Decision Makers vs. Influencers

Sharon Drew Morgan

decision makers for each sale, and ‘unknown’ influencers. Yet there is no difference between ‘decision makers’ and ‘influencers’. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer?

Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

Sales Tips: Maintaining Contact with Decision Makers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers begin at decision maker levels: Opportunities can be more quickly qualified.

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10 Ways to Sell to Millennial Decision-Makers

Productivity and Motivational Tips for Inside Sale

Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. More decisions are made by committee, and collectively they make better decisions than any other generation. .

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?

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

Of course, the answer lies in how your customers are using social to influence their purchase decisions. A solid majority of B2B decision makers — 75% — were found to use social media in the latter stages of the sales cycle to support their purchase decisions.

Inside Sales Reps: Reaching a Decision Maker Through LinkedIn

The Sales Insider

You can’t find the decision maker’s phone number or email address and you don’t know what to do or how to contact them; however, there is a way you can still reach out, and that’s through LinkedIn. Well, you’re stumped.

Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

MTD Sales Training

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. MTD Sales Training.

3 Deadly Sales Training Mistakes (and How to Fix Them)


PRODUCT AND SALES TRAINING ARE ONE. Some sales organizations may not be cognizant of the fact that they’re onboarding and training programs focus too much of their time on product vs. the business issues they’re solving. ONE LUMP SUM SALES TRAINING OVER SNACKABLE TRAINING.

Using LinkedIn Groups To Network And Engage With Key Decision Makers

MTD Sales Training

So how can you delve into this network of key decision makers and engage with them on a one-to-one level? Stop scratching around for sales and learn how to sell the modern way with Sean McPheat’s FREE 40 minute online training session.

[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. I know this is out of the blue, but as a fellow salesperson, I’d love to hear what your favorite pieces of sales training are. 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

Inside Sales Tips: How to Reach Decision Makers and Avoid Gatekeepers

The Sales Insider

Best Practices How To's Inside Sales Best Practices Inside Sales Tips Inside Sales Training Power Dialers Sales Tips Inside Sales reaching decision makers Sales Best Practices succeed in salesAs a sales rep, there are few things worse than hearing, “I’m sorry, he isn’t available. Why don’t you leave your name and number and I’ll have so-and-so call you back” from a gatekeeper. This is especially true if that Read more.

Reaching B2B Decision Makers Through Social Media – New Webinar

The Sales Insider

Social media outreach is increasingly becoming an skill that sales and marketing professionals need to have in order to increase the likelihood of their success, especially with decision makers. How To's Inside Sales Inside Sales Best Practices Inside Sales Thought Leaders Inside Sales Training Adam Honig inside sales social media inside sales training inside sales webinars Ken Krogue social media outreach

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

We hired and trained a research team. Of course, few companies make purchasing decisions on a franchise level. 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. Account-Based Everything Company Updates Latest News B2B Sales Insights Clean Data database hygiene Decision Makers DiscoverOrg Outbound Marketing Outbound Sales Sales Intelligence

Use a Prospect’s Salespeople to Introduce You to the Decision Maker

The Sales Hunter

Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite simple.

Internet Killed The Telesales Star?

MTD Sales Training

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. 90% of buying decisions are based on internet research – Gartner research.

“Call Me When I Get Back From Vacation” – This Summer’s Best Sales Opportunity

Productivity and Motivational Tips for Inside Sale

This is a good thing — talking to a crazy busy decision-maker who is under uber pressure is not fun, but a little vacay can change things around. If you want epic inside sales training for teams and managers, contact TeleSmart.

Tips for Getting In Touch With a Decision-Maker

Sales Tips & Techniques

The first individual that a representative speaks to as part of a sales call may be one of the most difficult individuals to sell, as this person controls whether the salesperson will be able to get in touch with someone who is able to make a purchasing decision. Sales Management sales management training sales people sales people fears sales tips

Face to Face Sales Script Anyone?

