain (read: with more budgetary discretion).

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

Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. P.S. I’m asking because my company actually developed a similar tool that helps {{solve this problem}}, and I’d love hear your feedback on this. Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

Of course, few companies make purchasing decisions on a franchise level. It’s not available to the web-scraping tools most data providers use. Decision-makers only. Another common issue that plagues teams who sell into small-businesses and startups: The contacts they have access to aren’t decision makers. A haystack is only as valuable as the number of needles inside it, and often, a bigger haystack just means … more hay.

Internet Killed The Telesales Star?

MTD Sales Training

What online tools are they using to find out about you, your company or your products and services? Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular).

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. Once upon a time, the Applicant Tracking System was a revolutionary tool for the staffing industry.

New Ideas for Motivating Your IT Staffing Salespeople

DiscoverOrg Sales

Here are some of our ideas: Decision-making. But even further than avoiding that is actually opening up opportunities for your salespeople to take a little control and make their own decisions in how they work.

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

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

DiscoverOrg Sales

But the datasets that are being developed are only as good as the tools that deliver them. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. It’s an amazing time to be a consumer of sales data.

Data 131

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.

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. Business Leadership cold calling decision makers ideal customer LinkedIn sales buying rule sales leadership sales leads sales pitch

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

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant.

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

MTD Sales Training

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert. Hi all, It’s Louise here again, filling you in on the latest news from the MTD HQ.

Sales Communication When Selling to the High D and High C

Increase Sales

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. Many buying decision makers are high Ds.

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Join me and Clinton Rozario , as we present you the methodologies and tools that will help you master the two elements above, and keep you pipeline full and healthy. Reaching C-Level Decision Makers on Social Networks. Wednesday June 10, 10:00 am PT/1:00 pm ET.

Tools 321

B2B Sales Podcast with Michael Boylan on Prospecting and The.

Score More Sales

Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using internal leverage to gain access to decision makers. Previous post: B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business.

B2B 187

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

This seemingly simple chart is one of the most effective tools your sales team has. Include decision-makers in email for better response rates. Check out our on-demand webinar: How to Leverage Gatekeepers to Reach Decision-makers.

DiscoverOrg Certification: A Customer Love Story

DiscoverOrg Sales

Love comes from really understanding someone else that we care about, whether that’s our family, spouse, a pet … or a sales intelligence tool. I love using data to make better decisions. Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby.

Data 36

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

We based call cadence on engagement in our marketing automation tool. The higher up in the org chart someone is, the closer they are to a decision maker.

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Below are the different categories of tools in this list. Click on the category of your choice to skip to the tools: Customer Analytics. Best Lead Generation Tools: Customer Analytics.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. The person whose responsibility it was to keep you from connecting with the decision maker(s).

Tools 132

5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)

Pointclear

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. So, lead scoring favors lower level decision-makers and smaller deal sizes – and for that reason I would term it a bad process, automated.

Tools 153