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. The vendor only presented the two solutions discussed and nothing else. Imagine your inbox on an average Monday morning.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Zoominfo

MARCH 12, 2025

The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. Theyre using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers. Event-driven targeting to engage visiting corporate groups in Houston.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

The Pipeline

SEPTEMBER 27, 2013

A survey presented in Businessweek showed “referrals from clients or partners (22%), general referrals (16%), and cold-calling or telephone prospecting (13%).” DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies. What’s in Your Pipeline? Tibor Shanto.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Here’s what to consider when you’re looking to bring on an ABM advertising vendor.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. It takes roughly eight touches for sales reps to reach cold prospects. When you ensure that referrals come first in your business development plan, referral selling becomes a scalable prospecting strategy.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

JANUARY 19, 2024

I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Now ask questions, try to engage, and take your prospect as far as they’ll let you! Like this: “I’m sure you do, and that’s why I’m calling you today.

Face-to-face 273

Face-to-face Gatekeeper How To Decision Maker 273

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. Pushy salespeople quickly alienate prospective buyers because they don’t develop rapport. Then take a guess at what personality your prospect has, and take a smart, complementary approach.

Vendor 145

Vendor Study Buyer B2B 145

DiscoverOrg Sales

MAY 8, 2018

You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours. If you’ve been in sales for any length of time, you know that “prospect data,” “lead list,” or “ sales intelligence ” can mean almost anything.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

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? “I get involved with the relationships that we have with vendors, service providers, and product provisioning,” Kingsley says, “that speaks to the employee experience. .

Resources 224

Resources Decision Maker Compensation Vendor 224

Pointclear

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Decision-maker engaged.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

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

Mr. Inside Sales

JUNE 7, 2024

Questions while qualifying: Closed ended: “Do you ever use an outside vendor?” Assumptive: “How often do you use outside vendors?” Assumptive: “Hi, can you connect me with __ please?” (or or just—“Hi, __ please.”) Closed ended: “Are you the best person to speak to about this?” Assumptive: “How do you get involved in this?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

SBI Growth

JANUARY 21, 2013

If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. Prospects like face to face meetings, but most would concede this interaction in exchange for a lower price.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Understanding the Sales Force

OCTOBER 16, 2013

If we were doing the technical work on this new feature we would have to identify all of the scenarios where the alarm would be triggered - points from which our salespeople would temporarily or permanently be operating in the dark with a given prospect or opportunity - otherwise it would be a useless feature. Your turn. (c)

Decision Maker 202

Decision Maker Proposal Vendor ACT 202

The Pipeline

JULY 28, 2014

This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek. The other benefit is when there is a bake-off at the time the implementers are selecting vendors.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

Jeffrey Gitomer

MARCH 4, 2019

Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. To get to the decision makers. These are your best prospects for an alliance. Talk to people who sell your prospect before your sale is possible.

Referrals 289

Referrals Real Estate Lead Scoring Lead Rank 289

Understanding the Sales Force

AUGUST 28, 2013

For instance, you shouldn''t come right out and ask which competitor the prospect is buying from today. You wouldn''t come right out and ask who the decision maker is. The ideal time to ask specific questions with carefully selected words or phrases is when it''s contextually appropriate.

Conversion 246

Conversion Decision Maker Vendor Competition 246

Mr. Inside Sales

JULY 13, 2018

Avoid Rejection While Prospecting with this One Technique. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Before I give you this sales prospecting technique, let me tell you how you’ll use it.

Cold Calling 143

Cold Calling Objections Sales Qualified Lead Prospecting 143

Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. Response: “I totally understand.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Understanding the Sales Force

MARCH 13, 2013

Executed correctly, the salesperson has a conversation with a decision maker that is unlike any conversation the competition has had. It uncovers the compelling reasons for spending money, changing vendors, buying a product or service and, as important, buying it from you. What did you learn? (c) c) Copyright 2013 Dave Kurlan

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. Then remain completely quiet and let your prospect tell you what the REAL objection is!]

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

DiscoverOrg Sales

OCTOBER 3, 2017

An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. To be clear, “strategic” customers are prospects designated to be “must-win” or otherwise crucial to a company’s sales efforts. That is a tall order.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Understanding the Sales Force

FEBRUARY 27, 2013

Their prospects are very nice, say a lot of the right things, express interest in your offerings, request proposals, presentations and quotes, and promise to follow up. Of course, if you weren't looking at these two pictures, you would have no way of knowing that prior to the snowfall, the scene had also looked just like picture #2.

Decision Maker 215

Decision Maker Vendor Banking Call-back 215

SBI Growth

MAY 9, 2013

However, we continually find the best information comes straight from the prospect. Below are Four Loss Interview Musts to ensure you maximize the value of these conversations: Any Non-Win Should Be Interviewed: This includes No Decisions, Early Stage Drop-Outs, and Losses due to reprioritization. Did I mean a Win-Loss interview ?

Decision Maker 306

Decision Maker Report Trends Competition 306

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. This information gained by learning more about our client in a curious, light-hearted manner kept us as a primary vendor for several years. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Understanding the Sales Force

JULY 29, 2013

This reminded me of the prospect that has a strong relationship with the incumbent vendor. As with most group sales calls, the real decision makers weren''t there. Representing the competition were the ants - ready and willing to take anything that they could away from us. The Yellow Jackets couldn''t stay away either.

Groups 209

Groups Decision Maker Proposal Vendor 209

Zoominfo

JULY 18, 2018

Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. The buying committee involves many more influencers and decision-makers. Don’t take up too much of your prospect’s time. Be a problem solver.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

SBI Growth

MAY 31, 2013

Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. The prospective company operates 25 boutique coffee shops. Switching shipping vendors at this point wasn’t an option. Or, perhaps a company folded because decision-makers didn’t act quickly enough.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers.

Social Media 223

Social Media Media B2B Decision Maker 223

DiscoverOrg Sales

JULY 11, 2017

Martin: I’ve had the privilege of interviewing over 1000 decision-makers as part of the win-loss analysis research I conduct on behalf of my clients. It’s always fascinating to listen to these buyers share their honest thoughts about how they made their decisions and why they selected the vendors they did.

Study 206

Study Buyer B2B Vendor 206

SalesFuel

APRIL 7, 2025

Despite its importance, salespeople dont spend a lot of time doing prospect research. Why do prospect research? Youll find that trust and credibility follow when youve learned about a prospect and demonstrated that knowledge. Doing prospect research can also save you time.

Research 52

Research Prospecting Social Media Hiring 52

The Pipeline

SEPTEMBER 24, 2019

Even if you sell your stuff in six months, consider the time invested in evaluating potential solutions, then vendors. This means that if you are dealing with decision-makers and people creating and implementing strategies, alignment includes aligning in time or timeline. That’s how they have been told to hunt and qualify.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203