Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

Sales and Marketing Management

JUNE 29, 2020

Read the full report , “How B2B decision makers are responding to the coronavirus crisis.”. Group travel is down, but not out. Click on any of the articles below to read more from our special report. How COVID-19 could reshape sales. Are you digital-ready? The right kind of help is not what you think.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

MARCH 26, 2018

High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. By embarking on a mobile tour, your brand can provide a similar feeling to decision makers within your target audience. Make it immersive.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Emissary

JANUARY 31, 2023

How are buying decisions made? Who are the decision-makers and key influencers for technology purchases? How do decision-makers prefer to engage? Learn about decision-makers’ doubts about implementations, performance, and change management so you can address those concerns directly.

Account 96

Account Decision Maker Face-to-face How To 96

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. Unscheduled phone calls and emails demand the buyer’s attention and in-person meetings require travel time.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

SBI Growth

JANUARY 5, 2014

Reps struggling to get in front of Decision Makers. Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. It is using tools like LinkedIn to get face-time with Decision Makers inside target accounts. Lack of quality leads. Place your efforts here.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Sales and Marketing Management

JUNE 14, 2020

Company decision-makers seem open to the idea of remote work?—?at If we don’t understand where we are in a crisis and what we are feeling, it will be tough to lead ourselves or others to something different,” change consultant Talita Ferreira states in an article for Conference & Incentive Travel. at least part time?—?but

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

SendBuzz

APRIL 25, 2023

This reliance on digital solutions allows for more structured processes, less travel for inside sales reps, and easier organization compared to outside sales teams. Reduced Expense – Inside sales have lower implementation costs as sales reps do not have to travel, resulting in reduced expenses. What is B2B Outside Sales?

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. 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.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Highspot

SEPTEMBER 28, 2022

Well-informed, timely, and savvy decisions during these nascent days are crucial for the business’s survival. But as the organization grows, communication channels increase exponentially, and suddenly our expert decision-makers find themselves removed — physically and temporally — from day-to-day decisions.

Decision Maker 52

Decision Maker Lead Rank Scale Resources 52

Janek Performance Group

DECEMBER 6, 2021

Take the path less traveled and double down on your outbound efforts. In our experience, many decision-makers work through the holidays. Another benefit is while these decision-makers are in the office during the holidays, they often have more free time to talk with you. Don’t follow the herd.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Categorize your decision-makers.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Alice Heiman

NOVEMBER 22, 2022

Brent explains decision maker confidence is the main barrier for B2B teams to close deals. 11:59] Travel agents went out of business because I could do it all online. I need a travel agent. [13:15] My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling.

B2B 112

B2B Buyer Lead Rank Travel 112

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. Ease of scheduling, savings on travel expenses, and safety (obviously). The top three reasons for this shift in preference?

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

SBI Growth

FEBRUARY 4, 2014

Some examples are: Access to Decision Makers. Geography (Travel Time). They can be measured only after a few sales interactions. Think of them as the “YES, BUT” factors. As in “YES I know they have huge potential BUT it’s a 10 hour drive!” Propensity to outsource. Compliance or regulatory issues. Length of current contract.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. 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.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

No More Cold Calling

OCTOBER 25, 2013

Subtracting four weeks for vacation, travel, and personal time off, that’s 396 meetings a year! When you receive referral introductions to your decision-makers, you convert a minimum of 50 percent to clients. That’s nine meetings a week. It could be 10, but as he puts it, who wants to meet for breakfast on Monday morning?

Networking 270

Networking Referrals Decision Maker Small Business 270

Zoominfo

APRIL 29, 2020

After all, you’re already spending the money to travel to the event. No matter how perfect a prospect account is, it’s possible – even likely – that the person you connected with at the event is not the decision-maker for your product. And if you engaged with decision-makers at the show – fantastic!

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Janek Performance Group

FEBRUARY 20, 2024

This starts with not rushing the close and should include: Aligning decision makers Gaining consensus Confirming agreements In complex sales, there is often more than one decision maker. In sales, traveling, training, and coffee breaks are all non-sales activities. There are profits in patience.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Sales and Marketing Management

FEBRUARY 19, 2018

You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. It travels in packs but gets the hunting done. Back your inner voice and overcome your fears. How To Overcome the 7 Things Sellers Fear Most. Don't you!

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Increase Sales

DECEMBER 15, 2014

Travel back to the first sales objection in your most recently “earned” sale. These B2B sales are not complex with multiple decision makers. Usually there is one decision maker and possibly a decision influencer. What was the essence of that barrier not to buy? of all businesses here in the US.

