Sales and Marketing Management

FEBRUARY 13, 2020

C-Suite decision makers are under pressure to maintain a short-term focus on achieving the next quarter’s business targets. With so many powerful influences weighing on the customer’s psyche, modern professionals need sales training that empowers them to enter the sales dialogue with an equally strong set of influential tools.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

SalesFuel

NOVEMBER 22, 2024

Social video is one of the influencer marketing tools that should be used by both B2C and B2B influencers. B2B brands have been slow to trust influencer marketing, but it’s time for you to change that. But that research would show them how influencers help brands build credibility and trust. Here’s how.

Influencer 59

Influencer B2B Video Tools 59

Zoominfo

FEBRUARY 12, 2025

After 18 years in B2B marketing, Ive seen this song and dance before. And lets face it, most B2B marketing teams didnt exactly have a foolproof plan to ensure ROI. Use ZoomInfo to identify which companies and decision-makers are attending. Early in my career, events terrified me.

B2B 130

B2B Marketing Strategy Lead Scoring 130

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

NOVEMBER 29, 2012

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan. But this is only half the equation.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

Bernadette McClelland

AUGUST 7, 2012

What if we got to know them as people and not decision makers? Leadership Marketing Purpose Questions Sales Thought Leadership Increase Sales Influence Provocative Sales Results' What if we didn’t demonstrate our products so much but demonstrated a real understanding of their products?

Decision Maker 316

Decision Maker Proposal Influencer B2B 316

SBI Growth

SEPTEMBER 28, 2013

69% of the population says it enhances the company’s market credibility. 84% of B2B decision makers begin their buying process with a referral, accordingly to the Edelman Firm. Your own network of CEO’s, top decision makers and even the board members are a great source of new business opportunities.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Janek Performance Group

JANUARY 25, 2022

Here are tips for speaking the different dialects of decision makers: C-Suite. Whether it’s sales, marketing, purchasing, or materials management, someone with this title typically has a hive mentality. Remembers, these decision makers often have bonuses and other incentives tied to their budgets.

Decision Maker 114

Decision Maker How To Face-to-face Groups 114

Sales Hacker

OCTOBER 30, 2024

Product-Channel Fit measures how well a product aligns with its distribution channels to effectively reach its target market. For example, an AI-powered video creation tool designed for viral social media content thrives through influencer and organic campaigns. Are you targeting consumers or decision-makers?

Channels 115

Channels Scale Strategy Distribution 115

Sales Gravy

OCTOBER 31, 2024

Effective content marketing draws buyers by providing engaging, informative resources. 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.

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

SBI Growth

DECEMBER 27, 2013

The competition is clamoring for your customers and your piece of the market. You can then build messaging that resonates with decision makers inside your target accounts. Decision Makers - Once you know your target audience, know the market problems of your buyers. Have you checked your marketing strategy?

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

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

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

SBI Growth

DECEMBER 29, 2012

Evaluate outliers or unique circumstances that influenced your performance. Even if your marketing team qualifies leads, they don’t have your quota pressure. A) Authority: You need at least one Buyer that can make final decisions. This “Decision Maker” has the authority to sign appropriate documents to close the deal.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

SBI Growth

JANUARY 27, 2014

There are four categories to mapping the Buying Decision Team: Economic Buyer. Influencer. Help him to identify anyone that influences the buying decision. Your rep needs to map the client ecosystem and identify these key influencers. A tactical plan should include items such as: Meeting the Decision Maker.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

SalesFuel

DECEMBER 20, 2024

One way to improve this situation is to use the best B2B market intelligence. The B2B Marketing Outlook Surveyed business leaders also have downgraded their performance scores on customer acquisition and brand value in the past six months. Market Intelligence This is great news. But there's always room for improvement.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. It’s not necessary, and perhaps not even wise, to start by talking with the individual who you believe is the ultimate decision maker.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

SBI Growth

AUGUST 16, 2013

They have kept up with the market. 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. Computer work is completed in the office.

