Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Applying the concept of neural networks to enterprise sales processes. 19:06) Applying the concept of neural networks to enterprise sales. (25:25) Highlights: (10:27) Robert’s background and early involvement in AI startups. (15:09)

Enterprise 118

Enterprise Enterprise Networking Sales Process 118

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On top of that, you have multiple decision makers to be looped in. Before you approach an enterprise account, you need to get the space between your ears ready to go for the day.

Enterprise 128

Enterprise Enterprise Prospecting Cold Calling 128

Sales Evangelist

SEPTEMBER 21, 2020

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? It’s become even harder to get a hold of decision-makers. The solution is to go back to personalization. Email them.

Decision Maker 59

Decision Maker Enterprise Enterprise How To 59

DiscoverOrg Sales

JANUARY 10, 2018

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. The higher up in the org chart someone is, the closer they are to a decision maker. See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

The ROI Guy

MARCH 11, 2014

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. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Sales Hacker

NOVEMBER 1, 2024

Product-Channel Fit: Finding the Right Growth Strategy for Your Product We often hear product- market fit, but not often enough is the importance of product- channel fit emphasized. Product-channel fit explained Product-Channel Fit measures how well a product aligns with its distribution channels to effectively reach its target market.

Channels 102

Channels Scale Strategy Distribution 102

Sales Hacker Training

APRIL 1, 2025

Like there’s so many angles that I think we could take this conversation, but, We’ve been able to have a few conversations and, and one of the things that really stuck out to me in our conversations was your experience expanding from like an SMB mid-market motion to the enterprise. and that [00:06:00] also equated to a shift from.

Scale 71

Scale Microsoft Enterprise Enterprise 71

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

Pointclear

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. There are also real measureable ways to track social growth and trends now.

Lead Rank 248

Lead Rank Lead Scoring Marketing Qualified Lead Leads 248

Zoominfo

JUNE 26, 2020

Increasing sales with enterprise customers starts here — find out how to build custom solutions. As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. Organize Lead Sources and Channels. Acquiring Quality Data.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. Understanding the Pricing Complexities in Multi-Channel Sales In the hyper-connected marketplace, businesses sell through multiple channelsdirect sales teams, resellers, e-commerce platforms, and distributors.

Margin 48

Margin Channels Maximizer Lead Rank 48

No More Cold Calling

SEPTEMBER 30, 2011

Build new alliances or alternate distribution channels. Commit to Building Your Referral Business: You get the meeting with your decision-maker when you receive a referral introduction. Broaden Your Perspective/Narrow Your Focus: Is your sales and marketing focus working? What business are you in? The “R” Word: Talk About It.

Referrals 240

Referrals Hiring Decision Maker Social Media 240

No More Cold Calling

JANUARY 31, 2013

A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger events at his company; and then all their salespeople need to do is call or email with a pithy, targeted message to get the meeting. Yes, guarantee.

Referrals 207

Referrals Cold Calling Conversion Social Media 207

Zoominfo

APRIL 17, 2025

Whether identifying key decision-makers or nurturing opportunities, ZoomInfo helps teams prioritize high-impact actions that shorten deal cycles and boost conversions. ZoomInfo Copilot identifies best-fit contacts who are likely to engage, at the right time, with customized, relevant messaging across multiple channels.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

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

MarketJoy

APRIL 25, 2025

How to Choose a B2B Lead Generation Company The following services should be provided by a top B2B lead generation company : Targeted Prospecting: When it comes to prospecting, being specific, whether industry, company size, or decision-makers, gives you the precision you need.

Lead Generation 52

Lead Generation Sales Qualified Lead Lead Rank Ideal Customer Profile 52

Zoominfo

OCTOBER 23, 2019

IDC forecasts 75% of commercial enterprise apps will use AI by 2021 ( source ). 72% of business decision-makers say AI can enable humans to concentrate on meaningful work ( source ). Gartner predicts that by 2020, customers will manage 85% of their relationship with the enterprise without interacting with a human ( source ).

B2B 247

B2B Telecommunications Forecasting Scale 247

Sales and Marketing Management

FEBRUARY 20, 2020

If your SDRs know what channels to try, then they can focus on optimizing their approaches. The art of experimentation — trying new approaches, channels, tactics, and messaging — is the secret to staying ahead of the curve. Repair technicians may not pick up a cold call, but they might jump on social networks throughout the day.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Enterprise, mid-market, or startup/small business? PRO TIP: Use new prospects to find decision-makers higher up the food chain.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. OEM deal structure.

Licensing 88

Licensing Software Software Enterprise 88

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Enter, social listening.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Tenfold

SEPTEMBER 19, 2017

These days, it is no longer enough to argue that enterprise companies are too big to bother with social media. And, even big enterprises are taking heed. But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Enterprise, mid-market, or startup/small business? And if you engaged with decision-makers at the show – fantastic!

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Marketing Qualified Lead 191

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. Business decision makers more in control Business decision makers are having more influence and taking more control of the process.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

Pipeliner

AUGUST 20, 2022

The key decision-maker in the new account was an ex-client that the CSO’s organization had effectively served for years, paving the way for the big win. The dreaded hand-off is simply unworkable with enterprise accounts. The next channel is Partnerships and Alliances. That’s the major account world.

Account 98

Account Pharmaceuticals Decision Maker Enterprise 98

MarketJoy

MARCH 27, 2025

Things like industry, business size, decision-making authority, and previous purchasing behavior can all be analyzed so that only prospects with legitimate buying potential are targeted. Engaging with Multi-Channel Outreach To convert prospects into SQLs, smart outreach is critical; and that includes the human factor.

Sales Qualified Lead 52

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 52

Lead411

NOVEMBER 7, 2024

For example, a small tech startup may respond to a flexible, growth-focused solution, while a large enterprise may need an emphasis on integration and scalability. A/B Test Messaging and Channels : Use data from A/B tests to see what messaging, subject lines, and communication channels resonate best with your target audience.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Pipeliner

OCTOBER 16, 2020

But with enterprise accounts, the win is just the beginning. Enterprise pursuits can be long, challenging and costly. The dreaded hand-off is simply unworkable with enterprise accounts. That’s the enterprise world. The next channel is Partnerships and Alliances. Truthfully, it’s the treasure map to account growth.

Enterprise 59

Enterprise Enterprise Account Apparel 59

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Believe it or not, this GTM motion is applicable either within or outside a customer base, especially within unengaged buying units in enterprise customers. GTM strategies also help with maximizing customer lifetime value (CLV).

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Andrew Dickelman , Co-Founder and Head of Enterprise Sales at Structurely , has been responsible for millions in revenue through cold outreach.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. Decision maker: gives final approval for the purchase. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. And stop investing in channels where you see low conversions.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Pipeliner

JANUARY 24, 2018

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. The dreaded hand-off, “detaching with an ax,” is simply unworkable with enterprise accounts.

Enterprise 56

Enterprise Enterprise Account Apparel 56

Hubspot Sales

MARCH 10, 2020

Warm call or prospective leads — leads that are a good fit but have not taken action on your website or other inbound channels. In many enterprise opportunities, multiple product demonstrations are required. In this case, buy-in from the decision maker is needed to proceed. Decision maker buy-in.

Pipeline 134

Pipeline Lead Rank B2B Marketing Qualified Lead 134

Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. We have seen a 50% growth in the use of tablets in the enterprise, while 40% of devices used in the enterprise are consumer applications. A new and expanding set of “superusers” who understand products extremely well.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

BuzzBoard

NOVEMBER 8, 2023

B2B, or business-to-business, typically targets larger enterprises, including multinational corporations, that require substantial volumes of products or services. B2SMB, or business-to-small and medium-sized businesses, focuses specifically on catering to the needs of small and medium-sized enterprises (SMEs). What Is B2SMB?

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

Cincom Smart Selling

FEBRUARY 21, 2025

4- Seamless ERP & CRM Integration CPQ solutions should easily integrate with enterprise systems like ERP, CRM, and CAD tools to provide real-time data transfer across departments. Cloud-based CPQ solutions provide flexibility by facilitating automatic updates, remote access, and easy integration with other enterprise systems.

Discount 48

Discount Guarantee Engineering Proposal 48

DiscoverOrg Sales

SEPTEMBER 12, 2018

Tiny mom-and-pop shops that would never buy your enterprise products and services. But you’ll have to call through the switchboard, so you’ll get a gatekeeper whose job is to make sure that you’re not going to waste that decision-maker’s time. There are no direct-dial phone numbers. No email addresses.

Retention 185

Retention Data Video Gatekeeper 185