Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. Objective Management Group (OMG) has assessed nearly 2.4

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

SBI Growth

AUGUST 16, 2013

Your talent is utilizing yesterday methods to influence today''s buyer. More selling is done virtually – buyers are making decision without a rep in the room. Sellers facilitate vs. closing – buyers are more educated and make a decision to buy. Selling tactics have less influence on a buyer''s decision.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

NOVEMBER 10, 2013

By getting in early, the rep can bring value immediately and influence the buying process. A decision maker buys for different reasons than am influencer. Here are some best practices when developing Social Listening: Cast a wide net – Listen to Company, Competitor, Channel, Contact, and Market. Don’t skimp here.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Hubspot Sales

JANUARY 21, 2021

Those people are most commonly referred to as sales influencers , and we've compiled a list of five that every sales rep should know about. If you're looking for a glass-ceiling-shattering sales influencer with tremendous experience and high-quality insight, consider giving her a follow. Janice Mars. Image Source: Twitter. Jeff Davis.

Influencer 136

Influencer Twitter LinkedIn Decision Maker 136

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). Are you speaking to decision makers or gatekeepers or influencers?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Zoominfo

FEBRUARY 12, 2025

Fast forward to today, and though events have regained their status as a cornerstone of B2B marketing , many key decision-makers are being extremely selective about where to spend their time and resources. Use ZoomInfo to identify which companies and decision-makers are attending.

B2B 130

B2B Marketing Strategy Lead Scoring 130

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. 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

DiscoverOrg Sales

FEBRUARY 6, 2019

DiscoverOrg’s signature org charts look like this: These are my 5 favorite ways to use org charts: For inbound leads, to determine the sphere of influence. Include decision-makers in email for better response rates. Tip 1: Use org charts to determine the sphere of influence of inbound leads.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

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

Hubspot Sales

SEPTEMBER 9, 2024

Listening to customer sentiment on channels like Reddit, LinkedIn, and Facebook can be key to identifying and enriching lead information. I usually started with an Excel spreadsheet which included the demographic information listed above, and these other column headings: Good fit for ICP?

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

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 103

Channels Scale Strategy Distribution 103

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. Competitors? Customers they serve?

Decision Maker 240

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

Zoominfo

FEBRUARY 19, 2018

Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Messages reach 561% further when shared by employees vs. same messages shared via official corporate social channels ( source ). 75% of B2B buyers consult social media when making purchasing decisions ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

SalesFuel

DECEMBER 20, 2024

Your clients need to understand what motivates their target audiences to make a decision. With the B2B BuyerSCAN data from AdMall , you can show clients which media formats drive purchases from B2B decision-makers. Social media continues to be a dominant channel for B2B marketers. Image by Cottonbro Studio on Pexels.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

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

SalesFuel

JANUARY 16, 2025

PR Can Effectively Influence B2B Sales Kelly Fletcher penned an article for Entrepreneur.com that touted five ways PR can influence B2B sales. When your company earns media coverage be sure to share it on social media channels. A strategically placed favorable article can reflect authority and trust in you and your company.

B2B 59

B2B Hiring Journal Survey 59

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 Incentive 190

The ROI Guy

DECEMBER 4, 2013

If you sell healthcare solutions, you not only have to influence practitioners with the technical merits of your solution, but also have to clearly communicate your bottom-line value to administrators and operations.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

eGrabber

MARCH 24, 2021

C-Level decision makers greatly influence the buying decision of B2B companies. If you are selling B2B products or services then, it is important to influence C-Level decision-makers as it is the key to sales strategy. Let’s look at the steps to engage C-Level decision makers: 1.

Decision Maker 52

Decision Maker Demand Generation Targets B2B Company 52

The Pipeline

AUGUST 21, 2018

Spoiler alert: not all decision makers go on vacation the same week, nor do the influencers. Given that the cast of players in decisions is increasing, used to be 5.4, Given that some of the players will be on vacation, others may be reluctant to make decisions. No, It Can’t Wait. now it’s 6.7,

Energy 79

Energy Decision Maker Objections Face-to-face 79

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. Influencer buy-in. In this case, buy-in from the decision maker is needed to proceed. Decision maker buy-in. Target account leads — leads in specific targeted accounts. Negotiation.