Customer 328

Customer B2C Decision Maker Inside Sales 328

The Pipeline

JULY 28, 2014

In these circumstances, where say marketing and production have to find common ground, the focus, and as a result, the glue that will hold things together, is Why they are embarking on their chosen course to achieve their stated objectives. Engage with them based on these, and the How will follow. What’s in Your Pipeline? Grab the e-book) .

Decision Maker 310

Decision Maker Objections Margin Vendor 310

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. Do align with marketing. What we didn’t expect were all the insights on how NOT to sell to CIOs.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Sales and Marketing Management

MARCH 22, 2019

The current state of market pulse insights. From focus groups to user surveys, marketing turns to the audience to hear firsthand what is resonating and what is not? After all, sellers have a pulse on the market, so this must be sales’ responsibility. Adapting a B2C marketing practice into the B2B arena.

B2C 180

B2C B2B Marketing Buyer Persona 180

The Pipeline

NOVEMBER 24, 2014

When you ask some (not all) sales people who is important to them in getting a sale or a deal done, they often respond that they need to get to the decision maker. Based on the specifics it could be the VP of Marketing, or it could be brand manager for a specific segment. The person or people who are the ultimate beneficiaries.

Decision Maker 244

Decision Maker Objections Influencer Segment 244

Zoominfo

FEBRUARY 21, 2018

That’s why trade shows and industry events are so valuable to B2B marketers. of their total marketing budget to events and exhibiting ( source ). With so much money being spent on trade shows, how can marketers get the most bang for their buck? Learn more about influencer marketing best practices here: B2B Influencer Marketing.

Trade Show 173

Trade Show ROI Marketing Promotion 173

Hubspot Sales

SEPTEMBER 9, 2024

Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). Leads who have engaged with your marketing efforts, and are deemed ready for sales review and converting it to an opportunity. Sales Qualified Leads (SQLs).

Lead Rank 118

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

The Pipeline

DECEMBER 3, 2019

For years we have been telling people to do two things, find the decision-maker(s), and part of doing that requires having an org chart. Not All Decision Makers Are Equal. The disconnect is in believing that all decisions are made at the highest levels of the buying organization.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

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

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. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When your prospect is a decision-maker.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Often when business people know you know the market, they are more apt to talk. What tips can you add?

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Zoominfo

SEPTEMBER 6, 2023

Whether they’re talking about artificial intelligence, new marketing tools, or hiring initiatives, ZoomInfo Intent alerts can surface the companies showing the most interest — so you know who you should reach out to next. Use Tracker to Follow Key Influencers. Align Sales & Marketing on Target Customers.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

SBI Growth

SEPTEMBER 21, 2013

You can’t get access to the decision maker. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Who/What influences them. Buying Process Maps (BPM) – a sales tool that maps the decision making process used to purchase a product, service, or solution. Your bonus is on the line.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Do you know what to do when you encounter them?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling.

Lead Scoring 306

Lead Scoring Lead Rank Leads Marketing Qualified Lead 306

Smooth Sale

JANUARY 13, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Increase B2G Leads with Effective Client Acquisition Strategies for Growth B2G (business-to-government) markets present significant opportunities for organizations selling new products and services. Unfortunately, these markets are also highly competitive.

B2G 109

B2G Lead Scoring Lead Rank Webinar Metrics 109

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

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

DiscoverOrg Sales

JULY 11, 2017

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. Group dynamics: 90% of the time, salespeople only need to convince one person in a buying committee: the dominant influencer.

Study 206

Study Buyer B2B Vendor 206

MTD Sales Training

JUNE 4, 2019

What I mean by this is you can do more than just add value after the discussions have been had with the decision-makers. Free consultations with a specialist department before the prospect makes a decision: This shows you have multiple levels of value at all stages of the relationship.

Case Study 255

Case Study How To Discount Decision Maker 255