Julie Hanson

JULY 14, 2019

Video is fast becoming a salesperson’s secret weapon in the battle for attention of today’s busy buyers. Speaking to a camera is an unnatural act. 3 Acting Secrets to Overcome Your Fear and Become a Video Sales Superstar! Theater acting is an operation with a scalpel, movie acting is an operation with a laser.”

ACT 99

ACT Video Film Face-to-face 99

SBI Growth

FEBRUARY 18, 2013

“Starving the future to feed the present is a mistake - it leads to obsolescence and stagnation. 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. Your Buyer’s Behaviors Have Changed.

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

Corporate Visions

JANUARY 15, 2020

The post How to Make Sure Your Buyers Remember Your Message by Carmen Simon appeared first on Corporate Visions. Every time you communicate with your buyers, it’s an opportunity to move them in some way—to change, to choose you, or to stay with you instead of switching to a competitor. The Science of Memorable Content.

Buyer 113

Buyer Intent ACT How To 113

Sales and Marketing Management

FEBRUARY 23, 2020

Author: Carmen Simon People act on what they remember, not what they forget. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you Thankfully, there’s a framework backed by brain science for getting people to act on the 10% you want them to remember.

Intent 296

Intent ACT Influencer Call-back 296

The Digital Sales Institute

SEPTEMBER 6, 2022

How to sell and engage buyers in the digital, remote, and noisy world is definitely a challenge we all face. The spray and pray days of contacting buyers with little more than a sales pitch to hit our sales targets have long since passed. The modern buyer demands more and expects a more personalized, tailored experience.

Buyer 59

Buyer How To Ideal Customer Profile Face-to-face 59

SalesProInsider

JUNE 2, 2022

Most of us have realized that there are differences in people’s ways of acting, the information that’s important to them, and the style in which they approach things. In sales, or in customer service, we have a short period of time to identify certain customs important to buyers. Customs are not personality. Word choice.

Buyer 62

Buyer Customer Lead Rank ACT 62

The Pipeline

AUGUST 8, 2011

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Miller Heiman Group

APRIL 23, 2019

In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. Often, this happens because sellers have simply taken the wrong approach: one that doesn’t speak to their particular buyer. The Five Buyer Personas You’ll Encounter.

Buyer Persona 97

Buyer Persona Buyer Closing Decision Maker 97

The Pipeline

MARCH 16, 2020

The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. But much like our preparedness for the virus, those who acted early and with conviction won the war. Our buyer’s and our own objectives have dramatically shifted. Trickle Down. Calm In The Storm. Help deliver clarity.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Hubspot Sales

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. Buyers have an abundance to pick and choose from.". In 2022, many buyers don't trust sales. Let's dive in.

Top of Funnel 104

Top of Funnel Buyer Data Buyer Intent 104

SalesforLife

MAY 13, 2019

The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? 2014-present: The New Privacy Era. What do you think will happen when the US federal government finally puts its revised version of its privacy act in place?

Policies 73

Policies ACT Hiring Face-to-face 73

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls. We only included sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Sales Presentation Step #2: Provide Context Before You Demo.

Lead Rank 130

Lead Rank Lead Scoring Data Buyer 130

Women Sales Pros

FEBRUARY 1, 2019

It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since the seventies. Not necessarily.

Advertising 95

Advertising Advertising Objections Buyer 95

Allego

JULY 31, 2023

Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. They need access to multiple things related to their job, such as how to use sales tools, sales collateral, product information, presentation decks, HR documents, and training materials.

Buyer 62

Buyer Collateral Scale Survey 62

The Pipeline

JANUARY 28, 2020

This is especially true in sales, where so much hangs on what the buyers and we say. What we call something will determine how we look at it, act, and react as a result. No matter how right and tight, your buyer persona is, how much of your drips they have downloaded, or any other factor. An Unvirtuous Circle. And why not.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Sales 2.0

DECEMBER 19, 2023

In our more mundane, but still relationship-centric, world of sales, how far will buyers go with replacing relationships with humans with relationships with AI? The authors say of these salespeople “They can realize mid-sentence that they said something, and it didn’t land—they’re present and capable of changing that narrative in real time.

Film 150

Film Lead Rank Intent ACT 150

Miller Heiman Group

JUNE 18, 2019

The reality is that no matter how innovative and valuable your solution is, if you can’t explain why a buyer should purchase your solution, you won’t win the deal. From preparation to execution, sales presentations can be difficult to manage. exceed buyer expectations. exceed buyer expectations. Yet there’s a problem.

Decision Maker 66

Decision Maker Buyer ACT Follow-up 66

Salesmate

MARCH 24, 2020

How to act when then the crisis is coming. Present all the sides of your strategy. Basically, the management should get the answers to these questions from your presentation: 1. We all understand that no buyer would think about purchasing during the Covid-19 crisis. Discuss the approach with the management. Stay strong.

ACT 101

ACT Real Estate Face-to-face How To 101

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Nutshell

DECEMBER 21, 2022

But what should a seller do after securing a new buyer? Customer Retention: A Definition Customer retention is the act of retaining customers over a specific period of time such as a month, quarter, or year. That’s to say, current customers will often spend more with your business than new buyers. How much more?

