Customer Centric Selling

MAY 13, 2015

Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. My view is that these visitors (more accurately labeled researchers if they can’t fund new B2B initiatives) are dictating how they want to be treated. Image courtesy of Janoon at FreeDigitalPhotos.net.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

LeadFuze

JANUARY 1, 2022

SkyStream had to diversify its business when the “bubble” burst in 2002. Will they do research online, or attend a trade show and then purchase from there? You also have to understand how your product will relate with its target audience. Small businesses are somewhere in the middle.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Insight Demand

OCTOBER 12, 2015

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. Counteract the confirmation bias with insightful third party research or customer scenarios. When sellers add insight to the research by showing how the status quo hinders the customer’s performance, the customer doesn’t feel personally attacked.

Customer 20

Customer Discount Survey Social Media 20

Insight Demand

OCTOBER 12, 2015

In 2002, Daniel Kahneman won the Nobel Prize in economics for his work on loss aversion. Counteract the confirmation bias with insightful third party research or customer scenarios. When sellers add insight to the research by showing how the status quo hinders the customer’s performance, the customer doesn’t feel personally attacked.

Customer 20

Customer Discount Survey Social Media 20

Sales Hacker

MAY 26, 2020

And so I’m encouraging heavily and we’re finding success, is if you can do research past the vertical level into what I’m calling the sub-vertical level, you’re going to be able to find some good prospects and you need to hit them with a targeted message that they can look at and say yes or no, to now.

Research 95

Research Hiring Ideal Customer Profile Prospecting 95

Insight Demand

APRIL 7, 2016

In an interview just after winning the Nobel Prize for economics in 2002, Kahneman said : “There is an asymmetry between gains and losses, and it really is very dramatic and very easy to see. Third Party Research : Because research is objective, customers do not usually feel attacked.

Government 20

Government Scale Lead Rank Lead Scoring 20

Insight Demand

MARCH 31, 2017

Thanks to new research, we now understand that our emotional decisions are not irrational or bad. While the science of decision making remains a relatively young science, and more research needs to be done, there are some guidelines that salespeople can use to help buyers make better decisions. I’m going to get my jacket.”. x] Susan P.

Transportation 20

Transportation Study Journal System 20

Smooth Sale

SEPTEMBER 9, 2022

At the age of 25, he started his own office, co-headed an investment banking department, launched with Gexa Energy funding in 2002, acted as a chief compliance and anti-money laundering officer for multiple firms, institutional sell-side broker, then ran an OTC equity trade desk. .’ Brian Kidder started in finance as a retail broker.

Real Estate 78

Real Estate How To Hiring Retail 78

Zoominfo

SEPTEMBER 17, 2018

Copyblogger FM covers topics related to content marketing, copywriting, freelance writing, and social media marketing. It focuses on content marketing, brand journalism, public relations, the media, and advertising. Darren has been blogging since 2002 and making a full time living from his blogs for over a decade. Listen here.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

Sales Hacker Training

MAY 8, 2020

Many of us who are listening to this are in technology related fields, a lot of us are in the SaaS world. This is more or less a representation of my numbers, my attainment every year since I started back in 2002. Pump up the deal size (31:15). Okay, so let’s move on, the fourth shift is what I call, how to pump up the deal size.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

LeadFuze

AUGUST 5, 2021

The blog itself offers several different contributors writing on a variety of sales related topics. A former economist, Heather traded the world of academia and research for tech startups in 2012 after moving back to the Bay Area after completing economic development projects in Egypt. Research Reveals Why Salespeople Lose Deals.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98