Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. The bottom-line?

Buyer 79

Buyer B2B B2C Survey 79

SBI

DECEMBER 12, 2018

For this specific survey, conducted in April 2018, TimeTrade spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. Buyers are consumers first, and their experience as consumers influences their B2B buying behavior. Gary Ambrosino, CEO TimeTrade.

Survey 69

Survey B2B Buyer B2C 69

Mereo

MARCH 4, 2021

The subscription economy has arrived in full force, across all industries, markets and sectors. No longer are one-time transactions cutting it for a large majority of buyer expectations. Just-Right Conditions Driving a Boom in Subscription Service Offerings — and Buyer Expectations. B2B buyers expecting B2C benefits.

Buyer 74

Buyer Lead Rank Cancellation Face-to-face 74

Emissary

SEPTEMBER 14, 2021

Technology companies can and should be working to meet the ever-growing needs of the financial industry. Cloud computing offers several benefits that the financial industry is interested in. Here are some ways to market cloud computing to this specific industry: Security. This is true with B2B marketing, as well as B2C.

Industry 52

Industry Marketing Scale Top of Funnel 52

Increase Sales

SEPTEMBER 17, 2016

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers. He was not prepared for today’s educated buyers. After all, those who interview potential job applicants are buyers. Credit www.gratisography.com.

Education 70

Education Buyer Decision Maker Real Estate 70

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. You can even benefit your entire industry. Curate industry news as well as outside influences that affect your industry. This is as true of people as it is of a company.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Sales and Marketing Management

FEBRUARY 8, 2021

It’s a continuous battle to stay relevant within your industry, and though it may seem like you’re getting trounced, a closer examination may reveal you are doing some things better than your competitors. That’s not how B2C marketing works anymore. When you hire the person who knows everyone in the industry, that’s helpful.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Vengreso

JANUARY 21, 2021

Phil is an industry thought leader in sales and marketing with more than 20 years of experience building and leading high-performance B2B sales teams worldwide. B2B Buyers Expect B2B Companies to be as Efficient as B2C Companies. Remove friction and make it really easy for your sellers to engage with buyers.”.

Lead Rank 127

Lead Rank B2C Quota B2B 127

SBI Growth

AUGUST 16, 2013

Right now buyer behavior is outpacing sales organizations. This is leading to frustration among many B2B buyers. On the other hand, B2C organizations have been driving this change among consumers. Buyers have been trained to expect speed, availability, and a self-directed buying experience. Amazon, Netflix, EBay.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Zoominfo

SEPTEMBER 16, 2020

When you think of brand development, your mind probably goes to well-known B2C companies (Nike, Starbucks, Airbnb, etc.). Yet those of us in the B2B space are also well aware that branding is every bit as important in our industry. If you’re in the B2B industry, you know HubSpot ’s instantly recognizable orange branding and logo.

B2B 261

B2B Social Media Hubspot Channels 261

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Highspot

FEBRUARY 4, 2024

In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. Guided selling personalizes the customer journey by giving sales reps real-time information to influence buyer decisions. What is Guided Selling? How Does Guided Selling Work?

Lead Rank 52

Lead Rank Benefit Lead Scoring B2C 52

Janek Performance Group

JANUARY 12, 2022

In uncertain times, buyers cannot be bullied or cajoled into spending money on things they don’t need. Instead, today’s buyers are looking for safe, viable solutions that provide flexibility and security. This starts with understanding buyers need more than products, and value supersedes price. Buyers Seek Comfort.

Sage 117

Sage Distribution Buyer B2C 117

Pipeliner

MARCH 29, 2021

It has to show the value that buyers will get from the product or service. For instance, a smaller company in the shipping and logistics industry closed the deal to track the wholesale market shipments for a giant such as Pepsi. B2B can have the same conversational but not too overwhelming email marketing strategy as B2C.

Benefit 98

Benefit B2B Video B2C 98

Mr. Inside Sales

JANUARY 23, 2020

In terms of this real estate agent, one suggestion I had was to do what others in his industry are doing. Obviously, you can adapt this strategy to any other industry, i.e., yours! I received an email last week from a real estate rep asking me if cold calling was dead. So, is cold calling dead?

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Gone are the days of cold calls and one-size-fits-all pitches.

B2B 52

B2B Training Top of Funnel B2C 52

Zoominfo

FEBRUARY 18, 2018

For those who aren’t familiar, connect rate—or reach rate—is the number of calls it takes for a sales rep to connect with a potential buyer. According to industry research, the average connect rate is 18 calls per connection ( source ). 3 Valuable Lessons B2B Businesses Can Learn from their B2C Counterparts. Continue Reading.

