Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. Let’s chat, shall we?

Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

Sales Tips: Maintaining Contact with Decision Makers. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. That said, many sellers get delegated but in the hand-off lose contact with decision makers.

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.

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time

Customer Centric Selling

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver to other lower-level managers?

Gaining Access to Other Decision Makers and Influencers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. Blog Home < Gaining Access to Other Decision Makers and I… Sales & Management Tips. Gaining Access to Other Decision Makers and Influencers.

Upcoming Free Webinar: How to Engage the Top Decision Makers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. Upcoming Free Webinar: How to Engage the Top Decision Makers. Home | About Us | Corporate Sales Training | Sales Management Training | Workshops | Resources | Clients / Industries.

[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. Books, courses, seminars, workshop, etc.?). 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

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

The bigger an entity, the more complex the task of finding out who makes the decision, who influences it, who shepherds the buying process, and how all these stakeholders fit together. I come to the Account Based Everything movement as a long-time proponent.

Sales Article: Access to Key Players Comes in 3 Flavors

Customer Centric Selling

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. When asking for access, it is important to make a decision about whether or not your potential Champion can realistically provide access. The best situation is when Champions are decision makers and grant access to lower levels. Decision makers often volunteer to provide access.

Sales Tips: A Critical December Tactic

Customer Centric Selling

Limited availability to decision makers due to the Christmas holidays. that you would like to focus your energies and your company’s resources to provide them with the information they need to make an informed purchase decision by December 21st.

#1 Sales Question to Determine if Your Customer is a Strategic.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. If he isn’t, are you sure you’re really talking to the key decision-maker? More Free Stuff | Email Us | Get Started Now! About Us. The Company. Our Training Approach. Paul Cherry.

Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

Limited availability to decision makers due to the Thanksgiving and Christmas holidays. that you would like to focus your energies and your company’s resources to provide them with the information they need to make an informed purchase decision by December 16 th.

The Worst Question a Salesperson Could Ever Ask

Sales Excellence

Is there anyone else besides yourself who will be involved with this purchasing decision?” That might sound good in a book or a training workshop, but it simply doesn’t work. I’ve even read many authors who recommend asking, “Who’s the final decision maker?” Honestly, we might as well have come right out and said, “You clearly don’t have the juice to make this decision. The technical approver is making the technical decision.

The Most Effective Way to Sell to C-Level Executives

Sales Excellence

I love to tell this story when I’m coaching or teaching; A senior executive (COO) attended one of my workshops recently and gave this feedback when she saw this segment of the prospecting module. We get into specific details and steps on how to create your own multi-pronged approach pattern in our workshops and through our coaching. Sales Blog decision makers sales Selling to C Level Executives

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

Sales Tips: No Decision Losses - The Good, Bad & Ugly. How long are you going to allow your sales organization to continue to lose good opportunities to No Decision before you take action? No Decision is a decision to do nothing or to maintain status quo.

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3 Reasons Storytelling Skepticism creates Decision Making Mistrust

Babette Ten Haken

When storytelling skepticism creates decision making mistrust, your storytelling strategy falls short of convincing customers to do business with you. So, why is isn’t your storytelling converting decision-maker leads into customers?

Why Customer Discovery leverages Professional Self Discovery

Babette Ten Haken

The customer discovery process is all about the decision maker, not the startup team members or the sales person. First of all, when teams or sales people engage decision makers in customer discovery, the decision maker is the smartest person in the room.

Find out why Customer Discovery leverages Professional Self Discovery

Babette Ten Haken

The customer discovery process is all about the decision maker, not the startup team members or the sales person. First of all, when teams or sales people engage decision makers in customer discovery, the decision maker is the smartest person in the room.

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

Customer Centric Selling

Two of my major concerns are that sellers try to close non-decision makers and/or close before buyers are ready to buy. Sellers should identify the decision maker by asking another stakeholder who would sign off on this project or whose budget would fund the initiative.

The Missing Key Element to Sales Success

Sales and Marketing Management

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on.

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Why Your Soft Skills Scorecard impedes Your Professional Success

Babette Ten Haken

You know, the colleagues and technical decision makers who make you feel out of place and disrespected. Download my white paper “New Strategies for Selling to Skeptical Technical Decision Makers” by clicking on this link. .

Are buyers freezing you out?

Igniting Sales Transformation

Ask 10 decision makers yourself when they can remember the last time they received a sales message that made them say… sure, I’ll free up time on my calendar to talk to that person.

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Why Companies Hate Sales People Who Cold Call

No More Cold Calling

Not to mention that decision makers seldom return voice mail messages. The sales person uses manipulative tactics to make contact with the decision maker. These individuals fail to realize that many gatekeepers can influence with whom the decision maker meets.

