DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. Information needed for outreach.

Account 276

Account Top of Funnel Decision Maker Segment 276

The Pipeline

NOVEMBER 10, 2014

It does not take a firm like Gartner to come to the realization that more and more purchase decisions are going to consensus, and often the winner in a bake-off is not the best product, but the one most people in the buying group rally around, or at time settle for.

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

Gong.io

DECEMBER 10, 2020

I’m talking about Decision Makers. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Check it out… Enterprise deals rely on DMs. And enterprise deals that don’t involve DMs drive right off it (RIP). . Look at your pipeline.

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

The Pipeline

FEBRUARY 1, 2013

We’ll use enterprise software as an example to make our points. As it stands here today in 2013, its hard to find a medium or large size company that hasn’t purchased and implemented at least some enterprise software for their business. Long Sales Cycles. Large Evaluation Teams.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Anthony Iannarino

FEBRUARY 18, 2020

Other stakeholders are going to need to agree to a decision to move forward. You ask your contact to include other people in the sales conversation, but they refuse, telling you that they are the decision-maker. Here is how you overcome your contact’s insistence that they are the sole decision-maker.

Decision Maker 119

Decision Maker ACT Objections Conversion 119

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. Adapt has become a trusted partner for over 500,000 customers, ranging from high-growth startups to established global enterprises.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. In other words, it takes a lot of time for both sides to vet an enterprise deal.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Hubspot Sales

APRIL 9, 2025

During an enterprise software pitch, a prospect threw out an unexpected question one that shifted the conversation in the wrong direction. Relying On a Single Point of Contact Theres an average of five decision-makers involved in the sales process today. For enterprise deals, the number can jump as high as 10-15 stakeholders.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

Sales Hacker

OCTOBER 30, 2024

On the other hand, an AI customer service platform targeting enterprise clients performs best in offline events or VIP dinners where relationships drive trust. Are you targeting consumers or decision-makers? Meanwhile, a collaboration tool with a high NPS can scale rapidly through Product-Led Growth (PLG) and word-of-mouth.

Channels 115

Channels Scale Strategy Distribution 115

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. Mapping your external buyer’s decision making process from “not in the market” to “implementation”. Social selling - how to sell and prospect by leveraging social networks and generate meetings with decision makers.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

No More Cold Calling

SEPTEMBER 9, 2014

Because decision-makers don’t care how your technology works. Associations Enterprise Sales Management Salespeople Small Business' My favorite: Keep your laptop closed as long as possible. Talk to Them, Not at Them. I would add that the same goes for demos. In fact, the best demo is no demo. Connect with No More Cold Calling.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

Hubspot Sales

JULY 8, 2021

SMB sales cycles come with their own challenges, stages, and appropriate strategies, and the same goes for larger enterprises'. We'll take a closer look at some key elements of the typical enterprise sales cycle, review the basic steps to the process, and get a quick refresher on how to calculate close rate for longer sales cycles.

Sales Cycle 122

Sales Cycle Enterprise Enterprise Scale 122

Janek Performance Group

SEPTEMBER 11, 2024

A typical business project or initiative involves various decision-makers who can influence the outcome. The decisions or actions of key stakeholders can slow or speed up your sales initiatives, and that’s why stakeholder mapping is crucial. These decision-makers have a significant influence on the sales process.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

No More Cold Calling

OCTOBER 25, 2013

When you receive referral introductions to your decision-makers, you convert a minimum of 50 percent to clients. Associations Enterprise Sales Management Small Business' That means 50 new deals and access to those people’s networks! Sound too good to be true? When you work the referral process , it works for you. Comment Here.

Networking 270

Networking Referrals Decision Maker Small Business 270

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Enterprise sales.

Enterprise 113

Enterprise Enterprise Ideal Customer Profile Sales Process 113

No More Cold Calling

JULY 20, 2017

This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. By asking for referrals, your team: Gets meetings with decision-makers in one call. The goal of account based sales development is to land and expand within named accounts. It means ABC—always be connecting.

