A Decision Maker is the person or party responsible for making a decision regarding the purchase of a product or service on behalf of an organization, department, or team.
One of the biggest challenges for sales reps today is getting a prospect to respond. There is so much noise that buyers are tuning sales messages out, making it more difficult to elicit a response from a prospect via phone or email. In fact, email click-through rates are hovering around 3 percent, and eight cold […]
The sales game has changed over the years and sales professionals have received a lot of great advice on how to deliver an effective sales pitch. Rather than engage in another theoretical discussion about what works and what doesn’t, we went directly to the source, asking sales professionals “what’s the most constructive suggestion you’ve ever […]
Last month, I attended and presented at an AA-ISP chapter meeting in Los Angeles, where we discussed an important topic in today’s increasingly remote and phone-based sales environment – reaching the decision maker. To give you some indication of the challenge we face in phone-based selling, take a look at these numbers – 76% of […]