SBI Growth

MAY 9, 2013

Others purchase enablement software in the hope that an algorithm will pinpoint the problem. 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. Analyze for commonalities.

Decision Maker 306

Decision Maker Report Trends Competition 306

Cincom Smart Selling

MARCH 2, 2025

Vendors and manufacturers in healthcare face many challenges in sales processes due to product complexity and pricing. Here, CPQ (Configure, Price, Quote) software is a real rescuer for the sales team as it automates and streamlines complex sales workflows, improving speed and accuracy. This is applicable in their sales as well!

Software 48

Software Software Scale Face-to-face 48

Hubspot Sales

SEPTEMBER 9, 2024

I’ve had many lead list sources over the years, ranging from website visitors and event attendees to telemarketing vendors. I once cold-called an IT Manager who was fired from his last job because of a failed project involving my (now former) employer’s software.

Lead Rank 118

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

Zoominfo

APRIL 24, 2020

Risk Management with Vendors. Normally, vendor-related topics like Vendor Managed Inventory and Vendor Risk Management are not hot topics in the business world. It’s not the time to start asking: Who are my critical vendors? It doesn’t look like hiring was on many decision-makers’ minds either.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. One such technology, Digital Sales Room software , has emerged as a game-changer, empowering sales teams to operate seamlessly in a virtual environment. What Is Digital Sales Room Software?

Software 125

Software Software Lead Rank Vendor 125

Zoominfo

OCTOBER 31, 2019

Consider the difference it makes, for example, when you know that the prospect is an Information Security vendor selling anti-virus software … and you have a list of VPs of IT. Secure contact with decision-makers. These individuals might open the door for you to reach a true decision-maker.

Quota 178

Quota Decision Maker Segment Hiring 178

Pointclear

MAY 7, 2013

The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Lack of clarity about marketing automation objectives.

Demand Generation 165

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Management 165

DiscoverOrg Sales

DECEMBER 18, 2018

Finally, the appearance of tech – in the form of IT Services, Telecom / Communication Services, and Computer Software – at the top supports the trend that technology is a differentiator and a competitive advantage. Read: They probably don’t have a preferred vendor or short list yet.). Can you help?

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. According to Gartner, in 2007, spending on software rose 13% and overall IT spending grew 11% worldwide. Why did our co-founders Henry and Kirk pick Information Technology?

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

SBI

APRIL 29, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Other SaaS vendors offer standalone solutions that only address one need at a time creating a situation where the customer becomes the integrator of all of their siloed solutions provided by multiple vendors.

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

Zoominfo

APRIL 17, 2025

These represent the key software platforms for your sales team to evaluate. Whether identifying key decision-makers or nurturing opportunities, ZoomInfo helps teams prioritize high-impact actions that shorten deal cycles and boost conversions.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales and Marketing Management

MARCH 8, 2018

The big discovery here was that the disruptive message you need to dislodge an incumbent vendor is essentially the opposite of the message you need when you’re trying to retain existing customers. All were told to imagine they were decision-makers in a conversation with a sales rep from their long-term software vendor.

Ideal Customer Profile 159

Ideal Customer Profile Customer Vendor Face-to-face 159

SBI

JANUARY 14, 2020

Nowadays, buyers and vendors can be so focused on technology that they overlook the single most important component when it comes to a successful CRM project which are the humans who design, sell , implement , adopt and administer the CRM solution. As you read this headline you’re probably scratching your head. They are humans too.

Vendor 143

Vendor CRM Scale System 143

SBI

MARCH 18, 2014

DiscoverOrg’s in-house research team handles this difficult, time consuming task of uncovering the key information technology vendors need to sell their product. If I was a successful sales person, why would I share a direct dial phone number or name of a decision maker? We are more than just a contact list.

Up-Sell 139

Up-Sell Revenue Closing Marketo 139

DiscoverOrg Sales

JANUARY 29, 2019

In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products. Sales enablement software. Invite decision-makers and influencers to an event. “In Web servers. Programming languages. Integrations. Cloud-based products. Applications. Email programs.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Zoominfo

AUGUST 23, 2022

The B2B software market has undergone immense changes in recent years. We examined a range of data to see precisely how the B2B software market has developed over the past decade, and found some trends and patterns that should help sales professionals navigate today’s increasingly volatile business environment. That was not the case.

Trends 100

Trends B2B Decision Maker Scale 100

Partners in Excellence

OCTOBER 22, 2014

We want to focus our sales strategies on the Decision-maker. Sales trainers tell us to call high, in the quest for finding the decision-maker. Finding the decision-maker is tough! Finding the decision-maker is tough! Part of the problem, in complex B2B sales, there is seldom a decision-maker.

Decision Maker 115

Decision Maker Forecasting Influencer Groups 115

DiscoverOrg Sales

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. We already use another vendor.”. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. If you’re dealing with an objection, congratulations!