Increase Sales

Finally, we have an opportunity to meet a key decision maker. ” After all, people buy from people, not from some automated best sales practice or some sales training generated sales script ever.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. To ascertain what it takes to prepare to make high-stake decisions, McKinsey staff interviewed executives in multiple industries. The result is a belief that the good practices their interviewees’ used when making decisions can be widely applied.

How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why.

Study Proves Why Your Salespeople Love Living in No-Po Land

Productivity and Motivational Tips for Inside Sale

If you want epic inside sales training for teams and managers, contact TeleSmart. motivating sales force No-Pos purchasing decision-makers stat attack There are many reasons why salespeople are wasting so much time with the No-Po’s who keep them away from the power buyer.

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

To find this out, you would need a team of highly-trained researchers. IT Sales Strategies B2B Sales B2B Sales Insights CIO data intelligence Decision Makers Good Data Information Technology IT Industry

Book #3 – Would You Like to Join My Tribe?

Productivity and Motivational Tips for Inside Sale

I want to hear from my tribe: I’m talking to you — readers who have read my first two books, Smart Selling on the Phone and Online or Smart Sales Manager ; and my loyal training participants, teams and managers who have attended our TeleSmart training for the past 20 years.

Sales Training Is Not Just for Big Business – Part 1

Increase Sales

Once again I realized SMB businesses desperately need sales training. The Reality of Sales Training. Sales training for the most part has been designed and developed for Big Business not small business. Sales Training bad leadership sales process sales skills self confidence

Why Small Business Sales Training Misses the Mark

Increase Sales

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. This confusion about marketing and selling may be also found in other small business sales training learning objectives.

Sales Article: Access to Key Players Comes in 3 Flavors

Customer Centric Selling

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. If and when starting at levels below Key Players, we teach ways to qualify them as Champions in hoping to gain access to people that will be involved in making buying decisions. The best situation is when Champions are decision makers and grant access to lower levels.

Sales 16

Time to Stop Missing the Mark with Sales Training

Increase Sales

This morning I just received an email request from an almost complete stranger who asked my feedback on a 41 page book on all one needs to know about sales training. What is missing in the majority of sales training is this one word – leadership.

Watch the Wrong People Slip Through the Cracks in today’s Sales Technoverse

Productivity and Motivational Tips for Inside Sale

Almost 30 percent of deals are lost because of “no decision. Our sales system is structured to help salespeople do their job by pointing them at solid leads and real decision makers—in other words, the right people.

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!

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. MTD Sales Training.

How to improve your sales training programs – look to hybrids

Sales Training Connection

Sales training. As I walk through the grocery store and notice these new hybrids, it reminded me that a corollary exists for sales training. Well first, that is how training vendors have organized their sales training offerings. In other words – a sales training hybrid.

Comparing Customer 2.0 to a Bumble Bee

Productivity and Motivational Tips for Inside Sale

They make decisions instinctively focusing on solving a specific need at particular time and place. buying behaviors inside sales training motivating sales force purchasing decision-makers selling strategies selling trends

6 key questions for understanding a sales decision network

Sales Training Connection

In any significant purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. What are their views of you versus your competition on the decision criteria?

Seven fundamentals for selling to physicians

Sales Training Connection

There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. Medical device sales.

Do You speak Decision Making Language? 5 Tips.

Babette Ten Haken

Decision making language is an art and science all its own, quite literally. Determine the type of decision making language you use to achieve the desired outcomes. So others can make a decision? That’s exactly what you want decision makers to be doing, too.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. CCS® suggests that sellers try to initiate these opportunities at or near decision maker levels by leading with business issues.

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Gaining Access to Other Decision Makers and Influencers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

Book Review: Snap Selling

All Biz Answers

They do not have a lot of incentive to make a decision that will move them in a new direction. Konrath has a strong background in sales and sales training for large companies. The Three Decisions. Chapter 6: Your Customer’s Decision-Making Process.

2017 New Sales Behaviors Replace Create with Connect

Increase Sales

The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I believe no one in sales can create value because value is unique to each decision maker, each buyer.