SBI Growth
FEBRUARY 18, 2013
We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. Your Buyer’s Behaviors Have Changed.
A Sales Guy
MARCH 30, 2021
S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. It makes you break down a problem, by the people, the tools, and the resources available to you to actually be able to execute and that’s why I think it’s a great sales book.
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SBI Growth
AUGUST 31, 2012
Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Hundreds, if not thousands of CMO’s across the globe make similar comments.
Janek Performance Group
AUGUST 23, 2023
Most buyers cannot afford to be impulsive. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. Buyers may think falling short of goals is suboptimal, but not catastrophic. Every buyer has something that gives pause. Of course, all buyers assess needs differently.
Showpad
MARCH 14, 2019
You can also check out The Forrester Wave : Sales Enablement Automation Platforms | Q3 2018 to see where Showpad stacks up in the world of sales enablement tools. In 2002, after Forrester launched TechRankings, the first Wave report was published in 2002, with 30 more published the following year. appeared first on Showpad.
Showpad
MARCH 14, 2019
You can also check out The Forrester Wave : Sales Enablement Automation Platforms | Q3 2018 to see where Showpad stacks up in the world of sales enablement tools. In 2002, after Forrester launched TechRankings, the first Wave report was published in 2002, with 30 more published the following year. appeared first on Showpad.
Pointclear
OCTOBER 18, 2011
The salespeople that cold-call waste time contacting hundreds of people to find a few buyers instead of relentlessly pursuing marketing provided inquires and leads (48% of the salespeople give up after the first call). i JoJo Jensen, Dirt Farmer Wisdom Boston, MA : Red Wheel, 2002. No direct sales cooperation necessary.
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