Objections 128

Objections Decision Maker Small Business Small Business 128

Sales and Marketing Management

DECEMBER 14, 2020

In the pre-pandemic world, an in-person meeting was an event: It involved travel, hotel stays and client dinners. The stakes felt higher since organizing a face-to-face meeting could be challenging and you would only be seeing those key decision-makers once or twice a year. You had to get it right.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Gong.io

SEPTEMBER 26, 2022

70 to 80% of B2B decision-makers prefer remote interactions. Remote sales has its advantages — it cuts down on travel costs, increases productivity, and allows you to match your buyers’ preferences. Our data shows that win rates are 80% lower for small business deals when decision-makers aren’t involved.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

DiscoverOrg Sales

AUGUST 17, 2016

By setting appointments at times like 10:35, or 2:50 the prospect has travel time to get from one event to the next and doesn’t have to miss a presentation they are looking forward to. Decision makers will be checking their emails during the shows. Set meetings at “off-times.” Don’t let up while the show is going on.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

Crunchbase

MAY 17, 2023

Mix in a tightening macro climate resulting in a decrease in travel expenses, and you have buyers and sellers — again — operating in a remote-first environment. Sales has been changing over the past five years and is wildly different today due to the remote-first acceleration brought on by the COVID-19 pandemic, among other factors.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Crunchbase

JANUARY 19, 2023

Why Mews should be on your radar : With countries loosening travel restrictions, the travel industry is poised for a big 2023. The travel industry is just going gangbusters,” said Erin Florio, executive editor of Condé Nast Traveler, in this CNBC article. With an increase in travel comes a greater demand for hotels.

Lead Rank 52

Lead Rank Lead Scoring Company Leads 52

Hubspot Sales

FEBRUARY 7, 2023

Maybe yours is to travel the world after you retire, or settle down somewhere nice and quiet. For example, they might offer tips on how to cold-call companies without feeling nervous or show you ways to connect with decision-makers before the sales pitch starts. You daydream about doing anything else. We all have dreams.

Cold Calling 104

Cold Calling How To Hiring Travel 104

Hubspot Sales

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. Consider what time of day you contact customers.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Mr. Inside Sales

MARCH 20, 2020

This is a terrible time for people in our market to make any kind of buying decision as they have to travel to work with us. “Meantime hang in there and wash your hands. insert smile emoji if you like.) ”. Email from Prospect #4: “Dear…. So, we aren’t interested at this time…”. Get Access Today.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

SBI Growth

OCTOBER 31, 2013

The biggest time killer: “travel” soaks up 17.4% 84% of B2B Decision Makers Begin their Buying Process with a Referral.” Walking Fluffy the poodle during conference calls? Those are definite wasters. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). of a seller’s time. of a rep’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

No More Cold Calling

JUNE 16, 2016

We’re connected to any decision-maker we want to reach by just a few people. What about others who share the same political agenda or passion for travel or sports? The Travel Connector: No matter what your nationality, if you are traveling in another country, you immediately gravitate to people “from home.”

Lead Generation 120

Lead Generation Lead Rank Lead Scoring Referrals 120

SBI Growth

FEBRUARY 4, 2014

Some examples are: Access to Decision Makers. Geography (Travel Time). They can be measured only after a few sales interactions. Think of them as the “YES, BUT” factors. As in “YES I know they have huge potential BUT it’s a 10 hour drive!” Propensity to outsource. Compliance or regulatory issues. Length of current contract.

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

Highspot

JANUARY 14, 2024

This method allows them to connect with global clients without travel, fostering a convenient customer experience. Using video for follow-up summaries offers consistent messaging to multiple decision-makers. Virtual selling breaks down the distance barriers, making the entire world your marketplace without extensive travel.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

MTD Sales Training

JULY 10, 2012

You invest a great deal of time prospecting and locating the decision maker (DM). Then you could you have travel time, gas and a host of other less tangible expenses. Cancelled appointments and no-shows will cost you a ton of money. and set the appointment. When that appointment washes out, you lose big time.

Cancellation 297

Cancellation Gatekeeper Decision Maker Travel 297

SalesHandy

MAY 6, 2021

Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. This can even stretch longer, based on the number of decision-makers involved and the deal size. Reach Out To decision-makers. In a way, it’s the exact opposite of field sales or outside sales.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

The SalesPro Leader

OCTOBER 29, 2018

Decision makers, as we all know, are busy people. They are often in and out of meetings, on conference calls, and traveling. Keeping your decision maker’s attention is paramount to effective B2B lead generation.

Decision Maker 40

Decision Maker Travel Conference Lead Generation 40

Igniting Sales Transformation

MARCH 7, 2019

Service where they get their clients meetings with high level decision makers in almost every major company. Service where they get their clients meetings with high level decision makers in almost every major company. If you want to know how to open doors at the executive level, this is the interview for you!

Microsoft 77

Microsoft Decision Maker Hiring Conference 77