Martech

MARCH 12, 2024

The third level takes an educated guess at what titles to target and why (e.g., I was interviewing the C-suite decision maker of one of the sponsoring company’s best customers. The second level lays out the preconditions or the reasons they may benefit from becoming a customer (e.g.,

Customers 92

Customers Drivers/motivators Construction Legal 92

Martech

OCTOBER 10, 2022

It is based on a survey of 370 B2B marketing professionals with senior manager titles and above, at U.S. Among C-suite respondents, updating the technology stack is the top priority (48%). That’s the conclusion of The 2022 Outlook on Data and Technology, put out by B2B marketing solution provider Anteriad. More than 90% of U.K.

B2B 93

B2B Technology Technology Sell 93

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. A transformation of the sales organization must begin in the C Suite because most Sales Leaders are not comfortable enough or strong enough to initiate one and see it through to the end.

Legal 85

Legal Sales Contract Outside Sales 85

Martech

AUGUST 11, 2022

The title of the study is “The new B2B: Omni-channel, tech-friendly and woke.” For marketers it means making sales and the C-suite understand that all of the business’s actions have an impact on the bottom line. They’re also in the majority at companies with fewer than 50 workers (59%) and those with more than 5,000 (54%).

B2B 96

B2B Price Sales 96

CloserIQ

AUGUST 5, 2019

But selling to C-level buyers requires a different approach than with typical buyers. The former tries to apply the same strategies he or she would to a manager, procurement, or HR employee while the latter goes for the bigger guns and targets the C-suite buyers. When you approach a C-suite exec, come prepared.

Sell 89

Sell Trust Territory Price 89

Salesforce

SEPTEMBER 26, 2023

Take a look at their profile and see if their title and industry align with your buyer persona. If a prospect starts connecting you with decision-makers like C-suite approvers or the CFO, they’re likely serious about a purchase. Are they willing to give you a name and title? If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

Sales Hacker

MAY 6, 2021

With growth being the top priority of so many companies today, there are a lot of titles that come up in any LinkedIn search that may not be familiar to us. As the title would hint at, the VP of Sales should focus on sales. The CRO is a C-level for a reason. And this is exactly why you hired them! Singular focus on sales.

B2C 93

B2C Pipeline SQL Strategize 93

Hubspot

DECEMBER 22, 2017

In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants. If the gatekeeper is an executive assistant, you should know immediately by their title.

Prospecting 101

Prospecting Finance Sales Contact 101

Salesforce

AUGUST 2, 2022

A recent Salesforce study highlights the huge disconnect between the C-Suite and their employees. While 70% of C-suite executives report that their employees are happy, only 44% of employees agree. Managers need to focus on the value each team member creates as opposed to title, seniority or age.

Meeting 98

Meeting Territory Pipeline Price 98

Sales Hacker

SEPTEMBER 14, 2021

Focus on title-to-title prospecting. At Outreach, we try to optimize for title-to-title prospecting because people tend to trust their peers more than a sales rep they’ve never heard of. But now, the AEs are getting involved — and they’re bringing in colleagues and coworkers, too. Adapt with context.

Pipeline 89

Pipeline Referrals Contact Prospecting 89

Heinz Marketing

JUNE 22, 2023

Your base buying committee may even have a couple of variations dependent on account type/size – think smaller companies with C-Suite titles versus larger companies with Director titles.

Finance 98

Finance Strategize Account management Engineering 98

Sales Hacker

NOVEMBER 16, 2023

Satisfying a group’s requirements becomes even more difficult in a challenging macroeconomic environment, where roughly half of the projects get funded and roughly 30% more deals require C-Suite approval than during “boom times”. What common titles showed up at what stages in the deals you won?

Objectives and Key Results 87

Objectives and Key Results Engineering B2B Start-ups 87

Martech

OCTOBER 20, 2022

But when looking at the growing list of marketing technologist titles across the ever-widening martech landscape, it is crucial we understand as an industry which roles are the primary drivers of marketing technology and its place within the marketing organization. Dig deeper: How do you hire a marketing technologist?

