decision-making Archives

White Paper: Selling to Millennial Decision-Makers

Members of the first digital generation are increasingly showing up in the C‑suite. In fact, today’s B2B buyer is more likely to be a millennial.

In this sales enablement white paper, you’ll discover that although every millennial is different, new research from SalesFuel’s Selling to SMBs study finds this generation has tendencies that are significantly different from their predecessors. You’ll discover how the buying process differs, the importance of marketing and social media, which salesperson behaviors can make the sale – and which will kill a sale — with this new generation of decision-makers.

Audrey Strong October 9, 2019 Newsletter Only, White Papers Tags: B2B sales, decision makers, decision-making, Millennials, reputation management, sales reps, SMB, SMB Purchase Survey, SMBs

How to Improve Outcomes for Your Next Big Investment

“Fix it and forget it” might be a motto you can apply to some tasks in your personal life. Don’t make the mistake of using this philosophy to run your business.

Kathy Crosett July 23, 2019 Agility/Adaptivity for Managers, Leadership + Management Tags: adaptability, decision-making, leaders, managers

Sell Smarter 17: Smarter Decision-Maker Identification

According to King of Sales Jeffrey Gitomer, one of the biggest sales barriers is identifying the real decision-maker. Deb Calvert, President of People First Productivity Solutions, agrees. These sales pros share two questions to help find who you should be making your sales pitches to without damaging your potential sale.

Rachel Cagle May 3, 2019 Sell Smarter Video Episodes Tags: decision maker, decision makers, decision-making, sales, sales tips, sell smarter, sell smarter podcast, sell smarter video

How to Boost Your Sales Using Decision Intelligence

“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.

What Makes You Stick Out When Your Product Doesn't?

As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.