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. But how do you use this data to make an informed, relevant sales pitch? Who do you think made the sale?

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

The Pipeline

JULY 28, 2014

The headline seems simple enough, I bet most a nodding with familiar approval, yet when you watch many sales people in action, you see them focusing much more on the How, not the Why. The other benefit is when there is a bake-off at the time the implementers are selecting vendors. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Decision Maker 310

Decision Maker Objections Margin Vendor 310

Understanding the Sales Force

AUGUST 28, 2013

Understanding the Sales Force by Dave Kurlan Earlier this week I wrote this article about the importance of using specific words and phrases at specific times. You wouldn''t come right out and ask who the decision maker is.

Conversion 246

Conversion Decision Maker Vendor Competition 246

Score More Sales

JULY 11, 2013

He was my sales colleague. 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.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. in my Referral I.Q.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams? super teams that include customer success in the same organization as sales, marketing and operations.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

DiscoverOrg Sales

NOVEMBER 6, 2018

Sales leader Jill Konrath has some pointed questions about the buying process for HR leaders, so she interviewed David Kingsley , Chief People Officer at Vlocity (formerly Head of Global People & Places at MuleSoft, and Head of Global Strategy at Salesforce): What technologies are forward-thinking HR leaders excited about? Compensation.

Resources 224

Resources Decision Maker Compensation Vendor 224

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Effectively applying a consultative sales process helps to accomplish this. I will share the article I wrote for EcSell below. What did you learn? (c)

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

The Pipeline

SEPTEMBER 27, 2013

If they could do it right they would find that it help fill and round out the opportunities in their pipeline, and help them make more sales and money. DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies. Sales Process Tibor Shanto'

Cold Calling 303

Cold Calling Outbound Referrals Lead Scoring 303

SBI Growth

DECEMBER 29, 2012

If you are a Sales Rep in this reality, ask yourself these two questions: Is my new quota fair? Sales Reps with fair quotas and BANT qualified buyers blow away their numbers. This truth was reaffirmed recently when I interviewed a software sales rep named Geoff. He consistently performs in the top 5% of his sales team.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145

Vendor Study Buyer B2B 145

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

Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. You don't need to know why we want to move away from our current vendor.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

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?” Closing the sale: Closed ended: “Do you have any questions?” ON DEMAND SALES TRAINING THAT GETS RESULTS! Assumptive: “Hi, can you connect me with __ please?” (or or just—“Hi, __ please.”)

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof). Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. 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 ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 273

Face-to-face Gatekeeper How To Licensing 273

Zoominfo

JULY 18, 2018

There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. 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. Yet, scheduling B2B sales appointments is no easy task.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Sales 2.0

JUNE 29, 2014

It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data : for example what industry are they in, how big they are and then data like decision-makers’ emails and direct dial phone numbers.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Mr. Inside Sales

MAY 22, 2020

You probably wrote a sale just last week, and the top producers in your office are still writing business. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s temporary, and guess what? Response: “Right?!

Face-to-face 281

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

Jeffrey Gitomer

MARCH 4, 2019

You do a memorable job in making the sale. You provide impeccable service after the sale. To boost sales, make an impression, or get an audience. 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. FREE GitBit.

Referrals 289

Referrals Real Estate Lead Scoring Lead Rank 289

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

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

DiscoverOrg Sales

JULY 11, 2017

B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. We partnered with noted sales linguist and author Steve W. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer.

Study 206

Study Buyer B2B Vendor 206

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. Try these the next time you get this objection and watch your sales and conversion rate soar! And most do!

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

Pointclear

MARCH 27, 2014

A survey Of 175 B2B buyers reveals what they want to see on vendor websites. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Voicemails work. Don’t give up after one or two voicemails.

Social Media 223

Social Media Media B2B Decision Maker 223

SBI Growth

MAY 9, 2013

VPs of Sales are hungry for any information that gives them an edge. Did your sales rep execute as well as the others? No Decisions should are especially important. Many “No Decisions” are reported as an “unlucky” event that lost funding. Select an Impartial Interviewer: Don’t let a Sales Rep or Manager conduct it.

Decision Maker 306

Decision Maker Report Trends Competition 306

SBI Growth

MAY 31, 2013

Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Last year our customer, Solid Grounds, ( Hero ) places an special order based on holiday internet sales. You might wonder how exactly stories apply to the sales process. Switching shipping vendors at this point wasn’t an option.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. What did you miss?

Closing 220

Closing Proposal Discount Decision Maker 220

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Is sales process having an impact? Access to Decision Makers. An eventual decision to do nothing.

Travel 251

Travel Decision Maker Insurance Insurance 251

DiscoverOrg Sales

OCTOBER 3, 2017

The Last Mile Effort of Pre-Sales Customer Analysis. 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. Profile reports often include multiple members of the decision-maker ecosystem.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Zoominfo

AUGUST 29, 2019

When we hosted a recent MeetUp event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected to hear about how to find and engage decision makers. Our audience, which consisted of both executive IT buyers and sales professionals, had a lot to say to each other. So what did our CIO panel have to say to the sales team?

Account Based Marketing 199

Account Based Marketing Referrals How To Vendor 199

The Pipeline

MARCH 13, 2017

There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people. Easy Kellyanne, it’s just sales ).

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

SalesFuel

DECEMBER 20, 2024

Between 2022 and 2024, surveyed business leaders have given declining scores to their sales and profit performance. When sales and customer acquisition rates arent where they need to be, B2B market intelligence can help. Your clients need to understand what motivates their target audiences to make a decision.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

Zoominfo

OCTOBER 31, 2019

So you missed your sales quota last quarter. When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Problem #1: You have an unhealthy sales pipeline. How long is your average sales cycle?

Quota 178

Quota Decision Maker Segment Hiring 178

Janek Performance Group

SEPTEMBER 11, 2024

A typical business project or initiative involves various decision-makers who can influence the outcome. If running a sales campaign, for instance, your goal is to attract the highest number of customers possible and increase revenue. These decision-makers have a significant influence on the sales process.

Decision Maker 62

Decision Maker Enterprise Enterprise Account 62

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Technology has an important role to play in sales, but it’s a supporting role. The Evolution of Cold Calling.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235