Sales Hacker

AUGUST 12, 2021

Not involving the decision-maker. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Deals are 80% less likely to close when a decision-maker isn’t directly involved in the experience.?So How to prep and empower your team.

Decision Maker 130

Decision Maker Buyer Persona Collateral Case Study 130

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? Yet this is not enough. What About the Other 90 Percent?

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Sales and Marketing Management

MARCH 22, 2019

Too often, when B2B marketing and product teams create content, develop a new feature or share a piece of collateral, buyers see these things with furrowed brows, wondering, “What are they talking about? Mereo maintains the Decision Maker Network™ for this reason, with 300-plus business buyers for buying journey insights.

B2C 180

B2C B2B Marketing Buyer Persona 180

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments.

Decision Maker 130

Decision Maker Lead Rank Hiring Sales Qualified Lead 130

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI

MAY 14, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Hubspot Sales

JANUARY 12, 2018

When multiple stakeholder are looking at your proposals, electronic signature technology can help identify the decision maker based on metrics like total time spent on the document or key pages. In addition, as you and your team learn more about your prospects’ needs through conversations, research, etc., You’re not alone.

Decision Maker 110

Decision Maker Scale Proposal Collateral 110

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Collateral. Make sure your team has all the collateral that they need in one place. Why sales enablement matters. Selling has historically been an inefficient activity.

Sales Meeting 121

Sales Meeting Meeting Collateral Ideal Customer Profile 121

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.    For a moment, let’s put ourselves in the position of the customer.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device.

Vendor 139

Vendor Twitter InsideView InsideSales 139

DocSend

JUNE 21, 2022

Identifying warm leads, building meaningful prospect relationships , and managing sales processes can be a lot more challenging in virtual environments than in-person settings. DocSend’s Zapier integration lets reps build automations between the tools they use most – keeping them in the know whenever a prospect has viewed their link. .

Closing 88

Closing Scale Collateral Top of Funnel 88

Zoominfo

APRIL 4, 2018

And, in a time where personalization is necessary to cut through the crowded content landscape, an account-based selling strategy offers prospects tailor-made content. Buyer personas help you understand, not only who the decision-makers are at your target company, but also the dynamics between them, their buying preferences, and much more.

Ideal Customer Profile 178

Ideal Customer Profile Account Buyer Persona Lead Rank 178

The ROI Guy

SEPTEMBER 22, 2014

In order to navigate the decision making process, the buyer needs to understand “Why consider a change?” The Cost of a Solution Focused Approach If you are taking a similar solution focused approach, you are probably engaging later and later in the decision making process. and “Why do so now?” , way before “Why your solution?”.

Lead Rank 92

Lead Rank Lead Scoring Decision Maker Discount 92

Hubspot Sales

JULY 2, 2020

LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company. Give links to landing pages, provide ways for them to get a hold of your marketing collateral, or take any other strides you might need to ensure that your content wasn't created in vain.

LinkedIn 134

LinkedIn Video Cost Per Click Campaigns 134

Hubspot Sales

JUNE 29, 2020

Did you connect with a prospect and follow a prescriptive sales process that culminated in you asking directly for the sale? Direct, competitive selling is a widely adopted approach and is what most folks think of when they approach working with prospects. Has each deal followed the same steps? That’s highly unlikely.

Examples 109

Examples Pharmaceuticals Education Competition 109

Sales Hacker

MAY 8, 2023

Millennial decision-makers expect you to understand their unique needs and prefer personalization. The faster prospects can gather what they need, the sooner they are ready to move forward. At the same time, creating a central repository of sales collateral fulfills your sales team’s access needs. So how to start?

Buyer 116

Buyer How To Sales Enablement Face-to-face 116

Sales Hacker

NOVEMBER 7, 2017

Check-writing decision-makers usually enjoy that. Tailoring your message already starts in lead generation (cold calling, email prospecting). How many face-to-face meeting can you afford with a single prospect? Have a plan and be confident in your second step so that the buyer prospect sees you as in charge.

Ideal Customer Profile 108

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 108

Close.io

OCTOBER 29, 2019

You see a huge conversion opportunity in a prospect. However the next day, your prospect gives you a “no.” The smarter strategy is connecting with your customers on a deeper level, identifying the decision-makers, and creating a consensus. It shows prospects that you genuinely care. You’re elated. What went wrong?

Demand Generation Targets 57

Demand Generation Targets Account Company Prospecting 57

Sales Hacker

MARCH 19, 2020

RELATED: Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed. They’re the true north for sales and marketing in a time where there are, on average, 7 decision-makers in the B2B buying process. 84% of B2B decision makers start the buying process with a referral.

Ideal Customer Profile 105

Ideal Customer Profile Top of Funnel Customer Lead Rank 105

Sales Hacker

JULY 17, 2018

Every account — and the decision makers who lead it — is treated as a market of one. Using ABS, entire teams engage with multiple stakeholders at a single prospective company. Major purchases require the tiered approval of several decision makers. Opportunities for upselling, cross selling etc. are unusually high.

