IT Staffing Approved Vendor Lists: 4 Things to Remember

DiscoverOrg Sales

Cue the IT Staffing Approved Vendor List. Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies. Make Connections with the Right Decision Makers.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence, such as this excellent breakdown from Hubspot, for buyer-vendor disconnect ) means that it’s still a big problem. The post [STUDY] Bridging the Great B2B Vendor-Buyer Divide appeared first on DiscoverOrg.

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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. While we had access to the SVP he, like many senior executives , left a detailed analysis of both vendors to his Manager of Training, who attended one of our public workshops to assess our offering. As you’d suspect, we ultimately won the business, but later asked exactly how the decision was made.

Sales Tips: Bad Assumption #4 - The Senior Exec Is the Decision Maker

Customer Centric Selling

Sales Tips: Bad Assumption #4 - The Senior Executive Is the Decision Maker. When working with committees many salespeople and their managers assume that the highest-level person is the decision maker. When he shared this opinion Joe left the decision up to him.

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.

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.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

I’m just trying to understand who the vendors are. Step 3: Vendor selection and elimination. Vendor selection is an important next step – and even more important is vendor elimination. I know the vendor that I want to go with.

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3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

They also have significant purchasing power and authority, making them of particular interest to technology vendors. IT Sales Strategies Top IT Leadership Changes B2B Insights B2B Sales Insights CIO Decision Makers IT Decision Maker IT Industry

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.

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. Their offer must wait while the customer finishes going through demos with other similar vendors. I’m not sure where this metaphor came from.

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. The decision maker and associated influencers.

The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Perhaps in the future, when budgetary concerns force the sales division decision-makers to hide their checkbooks, software solutions wrapped in market-speak like CRM will be tagged will a seal of approval like UPMs, which would designate some form of ‘ U ser P erformance M easurement’, instead of C an’t R easonably M anipulate this the way the vendor promised it was designed to function.When filtering through your CRM options, it is quite natural and very tempting to start with price.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. Check out DiscoverOrg’s Triggers feature , which alerts you to leadership moves, acquisitions, vendor changes, and other initiative which signal buying events. The vendor only presented the two solutions discussed and nothing else.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Rather than leave this large puzzle piece a mystery, DiscoverOrg partnered with Martin on a comprehensive study of 230 business decision-makers. Vendor market position advantages. The impact of price in decision-making.

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Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

It was a list they’d gotten from their CRM: a mix of contacts their sales reps had entered over the years, and contacts from other data providers and list vendors. 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.

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 Therefore many buyers have immense RFPs and laborious spreadsheets that vendors must complete. The goal is risk mitigation: reducing the uncertainty associated with selecting a vendor and making the purchase.”

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[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? Read Part 2: The B2B Vendor Advantage. Buyer’s remorse occurs after the purchase is made when the buyer feels a sense of regret, guilt, or anger, and they second-guess their decision.

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The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

IT security vendors are wise to recognize and capitalize on emerging trends: The Risks for CISOs. Some even report to higher-level executives and do not possess absolute decision-making discretion.

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

DiscoverOrg Sales

Vendors, take note. Each Scoop contains an important piece of information, including: Decision-maker moves. Looking back at the reported Scoops, we can see likely weaknesses and changes that could offer valuable leads for security vendors. Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk.

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

DiscoverOrg Sales

Most vendors do this: Company A in your database is the best type of company for you to be reaching out to. Company Updates IT Sales Strategies Latest News New Product Features Sale Operations Sales Leadership & Management Account-Based Marketing B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Henry Schuck Information Technology IT Sales Mark Godley Sales Effectiveness Sales Enablement Tools Sales Intelligence Sales Leads sales strategies Sales Success technology stack

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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Sellers can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. With email tracking and templates for fast, consistent messaging, Yesware empowers sales teams to make smarter decisions, faster.

Infographic: Frugalnomics Demands that Vendors Prove Superior Competitive Value

The ROI Guy

Business decision makers have been hit hard by the economy, and as a result, need to be sure that every purchase represents the best possible value. To many buyers, this means extracting a “pound of flesh” from each and every vendor – driving huge discounting, and often making the purchase alone based on who can deliver the best price.

How to Qualify an Influencer

Mr. Inside Sales

If this were a perfect world, when prospecting and qualifying we would always get to speak with the decision maker and, while questioning them, we would discover that they were looking for our solution, and that they have the budget and authority to make a decision.

Sales Strategies of Top Salespeople - Webinar for Sales Leaders

HeavyHitter Sales

  The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. How decision makers think, evaluate vendors, and select the winner.

Finding The Decisionmaker

Partners in Excellence

We want to focus our sales strategies on the Decision-maker. Sales trainers tell us to call high, in the quest for finding the decision-maker. Finding the decision-maker is tough! Part of the problem, in complex B2B sales, there is seldom a decision-maker.

Make Better Data-driven Marketing Decisions


Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”.

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Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.

Sales Tips: OOPS - Are You Closing the Wrong Person?

Customer Centric Selling

Vendors and salespeople don't seem to realize that people prefer to buy rather than be sold. Two of my major concerns are that sellers try to close non-decision makers and/or close before buyers are ready to buy. How to Meet a Decision Maker.

Developing strategic referral alliances. WOW!

Jeffrey Gitomer

To get to the decision makers. Select vendors who are needed by the prospect before your product or services are needed. Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you?

#Webinar – Cold Calling: How to get from Interruption to Conversation

The Pipeline

In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. Thursday, September 19, 2013. 1:00 – 2:00 pm EST / 10:00-11:00am PST.

The Blind Side for Sales

Understanding the Sales Force

The Contact claims to be the Decision Maker and doesn''t need to get it approved. They claim to be happy with their current vendor. Understanding the Sales Force by Dave Kurlan You may remember the book and later the movie, The Blind Side.

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

These are the decision-makers you need to access. Research your customer’s entire network to find the decision-makers. The Customer Decision-makers. Identify all the decision-makers within the account. Supplier, vendors, channel partners.

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. survey results also revealed that almost 25% of the decisions are now made wholly outside of the IT department.

Executive Invest. Purchasing Controls Pricing.

Anthony Iannarino

These enlightened purchasing types often reject the lowest priced offerings because their experience suggests that the “vendor” will cause them to incur higher prices.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Mr. Inside Sales

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but 2) Decision makers. A new vendor for different services, or. • To compare quotes and services with a different vendor, or. •

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.

How I knew I was going to lose a $200k deal

John Barrows

However, there is one that I’ve found to be the #1 key indicator of losing a deal which is “more time to make a decision.” This key indicator (more time to make a decision) is was what told me I was going to lose a $200k deal before I actually lost it.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. They gain access to decision makers.

Why do Customers Lie?

Don on Selling

Several reasons – First, your potential buyer was never a decision maker. Yes, we have all heard that you need to vet a prospect to ensure they are indeed a decision maker. ” or, “How does your company make purchasing decisions?”