Understanding the Sales Force

JULY 21, 2021

In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. In an article last week we discussed how data can help you hire the ideal salespeople. Below I've shared another top/bottom analysis with different findings.

Decision Maker 314

Decision Maker Hiring Analysis Data 314

Understanding the Sales Force

MARCH 16, 2025

Most companies have significant room for improvement in the following 7 competencies: Consultative Seller (Listening, Asking Questions, Creating Urgency) Value Seller Qualifier Closer Hunter Reaching Decision Makers Authenticity Considering that each of these core competencies (plus 14 additional sales core competencies) has 8-10 attributes, there (..)

Training 227

Training Revenue Face-to-face Decision Maker 227

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right? Set a follow up call after they have pitched the decision maker.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Sales and Marketing Management

JULY 7, 2022

When selling enterprise software and software as a service (SaaS), a proof-of-value exercise (POV) can be an accelerator for the decision maker, especially when working with a prospect that has complex requirements. The post Proving Business Value in the Software Sales Process appeared first on Sales & Marketing Management.

Software 334

Software Software Sales Process Decision Maker 334

No More Cold Calling

OCTOBER 1, 2021

How to Reach Decision Makers Every Time. Salespeople continually struggle with reaching B2B decision makers. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Read “ How to Reach Decision Makers Every Time ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Understanding the Sales Force

APRIL 11, 2024

Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? If all of the other salespeople give up, and you’re like the toad and don’t give up, then you’ll be the only one talking with the decision maker. You should not either.

Coaching 211

Coaching Decision Maker Scale Hiring 211

No More Cold Calling

JULY 12, 2024

Referrals are the most cost-effective way to grow a business because they come from trusted sources, helping your sales reps fill their pipelines with qualified leads, get meetings with decision-makers, and ultimately boost their conversion rates. In short, referrals scale sales. But how do you scale referrals?

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Mr. Inside Sales

JULY 20, 2021

Connect with decision makers easier. Click Here to read about the program. Click this special link to make a purchase. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Qualify prospects better and learn their buying motives. Give better demos and presentations. Get Access Today.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

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

Mr. Inside Sales

DECEMBER 12, 2020

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. After this, I have to take this back to the board and let them know what I think.”.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Understanding the Sales Force

JANUARY 9, 2025

Lack of alignment on timing means you’ll learn that what you are selling them is “nice to have” but not yet a “must have.” ” You’ll discover there isn’t a budget.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” Does the (decision maker) take your suggestions/advice?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Zoominfo

DECEMBER 11, 2024

This feature also gives you the chance to align messaging with the priorities of new decision-makers or leverage leadership gaps to initiate conversations. Your team is notified when news breaks about key decision-makers within your target accounts so your messages are relevant, specific, and well-timed.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Sales Gravy

OCTOBER 31, 2024

. – Psychology in Digital Sales: Neil’s "Virtual Persuasion Engagement and Psychology Pyramid" uses psychological tactics like social proof, price anchoring, and loss aversion to influence buying decisions. Transparency and Authenticity: Millennials value transparency and avoid overly polished sales pitches. .

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

Zoominfo

MARCH 12, 2025

Theyre using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers. Solution Radwares sales team gained access to decision-makers and real-time buying signals to uncover and prioritize sales-ready prospects.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

SEPTEMBER 7, 2021

They’re the key decision-makers when it comes to making major investments in their businesses. But the COVID-19 pandemic has disrupted that status quo and made the path to connecting with a C-level decision-maker much shorter. How about getting the ultimate business decision-maker — the CEO — on the line?

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Sales and Marketing Management

FEBRUARY 8, 2021

You can start chatting with your accounts and have them make an introduction for you to the decision-maker at a company. Remember, the decision-maker is the one that will help you hit your quota. Chatbots can help engage prospects and prevent them from bouncing off your website.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Understanding the Sales Force

AUGUST 16, 2023

They completed the sales call, but they didn’t do discovery and failed to uncover any compelling reasons to buy, they didn’t thoroughly qualify the opportunity, they probably failed to reach the decision maker(s), and more importantly, the impression they left on their prospect was shaky (wobbly) because they failed to differentiate.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

Zoominfo

NOVEMBER 1, 2024

Unlike traditional broad-based advertising, this approach allows marketers to tailor their messaging and content to key decision-makers within carefully selected organizations. Improved Personalization Tailored messaging resonates more effectively with decision-makers, increasing engagement and conversion rates.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Sales 2.0

APRIL 23, 2020

Here are some areas in your sales approach that may need to change in order for you and your team to sell to enterprise accounts: Training your sales people to sell in a more complex environment, with more decision-makers, and gatekeepers evaluating the details of your product Ensuring your sales people are able to hold business conversations in enough (..)

