Mr. Inside Sales

AUGUST 9, 2019

At first I was scared that I would frighten away buyers, but, to my amazement, prospects began saying “Yes”! Larry Kelly “If you want a quality, act as if you already have it.” From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman. In my sales career, everything changed when I started asking for bigger orders.

Face-to-face 120

Face-to-face Gatekeeper Inside Sales Decision Maker 120

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 is generally the biggest sales quarter of the year due to two major factors: buyer behavior and budgets. It’s here, the biggest sales quarter of the year.

Data 117

Data Discount How To Quota 117

Cience

NOVEMBER 11, 2020

A lot has been spoken about the importance of customer experience in the Business-to-Consumer (B2C) domain, but what about the Business-to-Business (B2B) sales model? Is it time for B2B companies to become as ‘customer-obsessed’ as some of the most successful B2C brands have demonstrated over the last decade?

B2B 98

B2B B2C Customer Top of Funnel 98

Hubspot Sales

NOVEMBER 16, 2021

This is a trend that’s long existed in the B2C world that has accelerated in B2B over the past 18 months. The lines are increasingly blurring between B2B and B2C, which means that companies are having to adapt quickly to shifting buyer expectations.

CRM 96

CRM Hubspot B2C Commission 96

Mereo

APRIL 1, 2021

A value calculator seems like a selling organization’s dream come true: a tool that can actually demonstrate your solution’s real worth to a buyer. This is more than a flashy trick; this can motivate your buyers to act. For B2C businesses, brand-infused value statements can serve well as marketing tactics that drive demand.

B2B 81

B2B Infusion Engineering Decision Maker 81

Allego

FEBRUARY 15, 2024

AI-enhanced tools act like digital assistants that automate processes and analyze content and data, allowing you to focus on more strategic functions and increasing your productivity. That means the tools they use must behave like the B2C platforms they’re accustomed to. They help me do my job better and faster.

B2B 71

B2B Coaching B2C Tools 71

Customer Centric Selling

NOVEMBER 25, 2021

In this episode, Frank and Tim talk about how emotions affect a person’s buying behavior and how the salesperson uses the buyer’s emotional decision in building value and logic as to why that’s the right decision to make. We are compelled to act in reaction to an emotion. Emotional Decision in Buying [3:31].

Buyer Persona 52

Buyer Persona B2C Face-to-face Influencer 52

Zoominfo

SEPTEMBER 3, 2020

Automated emails are great for showing possible buyers relevant and personalized information in a timely manner. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. (Especially In The B2B Realm?) How Do You Set Up Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Highspot

FEBRUARY 4, 2024

Guided selling personalizes the customer journey by giving sales reps real-time information to influence buyer decisions. It equips sales reps with the tools, content, and training needed for each stage of the buyer’s journey. Central to this is a sales playbook integrated into your CRM. How Does Guided Selling Work?

Lead Rank 52

Lead Rank Benefit Lead Scoring B2C 52

Increase Sales

JUNE 12, 2017

The act of selling something to someone is an act of transferring feelings because people buy first on emotion, justified by logic. Elevating the feelings of the buyer usually takes times because the buyer must know and trust you as the seller. In other words, who is pushing this rush to sell?

Social Media 78

Social Media B2C ACT Influencer 78

Crunchbase

OCTOBER 21, 2021

At every level of the sales funnel , whether it’s B2C or B2B, lead nurturing is the act of building and reinforcing connections with customers. That’s why developing a smart lead scoring system is critical for nurturing buyer connections. Begin by getting to know each of your distinct buyer personas.

Lead Nurturing 98

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 98

Pipeliner

JULY 2, 2022

Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time). In short, people do not behave consistently—they can act on impulse, make (and even repeat) mistakes, and be extremely fickle. Entry Into Sales—”The Ideal Buyer”.

