Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. Deal With Decision Makers When negotiating, it’s essential sellers know all the decision makers , especially those with final authority.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Janek Performance Group

MAY 2, 2023

Uncertainty brings skepticism, tighter budgets, and more decision makers—for new and existing customers. Regular customers still buy, but it’s often prolonged sales cycles with more decision makers. It also reduces access to important decision makers, such as the C-suite. So does their buying process.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

criteria for success

SEPTEMBER 16, 2022

You can also choose to target specific people, such as CEOs, VPs, or managers who are either influencers or decision makers in acquiring your offering. If the firm uses Salesforce, has three or more open positions, and the VP Sales recently downloaded a white paper from your website, that lead is sales ready. Listen Now.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Zoominfo

JANUARY 8, 2021

When a prospect starts your free trial or downloads a white paper, you need to keep them engaged with your brand. Chances are you can reach your ideal B2B customers — including influencers and decision-makers — on Twitter. That’s where your inbound email and social media marketing come in. Email Marketing Lead Generation.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Pointclear

MAY 11, 2017

How successful do you think someone being paid $11 to $12 per hour will be in navigating to, and having conversations with, senior decision-makers at organizations that will spend five to six digits or more for solutions? Searching for an Analogy. What else, besides labor costs, factor in to the costs of lead generation?

Lead Generation 140

Lead Generation Sales Qualified Lead Cost per Lead Leads 140

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. The key to a great sale is to identify your decision makers – learn how data can help. PRO TIP: Ask about the decision-makers. Top: At the broadest part of the funnel, prospects interact with your content.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

MEDDIC

MARCH 28, 2024

This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Strategic Accounts: Target key decision-makers at your “dream accounts.” Not all accounts are created equal. Analyze your pipeline and prioritize high-value opportunities. Empower them.

Enterprise 52

Enterprise Enterprise Account B2B 52

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. The key to a great sale is to identify your decision makers – learn how data can help. PRO TIP: Ask about the decision-makers. Top: At the broadest part of the funnel, prospects interact with your content.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Zoominfo

AUGUST 5, 2021

Show your sales reps the latest approaches to reach decision-makers. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Understanding the Sales Force

APRIL 28, 2014

These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

The Pipeline

AUGUST 23, 2013

Those actions might include: Downloading a white paper on your site. The quick decision-maker shouldn’t get the same automated emails as the questioning customer, because his lead time will be virtually nil. Look at past customers you’d like to replicate. What characteristics did those customers possess? Track Everything.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

Pointclear

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

Babette Ten Haken

APRIL 10, 2019

Any right brain professionals who have conversations with technical decision makers know one thing. These decision makers are skeptical: of everyone and about every presentation and conversation. Technical decision makers must make the right decision based on the right information. Also, terrifying.

Decision Maker 13

Decision Maker SME Retention Hiring 13

Zoominfo

AUGUST 5, 2021

Show your sales reps the latest approaches to reach decision-makers. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pointclear

MAY 24, 2016

Have decision makers and influencers been identified, their authority confirmed and their agreement to engage secured? Have additional decision makers been identified? Has the decision process and timeframe been uncovered and documented? What determines that a lead will be accepted by sales?

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 145

Pipeliner

APRIL 30, 2021

RAIN Group, White Paper Competencies of Strategic Account Managers. You can indicate that, marketing them as an influencer, a decision-maker, an amplifier, a champion, or even a detractor. Need from CRM. You can view all opportunities associated with that contact, and other details as well. The Relationship Graph.

Account 80

Account Lead Rank Lead Scoring Engineering 80

Pipeline

APRIL 1, 2024

Make a list of companies that fit the image closely, identify their decision makers, and acquire their contact information. Improve your content marketing with valuable and informative blogs, white papers, and e-books. Assess customer data and market trends to lay down the attributes of your ideal customer.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Sales Hacker

OCTOBER 28, 2020

A white paper or company’s about page won’t give you nearly as much useful information as the business section of a 10-K. When you know what the management team is thinking, you can craft your sales pitch to appeal to those decision makers. I like to think of it as the distilled version of what a company does.

