SBI Growth

NOVEMBER 23, 2012

Worst of all, [The Buyer] knows more about our competition than about us. So I spend a lot of time on the phone educating [the Buyer].”. Seth concluded his new company wasn’t producing quality content to inform their Buyers. Creates cheat sheets and sales tools because the ones from Marketing are useless. Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI

JULY 22, 2014

In 2012 it grew to around 350. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide. Which tools are you most excited about?

Tools 123

Tools B2B Top of Funnel Marketing 123

The Sales Hunter

JULY 14, 2012

For many buyers, being offered 60 or 90 days to pay versus a standard 10, 15, or 30 days can be seen as a significant benefit. To the buyer, the extended terms could very well be worth much — much more if they’re working on tight cash flow. Copyright 2012, Mark Hunter “The Sales Hunter.”

Discount 176

Discount Tools Prospecting Benefit 176

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

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

Pointclear

JULY 19, 2012

The Right Marketing Mix: Blended… and Grounded in Buyer Understanding. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions.

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

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. In the meantime, post your ideas on how to be more interesting with what you are messaging to buyers.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Download Your Persona Based Forecasting Tool Here. At SBI, we’ve been working with more and more of our clients to build Buyer Personas. It’s doing what you do now broken down by your Buyer Personas. Meanwhile your CFO sees it as ½ empty.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Score More Sales

JANUARY 11, 2013

Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth. So many new cloud-based tools have not only come to market, but many are tried-and-true now.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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

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

FEBRUARY 21, 2013

To outperform their peers, Social Sellers use LinkedIn as a sales tool. 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). Understand the needs of the Buyer.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. With many tools comes overwhelm.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

DECEMBER 26, 2012

The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.).

Trends 316

Trends Top of Funnel Marketing Eloqua 316

Score More Sales

JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

The Sales Hunter

FEBRUARY 27, 2012

Purchasing Departments and Buyers. Feb 27, 2012. Sorry, social media is just one tool. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Tags: buyer. FREE Resources. Negotiation.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 8, 2012

Purchasing Departments and Buyers. Feb 09, 2012. She makes great points about using social media to find opportunities, learn about your buyers, identify your influencers and understand your competition. I’ve been using these tools for years and I generate a tremendous amount of new business from them. January 2012.

Social Media 189

Social Media Media Strategy Prospecting 189

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

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

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. Then I provide several tools for success in the Social Seller Mobile App Guide. Then I provide several tools for success in the Social Seller Mobile App Guide.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Score More Sales

JANUARY 10, 2013

The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company. Do general search on the web.

InsideView 249

InsideView Research Prospecting Eloqua 249

Anne Miller

APRIL 21, 2022

From 2012 You Lost Me at Hello. From 2014 Control the Buyer-Seller Vibe. From 2018 Agendas – Power Tools When Used Properly. Words Matter – Make What You Say Pay! From 2013 3 Tips for Dealing with Strangers in Presentations. From 2015 Why Great Presentations Often Go Nowhere.

Groups 62

Groups Coaching Up-Sell Buyer 62

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

DECEMBER 15, 2020

Prior to 2020, sales development reps used about 6 tools on average. Many sales leaders now recommend up to 11 tools in the “essential” tech stack—some say you should have 30. Why so many tools? But there aren’t many strong tools to support during because of the distraction factor. Hans Fuller.

Conversion 127

Conversion Sales Cycle Energy Tools 127

SBI Growth

AUGUST 6, 2013

Its imperative you connect to potential buyers as early as possible. Otherwise, the buyer may already have made some decisions without you. Give your team the tools to become “Social Sellers”. You will also be able to d ownload the “LinkedIn Assessment Tool” here. This tool will help you discover where they can improve.

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

The Sales Hunter

JANUARY 12, 2012

Purchasing Departments and Buyers. Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. Tags: buyer.

Social Media 157

Social Media Media Motivation Prospecting 157

SBI Growth

JANUARY 5, 2013

77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.). 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.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

The ROI Guy

APRIL 25, 2012

There is a new breed of buyer, who is more in control, skeptical and frugal than ever before, a condition we call Frugalnomics ,” said Tom Pisello, CEO and Founder of Alinean. “In The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

Score More Sales

MAY 29, 2013

Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. 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. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JANUARY 21, 2013

There are a whole host of options – now more than ever, to get you in front of a buyer or in front of a customer who is located more than a short drive away. There is no doubt that clearer and better communication will help you move sales opportunities forward and build stronger relationships with buyers. Try the video option.

Video 227

Video Outbound Intent Buyer 227

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

JUNE 26, 2012

No longer can it be ignored that buyers are searching online for solutions long before they find out who you are. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. If you don’t have time, you can hire help through some amazing web tools. What tools?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183