April 3

Reaching Decision Makers

Inside Sales

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Reaching decision makers today seems harder than ever. To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation.

I was recently interviewed on the subject for the article “Reaching the Decision Maker” by Scott Bekker, editor in chief of Redmond Channel Partner magazine. The article also features comments from my friends Mac McIntosh and Jill Konrath.  Together we dispel some common myths on what works to identify and reach decision makers.

As you’ll see reaching decision makers is actually a two-part task. The first part is finding them, the second is engaging them.

Link: Redmond Channel Partner Online | Feature: Reaching the Decision Maker.

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About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

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