X-functional 86

X-functional Objectives and Key Results Technology Technology 86

Salesforce

OCTOBER 12, 2021

Is it another example of C-suite overcrowding? Add to that, the C-level title is a great way to recruit talent in an escalating war for the best sellers. Since Forbes dubbed the chief revenue officer a “ CEO’s secret weapon ” nearly a decade ago, the role has exploded in popularity.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

AUGUST 9, 2021

The company’s recent $210 million Series C round secures its title as a newly minted unicorn. Funding Round: $210 million Series C raised in March 2021. The company’s 2021 funding, including a $130 million Series B raised in March 2021, followed by a $120 million Series B raised in May 2021, secured Wiz its title as a unicorn.

Growth 102

Growth CRM Networking Government 102

Sales Hacker

JUNE 8, 2022

Can we help them like we’ve helped similarly-titled execs at Customers A, B, & C? I’ve used a couple of them and didn’t find them to suit my needs — good data was still hard to come by, because a lot of it was oriented towards 3rd-party Google search data. I always send an email to the C-suite. Are they hiring?

Territory 92

Territory Sales Promote Prospecting 92

Sales Hacker

NOVEMBER 17, 2022

I’m the founder of iCareerSolutions, a 20x award-winning resume-writing company, specializing in executive and C-suite level resumes that get my clients high-level interviews. In most cases, I prefer having these basic sections: Branding Title. Branding title. And I should know. Keep it simple. Summary/profile, Skills.

Objectives and Key Results 77

Objectives and Key Results Sales Education Strategize 77

Search Engine Land

DECEMBER 6, 2023

There are multiple C-suite stakeholders and a greater focus on ROI and the bottom line. Use targeted keywords in the page titles, meta descriptions, headers, and content. Dig deeper: B2B keyword research: A comprehensive guide 2. Additionally, keyword search volume and qualified leads are generally lower in B2B.

B2B 101

B2B B2C CRM Engineering 101

Veloxy

OCTOBER 29, 2021

c) Rise in Leads The same business review from Harvard shows that sales teams that adopted AI increased their leads and appointments by as much as 50%. c) Hubspot With completely free CRM at its core, HubSpot offers sales, marketing, and customer service. d) Increased Personal Touch Here’s one of the more covert impacts of AI in sales.

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Hubspot

DECEMBER 23, 2022

Additionally, nearly 16 million of these people hold ownership or senior C-suite positions within their organizations. Core features include: Advanced search capabilities, which leverage filters such as job titles, organization size, and company. Custom prospect list building and management. Prospect monitoring functionality.

Prospecting 78

Prospecting X-functional CRM Contact 78

Heinz Marketing

OCTOBER 16, 2018

Emails to C-suite. Emails to C-suite – update and send revised. Emails are based on role and title. Emails to C-suite. Emails to C-suite – review revised brief. Emails to C-suite – Heinz Marketing updated and sent for review. Dial: [phone number]. Demand Generation.

Clients 68

Clients Campaign Meeting Follow-up 68

Sales Hacker

DECEMBER 18, 2017

Selling to c-level executives is a different ball game. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. It’s not what we use, but how we use it; otherwise, it’s scorched Earth for C-level fish we risk scaring off from still waters. There is gold within this advice.

Sell 107

Sell Referrals Trust Cold Call 107

Search Engine Land

MAY 30, 2023

A lack of effort in marketing and optimizing videos is one reason the C-suite is often reluctant to invest in future video projects. This could indicate that the title or thumbnail is somewhat misleading. Metadata : Is your title accurate, informative, keyword optimized, and clear? They just don’t see the value.

Niche 99

Niche Entertainment Education Promote 99

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). This means understanding who are the decision-makers, the influencers, the potential deal blockers and the specific job titles and roles to partner with to win and grow business.

GTM 111

GTM B2B Drivers/motivators Sports 111

Salesforce

DECEMBER 7, 2022

These insights translate into details such as: segment or group fictional name, job title, and responsibilities Jobs To Be Done demographics (age, education, family background) how the product solves for pain points goals the product helps achieve environmental factors (e.g. physical, social, tech) quotes that represent key insights.