Report 101

Report Decision Maker How To Sales Qualified Lead 101

Understanding the Sales Force

SEPTEMBER 8, 2014

We want you to be part of our next White Paper on Sales Force Effectiveness. Insulated Decision Makers. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. This is important! We won''t even ask your name or email address! Better-Known Competition.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Janek Performance Group

DECEMBER 20, 2023

Instead, offer value through white papers and eBooks. They have more decision makers and can take their time. The goal is to employ multiple touches over time to build awareness. Also, you want a gradual build. Start with a soft launch, in which you don’t ask for anything. What about steps outside the cadence?

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Janek Performance Group

MARCH 8, 2024

As such, they publish blogs, white papers, case studies, and other collateral. Decision makers are dispersed. Check they have succeeded with similar-sized companies in comparable industries that faced your challenges. Successful companies not only share results. They are leaders in their fields.

Training 62

Training Face-to-face Education Negotiation 62

Highspot

MAY 6, 2021

But too many sellers go into a campaign blind, not using the tools at their disposal to identify decision makers, or the companies where their product or service would be a good fit. You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Blogs, white papers, webinars – whatever makes sense for the market you’re targeting. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Pointclear

MAY 13, 2016

4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers. Has interest from a decision maker.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

SBI

MARCH 13, 2018

Yes they downloaded that white paper, but NO that does not automatically mean they want a phone call and to be put into a cadence for email outreach campaigns. They likely made the purchasing decision at different stages, with different budgets, different decision makers, and were motivated by different triggers.

CRM 139

CRM Data Intent Decision Maker 139

LeadBoxer

FEBRUARY 4, 2019

Business to business selling is often a complex process, involving several decision makers to close a sale. Decision makers in the B2B selling process can include sales representatives, senior executives, board of directors, the financial department, legal services, researchers, CEOs, and more. Who are Their Competitors?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Emissary

FEBRUARY 19, 2021

2 Contacts: Do your persona definitions and decision-maker lists reflect recent changes in buying roles? . For example, the healthcare industry —long a technology laggard—vastly advanced its digital transformation goals in 2020, consuming a variety of new technologies and engaging with a host of new partners. . . . #2

Account Based Marketing 52

Account Based Marketing Account Strategy Demand Generation Targets 52

Janek Performance Group

AUGUST 23, 2023

For one thing, uncertain times mean tighter budgets and more decision makers. Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process. Like it or not, even skeptics listen. No one wants to miss a deal, and, in sales, time counts.

B2B 62

B2B Case Study Collateral ACT 62

Babette Ten Haken

OCTOBER 8, 2018

Download my white paper on selling to skeptical decision makers. Now, they are left in the hands of everyone else in the organization who they did not meet, during the initial sale. That is scary stuff, folks. Find out how to anticipate customer skepticism, before they intimidate us.

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

SBI

AUGUST 20, 2014

The problem was, enterprises were unable to scale and leverage success stories and references to the level they needed – especially as the number and types of decision makers involved in the buying process increased. We are helping sales reps increase their efficiency so they can spend more time actively selling and drive revenue.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Increase Sales

JANUARY 11, 2016

Today’s buyers (decision makers) want quality information told to them in an emotionally compelling story. Expertise such as White Papers. Until finally (shares the final end result of your solution or why the decision maker bought your solution). They do not want sales pitches!

Social Media 70

Social Media Education Media Marketing 70

Zoominfo

APRIL 18, 2019

As a logistics sales professional, you know how difficult it can be to reach decision makers. Blogs, white papers, webinars – whatever makes sense for the market you’re targeting. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people.

Lead Rank 100

Lead Rank Lead Scoring Top of Funnel Leads 100

Miller Heiman Group

MARCH 22, 2019

In our latest white paper, The New Industrial Revolution: Future-Proofing European Manufacturing Sales in the 21st Century we share insights into how manufacturing sales teams can navigate these dramatic transformations and turn themselves into the modern sales organizations that this industry needs.

Decision Maker 54

Decision Maker Channels Study Competition 54

Product Management University

JUNE 21, 2023

The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. It’s about meeting your target customers in their comfort zone with insightful content that strikes an emotional chord.

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Chorus.ai

JULY 9, 2019

Knowing the latest approaches to reach decision makers, present and pitch your product or service, and execute good social selling are key to winning more business. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach the customer and map your buying process in a scalable way.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48