Pipeline 134

Pipeline Lead Rank B2B Marketing Qualified Lead 134

Lead411

NOVEMBER 7, 2024

Engage Multiple Stakeholders : Use data to identify key decision-makers and influencers in target accounts, tailoring messages to address their specific needs and roles in the buying process. An ABM approach helps you align sales and marketing efforts around specific accounts to drive personalized, high-touch engagement.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

SBI

MARCH 19, 2013

They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” ” I would ask, “What good is it to know how to engage a decision maker if you don’t have the tools to quickly learn who the decision maker is?”

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

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. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

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

Zoominfo

NOVEMBER 9, 2020

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Has your prospect followed you on social channels? Related blog: What is intent data? Social Media.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Smooth Sale

MARCH 22, 2025

Disjointed buyer journeys: Prospects experience inconsistent messaging and engagement across channels. Too many decision-makers: B2B deals often involve multiple stakeholders, delaying approvals. Onalytica : Find relevant influencers for your brand. What Slows the Sales Process?

B2B 78

B2B Lead Qualification Lead Rank Sales Qualified Lead 78

LinkedFusion

NOVEMBER 26, 2024

Whether you’re in B2B marketing or looking to expand your professional network, LinkedIn provides the tools to connect with decision-makers and turn connections into customers. Boost Lead Quality: Focus on decision-makers and potential customers who align with your goals. 80% of B2B leads come from LinkedIn.

LinkedIn 40

LinkedIn Sales Qualified Lead Lead Rank Lead Scoring 40

Hubspot Sales

NOVEMBER 21, 2018

decision makers for every sale who have a say in whether a product is purchased. Influencer: Convinces others the product is needed. 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.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Zoominfo

JULY 16, 2020

Every channel — email, phone, social media – within their world is busy and, well, noisey. Which channels are most effective and why? Influencers: Internal spokesperson who has influence over buying decisions. Stakeholders: Part of the main executive team that has a final word in top-level decisions.

Webinar Metrics 130

Webinar Metrics Ideal Customer Profile Strategy Intent Data 130

Zoominfo

APRIL 17, 2020

That information lies with the hiring manager, the ultimate decision-maker in the process. Identify the Right Decision Makers Within Your Target Organization. If there are many people involved, you can determine if there’s equal representation or who has the most influence in the hiring decision.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

eGrabber

JANUARY 20, 2025

In the competitive world of B2B marketing, email remains one of the most effective channels for reaching decision makers and driving meaningful engagement. Roles: Target decision makers like CEOs, CXOs, managers, or procurement officers. Browse company websites for contact details of decision makers.

B2B 40

B2B Decision Maker Top of Funnel Account Based Marketing 40

Cience

APRIL 30, 2020

On average a B2B purchase involves between 3 and 5 decision-makers. What this means is that you need to be able to convince both the influencer as well as the decision-maker. With B2B companies, it’s common to need multiple channels to complete purchases and get the job done.

Ideal Customer Profile 102

Ideal Customer Profile B2B Company Churn 102

Zoominfo

OCTOBER 5, 2021

Multi-threading means connecting with multiple decision-makers on the purchasing side of a deal. Most purchasing decisions are done by committee. Leverage your B2B database to identify other decision-makers on the account in different departments who have titles or job functions similar to your main point of contact.

Decision Maker 100

Decision Maker Marketing Penetration Sales Cycle 100

Sales Hacker

JUNE 16, 2022

Why can’t they wait and delay the decision? Who are the decision makers? Did the decision-makers/CIO/CFO give a commitment to sign the deal? Economic buyer: Who are the decision-makers with purchasing power to close the deal? How much is the budget? Did we meet them? When can we meet the C-level?

Sales Leadership 108

Sales Leadership Coaching Hiring Decision Maker 108

LinkedFusion

DECEMBER 5, 2024

Its where over 900 million professionals, decision-makers, and brands connect. Over 4 out of 5 users on LinkedIn influence business decisions. Multi-Channel Campaigns for Maximum Visibility Why stick to just LinkedIn? 80% of B2B leads come from LinkedIn. Just smart, effective LinkedIn strategies.

LinkedIn 40

LinkedIn Scale Marketing Decision Maker 40

Sales Training Connection

JUNE 23, 2014

They are highly networked with each other, can easily find people who’ve faced similar challenges, learn from each other, and influence each other. Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. Growth through learning.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108