Objections 243

Objections Buyer Persona Study Decision Maker 243

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

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. Most professionals have accepted the fact that this kind of information is available from third-party vendors or zealous internet researchers.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Zoominfo

AUGUST 14, 2023

It’s simply no longer feasible for businesses to rely on dozens — if not hundreds — of software vendors and data providers. According to Vendr’s data, net-new software purchases were down 17% year-over-year in 2023. There’s a new decision-maker in town, and their name is the CFO.”

B2B 130

B2B Software Software Vendor 130

eGrabber

OCTOBER 5, 2021

You need to first find a reliable list vendor. This is why experts advise that building your own B2B contact list always yields better results than buying lists from vendors. You can’t find B2B contact information on social networks, especially business email address & phone number for decision makers or C-level executives.

B2B 145

B2B Ideal Customer Profile How To Networking 145

SalesFuel

APRIL 7, 2025

Decision-makers rarely announce, We have a problem, but they drop hints everywhere, he explains. He explains how prospects can be found posting about vendor issues or needs. He shares that while traditional prospect research methods, like browsing LinkedIn, can be effective, he discovered a more insightful approach.

Research 52

Research Prospecting Social Media Hiring 52

SBI

DECEMBER 29, 2014

20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Ttoday’s decision-makers shouldn’t be looking for more data, or even more analytics to understand that data, they should be looking for more ways to actually put that data to work every day to run their entire business. Thanks for being a loyal reader.

InsideView 127

InsideView Tools Decision Maker Twitter 127

LeadBoxer

DECEMBER 8, 2019

You’ll also discover 7 ABM software solutions; since there are more moving parts in an ABM strategy versus a one-size-fits-all marketing strategy, you’ll need the right tools to keep everything running smoothly. A data vendor like D&B Hoovers can also help you zero in on accounts that fit your look-alike model.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

DiscoverOrg Sales

SEPTEMBER 13, 2018

This blog includes: How to find and focus on decision makers. How to find and focus on decision makers. First thing first: If you have direct access to decision-makers with budgetary discretion, such as DiscoverOrg’s signature org charts, how do you start honing in on the people we should be contacting?

Intent Data 162

Intent Data Hiring Strategy Marketo 162

eGrabber

DECEMBER 20, 2024

The challenge lies in: Identifying decision makers in target companies. With features like LinkedIn Sales Navigator, you can identify decision makers, engage with them, and build relationships. Partnering with complementary businesses like software vendors. Building a personalized outreach strategy.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Sales Qualified Lead Case Study 40

Zoominfo

MAY 7, 2020

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. We already use another vendor.” “I Here are some common scenarios: Prospect: “I’m worried that your product is more software than we need, and -”. That’s exactly where you want to be. “We We’re too small.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

SBI

JUNE 11, 2013

Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. 500/5000 companies with 10,000+ decision maker contacts including phone numbers, email addresses AND technology insights. Fast growing companies are often the best prospects for products and services.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

Zoominfo

FEBRUARY 28, 2018

For those who aren’t familiar with this technology—it’s exactly what it sounds like: Instead of living in on-site software systems, CRM data is now hosted on the cloud. The reason for this is simple: Buyers don’t believe vendors have their best interests at heart, but rather, are too focused on pushing a sale.

B2B 225

B2B Social Media CRM Social Selling 225

SBI

APRIL 1, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Content creators, marketers and decision makers can track wit usage statistics, effectiveness, user ratings and comments to increase the value of existing content and promote what’s working.

Up-Sell 126

Up-Sell Decision Maker Revenue Closing 126

Cincom Smart Selling

FEBRUARY 20, 2025

CPQ software solutions are the lifesavers here! CPQ (Configure-Price-Quote) is a specialized software tool designed to help businesses streamline the sales process, especially when dealing with complex products or services. What is a CPQ Solution and How Does it Work? FAQs 1- How can a CPQ solution support scalability for my company?

Scale 48

Scale Company Discount Proposal 48

SBI

DECEMBER 3, 2014

He’s concerned that Vendors are ignoring the basic fundamentals which comprise a healthy market (as outlined in his article ). Left unanswered or unaddressed Vendors will be driven by an inflated sense of growth and potential because they won’t be doing what’s needed to grow the market. He’s not against marketing.

Sales Enablement 135

Sales Enablement Top of Funnel Vendor Industry 135

SBI

DECEMBER 28, 2020

Its solution combines access to decision-makers with a technology platform for creating online events. TechTarget was advised in the transaction by BrightTower, a software, information, and business services-focused investment bank. BrightTALK is expected to help accelerate this trend based on its subscription offerings. “We

Closing 126

Closing Intent Data Intent Face-to-face 126

SBI

MARCH 19, 2013

They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” ” I would ask, “What good is it to know how to engage a decision maker if you don’t have the tools to quickly learn who the decision maker is?”

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126