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

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. The reasons are undoubtedly complex, but the results of the survey seem to unfortunately support notions that women in business are often underestimated by the vendors selling to them. So why don’t buyers like salespeople?

Vendor 145

Vendor Study Buyer B2B 145

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

SBI Growth

DECEMBER 29, 2012

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. A direct link to the Decision Makers can shorten your sales cycles. (N) T) Timing: The Buyer must clearly communicate their decision timeline.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

The Pipeline

SEPTEMBER 27, 2013

DiscoverOrg, recently surveyed 1,000 IT decision makers at Fortune ranked, small and medium-sized companies. It showed how outbound sales calls and e-mails affect and “more importantly disrupt vendor selection.” Further, “nearly 600 said an outbound call or e-mail led to an IT vendor being evaluated.”.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

The Pipeline

APRIL 15, 2013

Executives/decision makers/VPs in your target organization speak a differently than say the implementers or users of the product even when they are talking about the same thing. this may include consulting with outside parties, a great opportunity to introduce your company long before vendor selection process starts.

Sales Cycle 288

Sales Cycle Decision Maker Vendor Groups 288

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

Zoominfo

MARCH 12, 2025

Theyre using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers. Solution Radwares sales team gained access to decision-makers and real-time buying signals to uncover and prioritize sales-ready prospects.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Understanding the Sales Force

NOVEMBER 15, 2012

You don't need to know why we want to move away from our current vendor. We are going to stay with our current vendor (who you learned earlier has been screwing the crap out of them). The decision maker won't meet with you. We don't care about the value you add - we only care about price. You have to go through me.

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?” 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 Licensing 224

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. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Why would they?

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 The way to not only handle it, but to overcome it is to be prepared in advance with a proven, scripted approach. Get buy in here before you continue.] “So

Face-to-face 273

Face-to-face Gatekeeper How To Licensing 273

The Pipeline

JULY 28, 2014

As sellers we are looking for ways to create urgency, nothing puts a spring the feet of a decision maker than when they see something that will help the achieve their goals, and again without much though about the how. 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

Understanding the Sales Force

AUGUST 28, 2013

But upon learning of a compelling reason to buy, quantifying the problem and hearing that the reason they are still buying from the vendor with the quality problem is because of their prices, it becomes a contextually appropriate time to let them know. You wouldn''t come right out and ask who the decision maker is.

Conversion 246

Conversion Decision Maker Vendor Competition 246

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

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

Sales 2.0

JUNE 29, 2014

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

The most straightforward way to access buying signals data is through a third-party vendor. Every week, vendors collect and aggregate internet search activity from thousands of B2B websites and online publishers, creating a baseline for content consumption. Related: How Business Search Behavior has Shifted During the Coronavirus.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Jeffrey Gitomer

MARCH 4, 2019

To get to the decision makers. Select vendors who are needed by the prospect before your product or services are needed. It looks like you're the hero, and your ally gets a valuable lead. Look for companies who sell office plants, flowers, ad specialties, tickets, gift baskets, a printer, or a book store. To get leads faster.

Referrals 289

Referrals Real Estate Lead Scoring Lead Rank 289

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

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.

Social Media 223

Social Media Media B2B Decision Maker 223

Mr. Inside Sales

MAY 22, 2020

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: “Right?! I know just what you mean. I know just what you mean. Here’s the good news: we’re on hold here, too. Get Access Today.

Face-to-face 281

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

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. In this case, “Your Price is Too High.”

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

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. Yet, scheduling B2B sales appointments is no easy task. Prepare notes.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

SBI Growth

MAY 9, 2013

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. No Decisions should are especially important. Many “No Decisions” are reported as an “unlucky” event that lost funding.

Decision Maker 306

Decision Maker Report Trends Competition 306

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. Similarly, competitive intelligence battle cards like Klue can help your sales team to gain a competitive edge when a prospect is evaluating multiple vendors.

Lead Rank 118

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

SBI Growth

MAY 31, 2013

Switching shipping vendors at this point wasn’t an option. Or, perhaps a company folded because decision-makers didn’t act quickly enough. Both the right and left sides are activated. The right side (creative side) is engaged and stimulated. Stories grip us and help us experience emotions. I’m not excited anymore – no one is.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

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

SalesFuel

DECEMBER 20, 2024

Your clients need to understand what motivates their target audiences to make a decision. With the B2B BuyerSCAN data from AdMall , you can show clients which media formats drive purchases from B2B decision-makers. And they research solutions online before they reach out to vendors. Image by Cottonbro Studio on Pexels.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

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. And if you have access to more robust data on buyer intent and opportunity, look for leadership moves, acquisitions, vendor changes, and other initiative which signal buying events.

Account Based Marketing 199

Account Based Marketing Referrals How To Vendor 199

Zoominfo

APRIL 21, 2020

Getting on the IT staffing-approved vendor list will make your life a lot easier. Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies. Getting on an IT staffing-approved vendor list depends upon credibility and relationship potential.

Vendor 100

Vendor Hiring Decision Maker Discount 100

The Pipeline

MARCH 13, 2017

The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people. What some vendors think is really different, may not be that important to the market, which is likely why the others have avoided it.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

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

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. Buyers Done.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

Zoominfo

OCTOBER 14, 2018

In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). 82% of B2B decision makers think sales reps are unprepared ( source ). Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Improve Your Data.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

No More Cold Calling

JUNE 9, 2019

In fact, tradeshow vendors are often the most egregious abusers of technology. Regardless of whether tradeshow vendors scan your badge, you still receive emails thanking you for stopping by their booth (even if you never did). But many salespeople find ways to muck up these opportunities with intrusive technology.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

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. Profile reports often include multiple members of the decision-maker ecosystem. That is a tall order. These profiles spur real discussions.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159