Hiring 97

Hiring Lead Rank CRM Education 97

The Digital Sales Institute

NOVEMBER 10, 2020

All buyers whether B2C or B2B are emotional. Today buyers want more than a sales pitch, they want an experience. The key is understanding the business results a customer want to achieve, and then act as a partner to accelerate the results. Trust, credibility, usefulness, value, belief, excitement, satisfaction etc.

Infusion 105

Infusion ACT Video Lead Rank 105

Alice Heiman

JUNE 14, 2022

But are these telling you the whole story or giving you worthwhile information you can act on? ” So, when was the last time you checked in with your buyers? It’s a window into the experiences buyers seek and a way for B2B [companies] to improve their products, services, and processes.” Probably NOT! ” .

Research 62

Research Customer Retention Survey 62

Vengreso

OCTOBER 13, 2022

What worked pre-pandemic to attract the modern buyer isn’t always working now to turn prospects into buyers. Add to that how sales professionals are trained, there’s no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals. Sellers don’t understand the buyer’s objective.

Groups 69

Groups Scale Hiring Lead Rank 69

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. Long gone are the days where buyers relied on salespeople to be their sole education channel. Major differences between B2B and B2C. Today’s B2B buyers rarely act alone.

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Janek Performance Group

NOVEMBER 30, 2022

Mostly, B2B buyers are not impulsive. Instead, buyers are methodical. Today, this is mostly done online, before buyers engage a salesperson. In fact, recent research at Gartner shows most buyers only spend 17 percent of their time talking to sellers. And they must make the most of their time with buyers.

Customer 62

Customer Case Study Loyalty Buyer 62

Appbuddy

JANUARY 18, 2022

B2B email marketers are starting to take a page from the B2C playbook and develop more sophisticated personalization strategies. Increased use of plain text aligns with new laws like the Americans with Disabilities Act (ADA). the California Consumer Privacy Act leading to the California Privacy Rights Act.).

Trends 97

Trends Consumer Face-to-face Retail 97

SendBuzz

MAY 1, 2023

– Jeffrey Gitomer Due to the rise of personalized email marketing practices, customized emails are a must-have approach even for business-to-business (B2B) buyers. What is B2B email personalization?

Email Marketing 52

Email Marketing Account Based Marketing B2B Marketing 52

SendBuzz

MAY 1, 2023

– Jeffrey Gitomer Due to the rise of personalized email marketing practices, customized emails are a must-have approach even for business-to-business (B2B) buyers. What is B2B email personalization?

Email Marketing 52

Email Marketing Account Based Marketing B2B Marketing 52

Shari Levitin

JANUARY 21, 2020

Gartner tells us buyers spend an average of 87 percent of their time researching products and only 17 percent engaging with sellers. Research shows, the happiness we derive when we act on behalf of the greater good shows up in our cells as a better immune response profile, at a cellular level. How well do we listen? Prioritize it.

Ideal Customer Profile 126

Ideal Customer Profile Scale B2C Intent 126

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And the outbound sales are driven by the proactive efforts of the sales reps who look for potential buyers via various methods like cold calls and emails. An ideal customer profile (ICP) describes what the most fitting potential buyers should look like.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. So, what are B2B sales, and how are they different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

SBI

FEBRUARY 27, 2018

Ian: Today’s B2B buyers trust the opinions and advice of their peers above that of any salesperson or marketer. Create company branded microsites to send to prospects that then provide sales instant sales intelligence on buyer committee asset consumption and engagement levels for smarter follow up conversations.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Nutshell

AUGUST 28, 2023

Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. These potential buyers can be people who have expressed interest in the product or service that you’re selling, or who might reasonably have interest based on their demographics, industry, or other factors.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Zoominfo

OCTOBER 9, 2018

While B2C organizations such as Apple and Amazon have been quick to climb aboard the AI train, businesses in the B2B realm have been a bit more hesitant; as of 2017, only 10% of B2B companies are incorporating AI into their marketing technology stack ( source ). That’s right; you were aided by AI. Improved Personalization Efforts.