Ideal Customer Profile 71

Ideal Customer Profile Account Decision Maker Buyer Persona 71

Sales Hacker

MAY 24, 2020

Believe it or not, your interactions with the gatekeeper is just as important as those you have with the decision maker. We like to keep things short and sweet and also reference collateral the prospect has received from us. If you put too much information in the introduction, it will overwhelm the prospect.

Cold Calling 124

Cold Calling Examples How To Sales Qualified Lead 124

Vengreso

JULY 11, 2022

This has ushered in an era for sales prospecting tools such as LinkedIn and their premium social selling platform, LinkedIn Sales Navigator. Whether you use LinkedIn or Sales Navigator as sales prospecting tools , we can’t emphasize enough the importance of being a social seller. We’ve got a lot to cover so sit tight.

Lead Rank 107

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 107

Allego

OCTOBER 16, 2020

The right technology solution enables sellers to do personalized outreach, record videos, manage content, and share collateral and videos with prospects. The client wasn’t ready to respond to that because its relationships were with decision makers below the top tier.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Janek Performance Group

JUNE 10, 2024

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. Pro Tip: If your prospect has a Revenue Operations department, make them a primary point of contact.

Decision Maker 62

Decision Maker Face-to-face Motivation Influencer 62

Crunchbase

JANUARY 13, 2023

To regain control of the buying process and appeal to today’s hyper-informed buyer, sellers (along with the rest of the GTM engine — more on that later) need to reach prospects in the right digital spaces, with the right content, at the right time. Here are a few strategies to do just that. Search less. Close more. Meet buyers where they are.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Janek Performance Group

JANUARY 25, 2023

However, today, with so much uncertainty, budgets are tight, decision makers are plentiful, and competition is stiff. In such an environment, here’s how to make the most of high-level sales presentations: Preparation In day-to-day presentations, prep includes knowing your prospect’s industry, size, vertical, and problem.

Decision Maker 62

Decision Maker Collateral Maximizer Case Study 62

Customer Centric Selling

SEPTEMBER 9, 2021

In this episode, Frank and Tim will talk about how a salesperson starts sales conversations with prospects and build relationships with customers. Are salespeople prepared to call up high to get the decision-maker? Are salespeople prepared to call up high to get the decision-maker? Is that a really good idea?

Collateral 52

Collateral Decision Maker Course Channels 52

Allego

DECEMBER 20, 2023

Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it. DealHub DealHub’s DealRoom provides a centralized hub for sales collateral, ensuring easy access to up-to-date materials. Digital Sales Room software has since evolved to primarily help sellers sell.

Software 125

Software Software Lead Rank Vendor 125

Pipeliner

MAY 4, 2018

Picture this: you’re meeting with your dream prospect. As the conversation progresses and the prospect shares more about what he needs, you start to develop an uneasy feeling that what you have to offer is not the perfect fit. The Pressures That Tempt a Bad Ethical Decision. Sometimes prospects don’t know what they need.

Collateral 63

Collateral Decision Maker Cancellation Referrals 63

InsightSquared

APRIL 14, 2021

Did the prospect stall on a specific page of the proposal? Once you have your number, put it to use to proactively identify prospects that are starting to lose momentum. Are my reps prioritizing the right prospects? How does this prospective company compare to other companies we’ve converted in the past?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Top of Funnel 62

Cincom Smart Selling

APRIL 30, 2020

In the majority of cases, these mid-cycle surprises are not the result of the prospect holding out on the sales team. Early in the buy cycle, the prospect is revealing clues and facts about the issues they are confronting. Overreliance on Collateral. Collateral can’t ask questions. Inadequate Discovery.

Collateral 62

Collateral Lead Rank Lead Scoring Sales Cycle 62

Zoominfo

APRIL 15, 2019

And, in a time where personalization is necessary to cut through the crowded content landscape, an account-based selling strategy offers prospects tailor-made content. Marketers traditionally use buyer personas to identify and engage with the best prospects, but personas also serve an important purpose in an account-based selling strategy.

Ideal Customer Profile 100

Ideal Customer Profile Account Buyer Persona Lead Rank 100

SalesFuel

MARCH 20, 2024

But, by being aware of what is driving these decision-makers, you can successfully counter their objections and win them over. 2 Types of Objectors Who Can Sabotage Your Sale One of the decision-makers that Frost highlights is the cost-conscious objector. This concern is followed by prospects not having enough budget.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Janek Performance Group

OCTOBER 17, 2023

Today, with tighter budgets and multiple decision makers, there’s much more to it. When pursuing likability, beware the following: A one-size-fits-all approach Desperation Skimping the sales process When sellers befriend buyers, they can approach all prospects with this intent. All prospects are unique.

Collateral 62

Collateral Social Media Referrals Social Selling 62

SBI

MAY 13, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 54

Up-Sell Revenue Collateral Closing 54

Janek Performance Group

AUGUST 23, 2023

For one thing, uncertain times mean tighter budgets and more decision makers. Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making.

B2B 62

B2B Case Study Collateral ACT 62