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Anthony Cole Training

NOVEMBER 11, 2022

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

Decision Maker 249

Decision Maker Video Sales Prospecting 249

Understanding the Sales Force

MARCH 13, 2024

” And what about the salespeople that knew and fell into procurement’s trap, afraid of risking the business (that they didn’t have) for attempting to meet with decision makers from engineering and manufacturing and quality control. Many companies struggle to answer that question but it’s easy for me to answer.

Decision Maker 201

Decision Maker Data Hiring Proposal 201

Understanding the Sales Force

MARCH 25, 2024

Lesson #2 – The Power of Meeting Decision Makers We stopped for lunch at the best restaurant in the village, inside the hotel at which we have stayed more than sixty times in the past four years. ” Decision makers make decisions and will overrule those who are merely tasked to do a job and make recommendations.

Decision Maker 188

Decision Maker Hotels Cancellation Travel 188

Sales Gravy

NOVEMBER 7, 2024

Cold calling and consistent outreach are crucial strategies for success in sales, helping to gather information about decision-makers and open doors to larger deals. Cold calling and consistent outreach are crucial strategies for success in sales, helping to gather information about decision-makers and open doors to larger deals.

Cold Calling 103

Cold Calling Decision Maker Face-to-face Competition 103

Mr. Inside Sales

APRIL 23, 2021

Get Access Today. The post “I Need to Think About It.” appeared first on Mr.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Mr. Inside Sales

MARCH 6, 2021

Get Access Today. The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.)

Territories 396

Territories Compensation Scale Decision Maker 396

Anthony Cole Training

DECEMBER 13, 2024

The runway is shortening, and this can be a challenging time to reach decision-makers because they, too, may be out of the office or otherwise busy. Actually, 'tis the season for every sales leader and company to wonder: Are my people reaching out to enough prospects and customers so that we can begin the year strong?

Prospecting 210

Prospecting Decision Maker Sales Company 210

Mr. Inside Sales

JULY 30, 2021

Get Access Today. The post 5 Closing Questions You Need appeared first on Mr.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

NOVEMBER 16, 2020

Get Access Today. The post One Simple Technique to Learn Buying Motives appeared first on Mr.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: . Pre-earn trust because your buyer’s trust in your mutual contact gets transferred to you.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

JUNE 11, 2021

Get Access Today. The post Less is More in Sales appeared first on Mr.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Steven Rosen

MARCH 12, 2024

Salespeople should use opportunities to meet with multiple decision-makers and stakeholders in client organizations. By being there, salespeople can observe the dynamics of the organization, understand the culture, and identify key decision-makers.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Understanding the Sales Force

MAY 29, 2024

The six competencies include: Sales Process Reaching Decision Makers Building Relationships Consultative Seller Value Seller Qualifier Salespeople who are not strong in those competencies find themselves having to proactively or forcibly close the business. Prospects simply buy. I can promise you this.

Closing 211

Closing Decision Maker Follow-up Pipeline 211

Sales Hacker

OCTOBER 30, 2024

Are you targeting consumers or decision-makers? Identify Channels That Suit Your Product Focus on what makes your product unique. Does it follow a PLG or Sales-Led Growth (SLG) model? Does it support single or multi-user collaboration? Each factor influences which channels will deliver the most growth.

Channels 114

Channels Scale Strategy Distribution 114

Zoominfo

AUGUST 6, 2024

This powerful platform combines accurate contact information with intent data, enabling users to identify companies in potential buying cycles and decision-makers who can move deals forward. Integrate ZoomInfo’s lead capture and form optimization tools to uncover opportunities, streamline lead management, and drive higher conversions.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130