Zoominfo

NOVEMBER 29, 2023

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. While each generation brings its own set of preferences, demands, and expectations to the market, the report shows that younger buyers are much more likely to voice their dissatisfaction than previous generations.

B2B 130

B2B Social Media Loyalty B2C 130

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. December 2011. August 2011.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Next actions are the fuel by which a seller can encourage a buyer to move forward. It is more about helping create continued interaction with our potential buyer. The third tip talked about setting next actions.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Increase Sales

DECEMBER 31, 2011

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). Even though this person said he or she did research, obviously that did not include my first name. Credit www.sxc.hu.

Research 115

Research How To Proposal Google 115

Vendor Neutral

AUGUST 25, 2021

How To Enhance Buyer Collaboration. Enhance Buyer Collaboration, Align Outcomes, Sell Large Deals. Learn how to successfully and strategically connect and collaborate with today’s buyers, giving them the value they crave—not another product pitch. How to effectively co-create value, ideate, and collaborate with buyers.

Buyer 52

Buyer How To Webinar Metrics Journal 52

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. The Right Marketing Mix: Blended… and Grounded in Buyer Understanding. My guest today is Brian Carroll.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. March 2nd, 2012. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

AUGUST 29, 2013

Buyers are evolving and changing. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. How are buyers changing? In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

Score More Sales

MAY 29, 2013

This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails. Reference a common point between you and your buyer, or your company and their company. They should cover different points of value to the buyer. Do the same with e-mail messages. ” added to it.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The ROI Guy

NOVEMBER 30, 2011

Anyone who has driven a corporate purchase decision knows that it can be a frustrating and long process, one which many buyers wish they could streamline. Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012.

Case Study 70

Case Study Comparison Decision Maker ROI 70

Selling Essentials RapidLearning Center

JUNE 29, 2023

You may have heard, for instance, that if your buyer looks up and to the right, or covers their mouth, it indicates they’re not being honest with you. And if a buyer sees you sending these signals, they might conclude you’re not being honest with them. Or so the story goes. And is there a larger principle at work here?

Study 52

Study Face-to-face Video Research 52

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? At SBI, we’ve been working with more and more of our clients to build Buyer Personas. Personas are research-based representations of the buyers, and influencers and evaluators of your products or services. How many got to proposal?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Corporate Visions

AUGUST 6, 2020

Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. Buyers began doing research, forming opinions, and narrowing their options all on their own. Yes, you can, according to our new research. The problem? The problem?

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. Intent Data is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic.

Data 196

Data Intent Data Intent Customer 196

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1.

ROI 79

ROI Vendor Survey Proposal 79

The ROI Guy

NOVEMBER 1, 2012

At the annual Gartner Symposium, the world's most important gathering of CIOs and senior IT executives in our hometown of Orlando, new and important IT spending research and trends are always presented. percent increase from 2012 projected spending of $3.6 percent increase from 2012 projected spending of $3.6 trillion.

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Buyers feel the pressure and know they can anticipate an end-of-quarter and end-of-year push. Plus, we become flagrant discounters.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

MAY 22, 2013

You must treat hiring managers as your Buyers. The Hiring Manager as the Buyer. Someone who posts a job is a Buyer. Like most purchase decisions, 57% of the buying process is completed before buyer-rep interaction. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). These are your new Buyers.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

Score More Sales

MAY 21, 2012

and is a power week to make contact with buyers. Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. It is OK to call people you don’t know.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Sales Hunter

DECEMBER 10, 2011

Purchasing Departments and Buyers. Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. I’m not going to argue the value of doing research on prospects. FREE Resources.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

SBI Growth

JANUARY 16, 2013

Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail. Why Buyers want Social Sellers. Jill is buyer-centered and focused on ways to personally evolve with her market. They are Buyer-centered.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

SBI Growth

JANUARY 7, 2014

Your market and buyers are changing rapidly. Buyers you’ve sold to for years may soon be gone. A 2012 Pacific Crest SaaS survey shows most growth is coming from inside sales. Changing Buyer – Your buyers want to engage with field sales reps less and less. Many buyers are on the road constantly. Next day?

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Buyer 154

Buyer Social Media Hiring Inbound 154

SBI Growth

AUGUST 10, 2013

Historically Julie has been an ‘A’ player, but 2012 was tough. Almost overnight, buyers stopped responding. Our research shows that Julie is not alone. By signing up for our 7th annual Research Tour your team can learn why. Buyers had decided on the benefits they wanted before a sales call. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

FEBRUARY 21, 2013

They use their profiles to demonstrate value and build trust with the Buyers. Buyers of your products are taking the same calculated risks. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). During that timeframe, the Buyer will ignore phone calls and emails. Understand the needs of the Buyer.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

Score More Sales

JANUARY 11, 2013

No longer are smaller companies at a disadvantage when it comes to learning insights about how the sales team is spending its time, or how buyers are interacting with your company. IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

The ROI Guy

SEPTEMBER 19, 2011

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. This according to new research, The Considered Purchase Decision , a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect.

B2B 88

B2B Buyer Comparison Survey 88

SBI Growth

SEPTEMBER 16, 2012

FACT: CEO’s/CFO’s do not know and understand the dramatic shift in buyer behavior that has transpired over the last 12 months. This will assure that the right amount of potential Buyers are brought into the funnel, and subsequently passed along to your Sales Team. Sales and Marketing Teamwork = Success. So what’s your next move?

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

JANUARY 5, 2013

77% of all Sales Managers reported fewer sales calls in 2012. Mapping your sales process to a buyer process is the foundation for better coaching. Mapping your sales process to a buyer process is the foundation for better coaching. Your buyer will know more about your product, competition and marketplace than your rep.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

Selling Essentials RapidLearning Center

APRIL 19, 2022

Here’s how a question like that might sound: Buyer: “So how can we integrate your solution into our CRM?”. Buyer : “I told you on our last call that we have a home-grown CRM.”. Let’s return to the scenario above, where the buyer believes your software solution MUST be integrated into their CRM. Feels so good.

Hiring 59

Hiring SalesForce CRM Software 59