Retention 71

Retention Outsourcing Services Buyer Customer 71

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Prospecting 98

Prospecting Cancellation How To Revelation 98

The Pipeline

OCTOBER 4, 2021

Taking a bit braver approach, translating data into questions, then leveraging the response to educate the buyer. Merely presenting prospects with data, no matter how impressive and relevant, is not a good use of their time. Not so much the ability to act, but again, creating enough desire overcome previous obstacles.

Data 368

Data Objections ACT Lead Rank 368

Partners in Excellence

AUGUST 28, 2023

Whether it’s data Morten Hansen presents in collaboration, the data presented in The Jolt Effect, we see 60-75% of internal change management/buying projects fail. Because they aren’t knowledgeable buyers, we know how much they wander in their process. We don’t act logically, we have emotions.

Buying Cycle 104

Buying Cycle Buyer Exercises Data 104

Sales and Marketing Management

FEBRUARY 13, 2020

The problem, however, is that making this commitment has become a high-stakes challenge because today’s buying decisions represent more risk to the buyer for three reasons: Current economic indicators portend difficult times ahead. Risk is present in all buying decisions. Address Risk Directly. These risks are real.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

The Pipeline

JANUARY 29, 2019

Most buyers are not looking for perfection, they want expertise, reliability, honesty, they want to be challenged, educated, but mostly they achieve the right results, not perfection. Buyers have told me that they are suspect of the “perfect approach” and feel more comfortable opening up to someone they feel is more like them, not perfect.

Education 290

Education Buyer Call-back Maximizer 290

The Pipeline

JULY 2, 2019

This same cause/effect reaction presents itself in other human interactions, where sellers can leverage these triggers and the buyer behaviour they lead to. Usually, buyers who were already committed to making a purchase and were feature and price shopping. We need to take the extra step of helping the buyer see the difference.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

The Pipeline

JULY 23, 2019

It’s clearly not the acting or the plotline. It has lessons about both how we sell, and how we make our buyers feel. They will present a great question, rich with potential areas of interest for the buyer, and prospect obliges with a great answer. Beyond the missed opportunities, think about what it signals to the buyer.

Film 235

Film Follow-up Pivotal Buyer 235

The Pipeline

NOVEMBER 21, 2013

For the longest time we were encouraged to use the BANT as a means of qualifying potential buyers, and I guess by extension shorten sales cycles and get more sales. The implication is that without these four elements, you do not have a qualified buyer. The means is to shift the focus from BANT related areas to the buyer’s objectives.

Objections 300

Objections Sales Cycle ACT Buyer 300

Corporate Visions

AUGUST 13, 2020

Your buyers interact with your marketing in one moment, but they make the decision to buy in the future. That means the messages and assets you create must stick in your buyer’s mind long enough to influence their purchase decision. And what can you do to make sure your buyers remember your marketing? How Much Do People Forget?

B2B 134

B2B Marketing Top of Funnel ACT 134

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. In turn, those unfortunate experiences have the rep rattled. Don’t trail off.

Closing 120

Closing Proposal Negotiation Discount 120

The Pipeline

OCTOBER 5, 2017

The rest, they are much more subjective based, open to how people feel about what happened, with or without input from the buyer(s). This has allowed the former group to act and speak about their pipeline with conviction backed by results, the subjective group, spends more time rationalizing the outcome than driving it. Statistics.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Highspot

MARCH 21, 2024

survey highlights a significant trend: today’s buyers have clear digital purchasing experience expectations, with a strong preference for personalization and immediacy. Sales and marketing emails share a common goal – to engage buyers in a meaningful way that ultimately leads to conversions. A recent McKinsey & Co.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Sales and Marketing Management

DECEMBER 21, 2020

However, reports show more than three-quarters of buyers and sellers favor remote human engagement over face-to-face interactions and only 20% of B2B buyers say they hope to return to in-person sales, meaning remote selling may continue well past 2020. When consumers and buyers are stressed, the status quo bias is heightened.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

The Pipeline

AUGUST 31, 2021

The best way to approach is to take your cues from your prospects, buyers and clients. At minimum, ensure that you see things you need to so you can act, while not losing sight of secondary things. There have been a ton of new tools and approaches that have been presented since the first lockdown. Try Something New.

Harvest 360

Harvest Referrals Call-back Video 360

Pipeliner

JANUARY 2, 2024

Today’s buyers are bombarded with information, making clear communication crucial. Buyers crave more than information; they desire genuine connections and expert advice. Buyers crave more than information; they desire genuine connections and expert advice.

Sales Process 52

Sales Process Face-to-face ACT Buyer 52

The Brooks Group

FEBRUARY 26, 2018

If your reps can quickly recognize the buying motives of their prospects and customers, they can tailor their sales presentations in a way that will move the buyer into action. . Let’s start by going over the 4 basic Buying Motives that stimulate a customer to act: 1. Buyers are people. Economic Motive.

Motivation 55

Motivation Guarantee How To Case Study 55

The Pipeline

NOVEMBER 28, 2013

Sellers are taught to ask probing questions, trying to discover what the opportunities can be uncovered, where the “pain” may be that will allow us to present “the solution”, win hearts and minds of buyer, win the sale, and win the day. You can’t change the buyer but you can very much change your approach!

ACT 253

ACT Ideal Customer Profile Policies Buyer 253