Ideal Customer Profile 113

Ideal Customer Profile Marketing B2B Consumer 113

The Digital Sales Institute

MAY 22, 2018

Companies are developing digital selling strategies to align themselves to the rapidly changing face of “the buyers journey”. This question is important as B2B buyers are acting just like consumers more and more. Driving the change in the “buyers journey” is a combination of access to content and digital native comfort.

Strategy 61

Strategy Lead Rank B2C Ideal Customer Profile 61

Artesian Solutions

OCTOBER 30, 2018

Business buyers don’t go to work and forget what they do as humans. There’s a new normal that blurs the lines between B2B and B2C”. The rise of Amazon demonstrates just how far buyer preferences have shifted. Buyers are demanding more agile and responsive B2B sales practices. 2/3 expect Amazon-like buying experiences. •

B2B 45

B2B B2C Segment Lead Rank 45

Anthony Iannarino

JUNE 14, 2020

Over the last decade, we’ve developed models about how buyers buy, giving us other ideas about how to serve our clients in the sales conversation—and an opportunity to do better work and improve our results. Rackham provided a better structure with SPIN Selling, recognizing the dramatic differences between B2C and B2B sales.

Hiring 104

Hiring Lead Rank eBook Account 104

Sales Evangelist

JANUARY 9, 2020

Businesses can lose up to 80% of their leads because they don’t act fast enough. It’s because they fail to act quickly and respond to their prospects’ needs. For a larger enterprise, the buyer has more time but they’re also going to look at how they are going to be served. Instead, they’re going to look for a variety of vendors.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Nurturing existing leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Customer Centric Selling

FEBRUARY 3, 2016

It’s as though a poor 3-act play can be salvaged by a strong ending. Many peoples’ impression about selling and closing is based upon experiences they’ve had in B2C transactions. Whether a retail store, buying insurance or buying a car, chances are the buyer and seller won’t ever do another transaction. The capabilities needed.

Closing 40

Closing How To B2C Insurance 40

Trinity Perspectives

FEBRUARY 4, 2019

The report found that 78% of respondents ‘seek salespeople who acted as trusted advisers’ while almost three quarters of all respondents expect ‘vendors to personalise engagement to my needs’. Increasingly the lines between our B2C (retail) buying experiences and our B2B (business) buying experiences are blurring. Blurred lines.

Outsourcing Services 62

Outsourcing Services Report B2C Vendor 62

Hubspot Sales

MAY 24, 2023

In addition, if they acted as an internal champion for your product, there’s a risk they’ll look stupid if things don’t work out. If you work for a B2C business, this step might not apply. So, bring your best self, the assertive self that drove the project this far, and act as you have done throughout the process.

Closing 102

Closing Proposal Call-back Vendor 102

SugarCRM

JANUARY 25, 2021

When researching new products or services, buyers search for answers or solutions. Not just in the incipient phases of your buyers’ journey. While B2C companies are sure they are using the right data sets for personalization, only 40% of the B2B entities out there are sure of it. Listen First, Act Later. Make an Impact.

Marketing 52

Marketing Customer Decision Maker Segment 52

Hubspot Sales

JANUARY 13, 2020

Though they’re both selling the same product, Ryan is engaging in a type of sales known as B2C while Reana is engaging in one known as B2B. In this article, I’ll explain what B2C sales are, the difference between them and B2B sales, and offer some tips to help make your B2C sales processes more effective. B2C Sales Tips.

B2C 83

B2C Comparison B2B Buyer Persona 83

Pipeliner

DECEMBER 27, 2017

To think such an out-of-touch approach would be relegated to the B2C world would be, unfortunately, very short-sighted. And the client receives the promised survey, filled with the same types of boilerplate categories as with the B2C example. You’d have heard about them already and be acting on them, survey notwithstanding.

B2C 55

B2C Survey Hotels Proposal 55