Competitive Sales Insights Based on 1,000+ Interviews

HeavyHitter Sales

Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Influence the Hidden Organizational Politics That Impact Decision Making. organizational structure impacts company decision making.

Sales Tips: How to Handle "Give Me Your Best and Final" Pricing

Customer Centric Selling

In some cases they meet later with decision makers only to find the starting point for further negotiation is the “best and final” figure quoted. Common answers and suggested responses: No – It looks as though you have more work to do in making a decision.

Successful Selling - Must You Demonstrate What You Know/Do?

Anthony Cole Training

Record collections are beliefs that individuals have developed over time that become the unconscious motivators for actions and decision making. Not getting to the decision maker. Not getting decisions at time of presentation. Not getting timely decisions.

Sales Tips: "Always Be Closing"

Customer Centric Selling

Making a decision when buying sales training or process is difficult. It’s demeaning when sellers try to close non-decision makers. Sellers make mistakes by not getting in front of decision makers to close. Less than 2 weeks from the next open workshop in Boston!

One Millimeter Mindset Customer Retention Blog Posts 2017

Babette Ten Haken

Let’s discuss how One Millimeter Mindset workshops and leadership coaching can help rediscover the innovative mindset upon which you founded your company. Why Technical Decision Makers remain Skeptical of You.

Make 2018 Your Best Sales Year Yet! (Panel Discussion)

Pipeliner

Julie Hansen helps salespeople craft and deliver presentations that engage and persuade today’s busy decision-makers. She is the founder of Performance Sales and Training, offering sales presentation workshops. MUST WATCH PANEL DISCUSSION. According to many experts, we’re in an economic upswing. In addition to a great economy, what is needed to make 2018 your best sales year yet? What skills do you need? What insight do you need into today’s sales landscape?

Panel Discussion: July 24th at 10am PST

Pipeliner

Decision makers are on vacation, and buyers aren’t always as responsive. He draws on more than thirty years of experience, and his keynotes and workshops are in global demand by companies in North America, Europe, Africa, and the Far East. MUST WATCH PANEL DISCUSSION. Summer brings many challenges for the employees of a sales organization. It’s easy to get defeated, and it can be difficult to maintain high sales quotas.

To discover the Customer Experience Gap think Laterally

Babette Ten Haken

Particularly around the time those CX surveys are distributed to client decision-makers. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Businesses have a customer experience gap. Do you know where your gap is located?

Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Consider that buying decisions involve groups of people, each with different concerns, all representing a single brand and a value proposition. Finally, they pondered interpretations and reached a decision about the story’s significance to their own lives.

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Selling Value: The Missing Piece

ROI4Sales

Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. Do you really know what your prospects are looking for?

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Sales Tips: Don't Scare Buyers into Making "No Decision"

Customer Centric Selling

Sales Tips: Don't Scare Buyers into Making "No Decision". There will always be risk associated with spending money in wondering if it is a good decision. Realize that when you close has a great deal to do with how much perceived risk there will be in making buying decisions.

Sales Tips: 8 Signals That Your Buyer Is Ready to Close

Customer Centric Selling

If a seller covers all of the eight items listed below, and the buyer realizes there is a cost of delaying their decision, there are instances where they will volunteer to buy. Before earning the right to close I believe decision makers should: Know the price.

One Millimeter Mindset™ 2018 Collaborative Storytelling Blog Review

Babette Ten Haken

With so much content being thrown at decision makers, how can your organization’s and association’s voice stand apart from all the content noise out there? I will be honored to customize my keynotes and workshops to your next event.

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What’s Your Sales X Factor? 5 Questions to Find Out!

Performance Sales and Training

Decision-makers may not get together for days or weeks to discuss your proposal, and they are likely to see many other presentations in the mean time. Like a great actor, prospects want that one salesperson to wow them, rise above the pack and make their decision an easy one so that they can “cast the part” and move on to their next project. I have updated my presentation style to gain and hold the attention of today’s busy decision-makers.

Sales Tips: 5 Ways to Make Your Year-end Number in Q4

Customer Centric Selling

Send an email to all C (Champion) prospects, followed by a personal phone call, advising them that this is a critical quarter and asking them if it is their intent to make a selection decision by the end of December. Sales Tips: 5 Ways to Make Your Year-end Number in Q4.

Connecting the Dots between Sales Strategy & Execution

Sales Benchmark Index

Selling to Decision Makers. Follow-on workshops for continued development. 50% of solving a problem is defining it correctly. If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite.