Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Companies face stiff competition and customers have multiple options. Do they have grit?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Pointclear

JANUARY 24, 2012

The complexities of the non-commercial arena often overwhelm even seasoned marketers from the consumer-facing world. They target the purchase decision-maker. And that person has a name, a face and probably a LinkedIn account. Social media is a different marketing channel than all those that came before it.

B2B 192

B2B Social Media Face-to-face Twitter 192

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. Read the full report , “How B2B decision makers are responding to the coronavirus crisis.”. Are you digital-ready?

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

MARCH 26, 2018

On the flip side, if the salesperson showed up to the meeting fully prepared having read his previous colleague’s CRM notes, the decision-maker would be happy to have a meeting. Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings. Recipe for High-Performance Selling.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Sales and Marketing Management

DECEMBER 22, 2019

Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company. Customer-Centric Sales. Business acumen brings credibility.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Hubspot Sales

SEPTEMBER 30, 2024

By addressing the real challenges prospects face, reps can create genuine connections, build trust, and significantly improve their chances of a positive outcome.” A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward.

Social Selling 108

Social Selling Social Media Media Networking 108

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. The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f f their entire budget.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Mr. Inside Sales

AUGUST 7, 2022

Click here to find all the new skills, scripts, and techniques that will help you blow past gatekeepers and connect with decision makers! If so, you should check out my channel on YouTube and binge a few quick tips you can use on your very next call to get better. The less competition for you, the better, right?

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 156

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

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Mr. Inside Sales

APRIL 29, 2022

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Need More Proven Responses to the Selling Situations You Face Every Day? Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. I closed that deal, too! And that’s when I got it.

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

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

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 111

Sales Qualified Lead Decision Maker Prospecting Strategy 111

eGrabber

NOVEMBER 11, 2024

A good contact list enables you to: Reach decision-makers directly Personalize your outreach with data-driven insights Increase conversion rates with more relevant and timely messaging Streamline your sales process and improve ROI However, building B2B contact lists comes with challenges. Build B2B Contact Lists in a Click!

B2B 52

B2B Decision Maker Lead Generation Face-to-face 52

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

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication. Inside vs. Outside Sales. Out of the 5.7

Outside Sales 145

Outside Sales Hiring Face-to-face Inside Sales 145

No More Cold Calling

SEPTEMBER 22, 2016

She writes: Alex kept … assuming decision makers just needed reassurance that his technology could solve every problem they faced. What the decision maker really wanted, however, was to meet objectives. How does that affect your distribution channel? You can’t make a living off future promises.

Prospecting 120

Prospecting Decision Maker Face-to-face Cold Calling 120

Zoominfo

OCTOBER 4, 2018

Let’s face it—it’s not easy to build a perfect marketing team. A comprehensive marketing strategy includes a number of different tactics and initiatives—which means your team must include members with a wide variety of skills. Let’s get into it! Customer Experience (CX) Expert.

Marketing 187

Marketing Social Media B2B Analysis 187

Vengreso

JUNE 27, 2022

According to a review from HBR, 90% of B2B decision-makers don’t respond to cold outreach. However, in the era of social selling , 74% of business buyers conduct most of their research independently before making a final decision. What is B2B Sales? Find out in this complete guide published by Vengreso!

B2B 127

B2B Top of Funnel Decision Maker Ideal Customer Profile 127

Shari Levitin

OCTOBER 29, 2021

Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. and make it easy for decision-makers and experts to get involved and join in on sales conversations – from wherever they are.

Face-to-face 133

Face-to-face Decision Maker Social Media Video 133

The Digital Sales Institute

OCTOBER 25, 2024

In order to create value for customers, salespeople must understand the buying process and the various issues facing the buyer. The goal of this effort on the part of the salesperson is intended to simplify their buying task and build confidence in their decision. Sales success is all about creating and capturing value.

Ideal Customer Profile 52

Ideal Customer Profile Territories Decision Maker Comparison 52

SBI

MARCH 18, 2021

Allego allows sales teams to onboard new reps without having to meet face to face or rely on traditional classroom training. They can pre-board new hires by giving them access to onboarding channels within Allego containing company and product information, welcome videos from the team, and examples of what good looks like.

Hiring 164

Hiring Face-to-face Video Distribution 164

Sales Evangelist

SEPTEMBER 11, 2020

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. What are the issues that our clients are facing? How do we win?

Decision Maker 59

Decision Maker How To Face-to-face LinkedIn 59

Lead411

NOVEMBER 7, 2024

Personalize Outreach with Buyer-Specific Insights Incorporate Firmographic and Demographic Data : Use information about the company and the specific decision-maker’s role to craft personalized emails or calls. This could include referencing industry trends or specific challenges the prospect is likely facing.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Pointclear

JUNE 10, 2016

Many challenges facing Sales and Marketing have been around since the beginning of time. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Each were covered in detail, and referenced thought leadership from industry leaders. Are these truly leads? Not really.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Face-to-face Inbound 160

Lead411

DECEMBER 5, 2024

Unlike private sector sales, public sector procurement is often a complex web of regulations, budgets, and decision-making hierarchies. Why Accurate Data Matters in the SLED Industry Targeting the Right Decision-Makers The SLED industry operates on strict hierarchies.

B2G 52

B2G Marketing Government Intent Signal 52

Zoominfo

MAY 22, 2024

It’s not enough to know who your buyer is — you need to know what they care about, exactly when they are in the market, and what problems they’re facing right now. For the last 17 years, I’ve woken up early and left late to build an amazing company on an unmatched foundation of B2B data. Modern sales is becoming a science. Sell Smarter.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Hubspot Sales

MARCH 22, 2021

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. What are value-based stories?

Lead Rank 130

Lead Rank Lead Scoring Face-to-face Decision Maker 130

The Pipeline

AUGUST 21, 2018

Spoiler alert: not all decision makers go on vacation the same week, nor do the influencers. While on the surface some of the reasoning presented by prospects (and often accepted at face value by some reps), may sound reasonable, they’re not. Given that the cast of players in decisions is increasing, used to be 5.4,

Energy 79

Energy Decision Maker Objections Face-to-face 79

Sales Hacker

JULY 7, 2021

The buyer’s journey typically includes three stages that a buyer cycles through before making a purchase: awareness, consideration, and decision. Buyers are not conducting evaluations in face-to-face meetings anymore. Today’s decision-makers prefer to research and make the decision to purchase remotely.

Top of Funnel 123

Top of Funnel Ideal Customer Profile Lead Rank Decision Maker 123

Janek Performance Group

NOVEMBER 3, 2021

Meeting current customers and networking with new prospects face to face is what we do in sales. Meeting virtual on Zoom or attending a virtual event will never fully replace the face-to-face interaction of live events. These are the most serious in your industry and worth meeting face to face.

Trade Show 118

Trade Show Face-to-face Sales Qualified Lead How To 118

Crunchbase

APRIL 22, 2020

Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Refine Your Research.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Hubspot Sales

SEPTEMBER 15, 2020

Unfortunately, this is also one of the biggest hurdles reps face. In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Below, let's learn their best tips. Share success stories. They do their research.

Prospecting 135

Prospecting Decision Maker Hubspot Ideal Customer Profile 135

eGrabber

APRIL 25, 2025

Picture a solution that delivers a constant stream of companies primed to hire, complete with industry insights and direct decision-maker contactsenabling recruiters to pitch with confidence and close business faster. Challenges Independent Recruiters Face Income Volatility: Revenue can swing dramatically between placement cycles.

Ideal Customer Profile 40

Ideal Customer Profile Outsourcing Services Sales Qualified Lead Scale 40

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. Like everything else in the world today, sales stages are much more granular, objective and should be more accurate than ever before.

Pipeline 134

Pipeline Lead Rank B2B Marketing Qualified Lead 134

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. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. On average, there are 6.8

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

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. Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. The bad news?

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130