B2B 124

B2B B2C Marketing Demand Generation Agencies 124

Mindtickle

APRIL 9, 2024

Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. Today, inside sales (also referred to as remote sales) have become the dominant model of B2B sales, especially in industries such as technology and software as a service (SaaS). But it will only continue to grow.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Lead411

JUNE 22, 2023

Advanced Search filters make it easy for customers to identify prospects quickly Integrates with various CRM systems Competitively priced options Established company with over 20 years of experience Cons: No B2C Data Limited Data for non-English speaking countries 2. Limited coverage in certain industries and regions.

Lead Rank 98

Lead Rank Lead Scoring Intent Data Leads 98

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. You can even benefit your entire industry. Curate industry news as well as outside influences that affect your industry. This is as true of people as it is of a company.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Buyers buy whether they like the seller or not. When pursuing likability, beware the following: A one-size-fits-all approach Desperation Skimping the sales process When sellers befriend buyers, they can approach all prospects with this intent.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Hubspot Sales

DECEMBER 13, 2022

There’s great precedent for how we shop and buy in our personal lives – B2C companies figured this out a long time ago: While this trend originated in the B2C world, its effects can be felt in B2B as modern buyers come to expect the same great experiences they get as consumers in the B2B buying process.

Hubspot 84

Hubspot B2C Consumer B2B 84

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 14, 2023

This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. 53% of sales reps say AI has made it easier to compete with other businesses in their industry. More buyers will want to try before they buy. Let's dive in. AI will level out the playing field.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Zoominfo

MARCH 12, 2018

Yet, B2B marketers have been slow to adopt programmatic advertising, especially compared to their B2C counterparts. It’s also important to make stay on top of evolving industry trends and continuously expand your offers. If you skip out on mobile advertising, you’ll miss out on a huge portion of qualified buyers. Keep reading.

Advertising 185

Advertising Advertising B2B Scale 185

Cience

APRIL 30, 2020

Though B2C industries may be leading this change, B2B sales are not far behind. Oftentimes B2Bs have a wide range of clients that differ from each other much more than typical B2C customers. Your website and online profiles are your gateways to being ‘chosen’ by your buyers. Look at your online content.

Ideal Customer Profile 102

Ideal Customer Profile B2B Company Churn 102

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?). What are the Benefits of Email Automation?

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Sales Hacker

SEPTEMBER 29, 2023

First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc. Reaching and driving initial engagement with the buyer persona is where traditional paid channels may have challenges. There is no one-size-fits-all!

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. As buyers have become more risk averse and frugal, Finance is now large and in charge of decision-making. What is their motivation?

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

SBI Growth

AUGUST 29, 2013

Buyers are evolving and changing. This statement covers B2B, B2C and B2G. 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.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Vengreso

NOVEMBER 3, 2022

With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy.

Top of Funnel 116

Top of Funnel Quota Trends B2C 116

SBI Growth

MAY 27, 2013

However, most Big Data examples concern large B2C companies. Instead, he embedded a “Buyer Behavior” sheet on the opportunity within the CRM system. Here’s a generic Buyer Behavior sheet we use. Here’s a generic Buyer Behavior sheet we use. This Buyer Behavior sheet extended throughout Phil’s department.

Data 323

Data Top of Funnel Hiring Harvest 323

Emissary

MAY 30, 2023

We continuously conduct research with the 12,000+ executives in the Emissary human intelligence network to understand actual purchase situations executed by actual buyers. Sign up for our newsletter if you’d like to receive our buyer research!). However buyers caution that it’s a whole lot harder to actually spend it.

Enterprise 52

Enterprise Enterprise Vendor Survey 52

Sales and Marketing Management

DECEMBER 17, 2018

Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. B2B marketing is more technical than B2C. Excitement is the most powerful tool a marketer can use in any B2B industry”, elaborates Brandon Hart, an expert on psychology and marketing at EssayOnTime.

Retention 238

Retention B2B Strategy Penetration 238

Customer Centric Selling

AUGUST 13, 2018

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. So, what should companies selling to the B2B market know before they engage with their buyers?

B2B 49

B2B B2C Buyer Persona Marketing 49

Gong.io

NOVEMBER 7, 2022

While complex sales are common in B2B sales environments, a B2C transaction can also be “complex.” B2C transactions also require approval from multiple decision-makers (agents, lenders, family members, etc.) Of course, your buyers are likely considering other solutions as well. . Higher perceived risk for the buyer.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Sales Hacker

SEPTEMBER 12, 2022

Maybe you know that individuals who work in a specific industry or live in a particular geographic area are more likely to become customers. The customer features that really matter will depend on your specific business and whether you are a B2B or B2C company. Related: B2B vs B2C Sales: What’s the Difference Between B2B and B2C?

Marketing 79

Marketing B2C Demographics Social Media 79