Account 285

Account Referrals Lead Generation Cold Calling 285

Revegy

NOVEMBER 28, 2023

The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. The digital […] The post B2B Enterprises and the Rise of Customer-Centricity Software appeared first on Revegy.

Enterprise 108

Enterprise Enterprise Software Software 108

SBI Growth

NOVEMBER 24, 2013

He was an enterprise rep who knew how to reach the C-Level suite of decision makers. While competitors were talking to decision makers at the dock, Chad was upstairs talking to CFO’s. The CMO of Yellow encouraged field rides with sales to gain insights. His name was Chad.

Marketing 316

Marketing Decision Maker Sales Enablement Transportation 316

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

Hubspot Sales

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. Below, we'll detail the specifics around sales processes and how enterprise sales differs from SMB and mid-market sales. Of all the types of sales, enterprise sales are the most lengthy and complicated.

Enterprise 116

Enterprise Enterprise Marketing Buyer Persona 116

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. Their time is valuable.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

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 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 120

Enterprise Enterprise Networking Sales Process 120

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” This is how I make the best out of Enterprise sales–”.

Scale 124

Scale Enterprise Enterprise How To 124

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

SEPTEMBER 17, 2024

From highly specialized tools to comprehensive go-to-market platforms, these lead mining tools have something for everyone, from early stage startups to established enterprise businesses. E is compatible with popular platforms like LinkedIn, Zaubacorp, Tofler, Instafinancial, and Crunchbase.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Zoominfo

SEPTEMBER 17, 2024

In the enterprise, buying groups can be even larger, with IDG’s Foundry reporting buying groups of almost 30 people in 2024. Staying on top of the composition of your buying groups is doubly powerful, allowing sellers to connect with new decision-makers and track the moves of past buyers to new roles or companies.

Hiring 214

Hiring Data Prospecting Lead Rank 214

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. Why Divide Enterprise and SMB Sales?

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

Sales and Marketing Management

NOVEMBER 28, 2017

It’s not necessary, and perhaps not even wise, to start by talking with the individual who you believe is the ultimate decision maker. Speak with a variety of people to learn who is involved in the buying decision — the decision makers and the influencers. This will help you to refine your account strategy.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

DiscoverOrg Sales

JANUARY 10, 2018

The higher up in the org chart someone is, the closer they are to a decision maker. For example, if company XYZ has expressed interest in investing in a new ATS tool, the SDRs would send that Scoop to prospect who sells ATS tools – along with the decision makers’ place in that org chart. Talk to us!

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Sales and Marketing Management

FEBRUARY 19, 2018

You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. Back your inner voice and overcome your fears. How To Overcome the 7 Things Sellers Fear Most. You are not in client services. Who doesn't drive a hard bargain?

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . Key KPIs for reaching the Enterprise milestone . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Enterprise. “In Mid-market.

Enterprise 108

Enterprise Enterprise Penetration How To 108

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” I had no clue what he meant by “enterprise.”. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts. Selling to enterprise.

Ideal Customer Profile 104

Ideal Customer Profile Enterprise Enterprise Marketing 104

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value. Another Criteria for the List.

Account 185

Account Lead Scoring Lead Rank Decision Maker 185

Sales Hacker

MAY 4, 2021

Manager at Enterprise & Strategic Sales Highspot. How to handle the decision-maker that doesn’t want to talk to other people [18:14]. The post Multi-Threading Deals: How to Give Your Enterprise Team What They Need appeared first on Sales Hacker. Panelists: Brahm Heyman – Sr. Executive engagement [26:37].

Enterprise 105

Enterprise Enterprise Scale Decision Maker 105

Zoominfo

FEBRUARY 28, 2025

ZoomInfos data can be accessed via seamless, native integrations with Salesforce, Microsoft Dynamics, Snowflake, Amazon Web Services, Google Cloud, or Databricks, and our enterprise-grade APIs handle millions of calls daily. These insights enabled Capital One to precisely map hierarchies and all individual company locations.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130