Customers 98

Customers UX Represent Cross-sell 98

Sales Hacker

SEPTEMBER 24, 2018

When it comes to reaching the ever-elusive C-suite, a phone call on the office phone is the best bet, right? In fact, our new sales engagement survey found that the higher the title, the less likely the buyer was to have an office phone. Without further ado, here are the top 5 takeaways from the survey. .

Sales 68

Sales Gaming Up-sell Prospecting 68

SalesFolk

MARCH 2, 2021

Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” Just add “(request private group session)” to your title in our website form. . In other words, how do you define your target audience or ideal customer when doing sales outreach? Finally, just make sure you’re subscribed ??

Prospecting 64

Prospecting Negotiate Sales Consult 64

Search Engine Land

FEBRUARY 9, 2023

Utilizing AI tools AI tools are exploding by the bucket load, and so are the sheer number of ways that SEOs are figuring out how to leverage machine learning – from keyword and cluster research to meta descriptions and page titles. SEOs shouldn’t be worried about AI tools. They need to learn how to use them to their advantage.

X-functional 100

X-functional Clients Account management Niche 100

Sales Hacker

FEBRUARY 15, 2022

If you’re matched with title and status, it’s a very different ask than a sales guy trying to get into a senior person. You’re going to be pulling in folks from products and the C-suite. In terms of books, Selling to the C-Suite was a big influence on me. I work with them to go fail fast.

Pharmaceutical 77

Pharmaceutical Closing Up-sell Start-ups 77

Cience

OCTOBER 6, 2020

This document, typically anchored by past customer data) includes your preference on the location, size, titles, and industry of your would-be-customer. Any lead list should contain some demographic information: titles, location, phone numbers, and emails. Demographic Data – Includes the basics.

B2B 105

B2B Lead generation Contact CRM 105

Sales Hacker

MAY 20, 2021

Then adapt and translate these role titles and use cases to new markets and cultures. Understand that in certain countries, a term like “manager,” or its seemingly direct translations, are reserved only for the top c-suite, while in others, manager could just be a mid-level marketer.

Sell 90

Sell Real Estate Lead generation SQL 90

Veloxy

SEPTEMBER 28, 2021

c) Relationship Rose Described as enthusiastic, friendly, and interactive, social interaction and engagement are key for Relationship Rose. c) Personalize with Praise and Compliments Much like seeing your own name, receiving complements also has a positive effect on our brains. You can use this strategy to warm up your cold emails.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Gong.io

JULY 29, 2021

Feature C: It’s a TIE! THEN lean into your differentiators and explain how they make the solution better suited to fix their #1 problem. We realized that for [insert job title OR industry OR country], it is a very different need because [insert reason]. Feature A: You WIN! Feature B: Competitor A WINS!

Objectives and Key Results 62

Objectives and Key Results Pitch Sales Contract 62

Openview

SEPTEMBER 28, 2017

A Harvard Business School paper titled Goals Gone Wild found that indiscriminate goal-setting can lead to increased unethical behavior, distorted risk preferences and corrosion of organizational culture. It is important that C-Suite executives have a firm grasp on reality when it comes to setting quota and revenue targets.

Commission 68

Commission Sports Sales Quota 68

Sales Hacker

APRIL 21, 2021

Here are some job titles and their progression to look out for as you start on your RevOps career path: Entry-level roles. Securing a senior title means having a deeper understanding of revenue operations. This title reports to a CRO, COO, or Chief Accounting Officer. Revenue Operations Specialist. Revenue Operations Analyst.

Finance 100

Finance GTM Cross-sell SQL 100

Highspot

DECEMBER 6, 2019

Mary Shea, Principal Analyst at Forrester, gave a talk titled “ The Future of Sales Enablement Is the C-Suite ” which dove deep into the link between executive engagement, enablement, and true customer-centricity. Intimate access to experts like this is hard to come by, and attendees knew it.

Sports 40

Sports Networking Sales Quota 40

Hubspot

MARCH 18, 2019

Starting a KAM program requires organization-wide change, support from the C-suite, hiring and training employees, and implementing new processes. Note each person's title, role in the decision-making process, how much contact you've had within them, and how "friendly" they are. Starting small lets you focus your efforts.

Account management 89

Account management Objectives and Key Results Cross-sell Non-Profits 89