Trending Sources

Buyers Want to Talk to You

Pipeliner

57% of the purchase process is complete before buyers have their first interaction with a seller.1 Wait…so you mean buyers do research and talk internally before they bring in outsiders? The post Buyers Want to Talk to You appeared first on Pipeliner CRM Blog. This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news.

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Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers.  ” As one can imagine, the young man had no idea.  He was not prepared for today’s educated buyers.  After all, those who interview potential job applicants are buyers. Credit www.gratisography.com. Share on Facebook.

Pipeliner: A Buyer-focused Business

Pipeliner

In simple terms we are obsessively focused on what our buyers need and want. The post Pipeliner: A Buyer-focused Business appeared first on Pipeliner CRM Blog. As you are aware from our blog posts and our extensive library of ebooks, we at Pipeliner CRM are deeply in-tune with the business of business and the ever evolving needs of the market.

How Referrals Close the Buyer Divide

No More Cold Calling

Many buyers dislike salespeople. Is Your Team on the Wrong Side of the Buyer Divide? recent Hubspot infographic demonstrates the “buyer divide.” According to their data, what buyers want and what sales reps want are diametrically opposed. Study this carefully and determine if you are the type of sales rep with whom buyers don’t want to do business. You win.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus

Understanding Buyer Psychology

Buyer Insights

We look behind the buyer''s stated rationale for the decision and to uncover the psychology that is often hidden. Buyer Psychology Featured Business Case Buying Process Buying Psychology Buying Rationale The Buying Decision Buying decisions are generally more complex than they may at first appear.

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Buyer 87

6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

MtdBlog how the modern buyer operates spotting buyer tacticsWe often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Why Do Buyers Buy?

Jonathan Farrington

In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. But they are common to all. General

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16 Questions That Will Help You Understand The Buyer’s Perspective

MTD Sales Training

Buyer Types buyer's perspective understanding wants and needsRecently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 101
Buyer 101

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Top performers focus on helping buyers achieve their business goals.

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Buyer Cycle Battleship

Salesfusion

The post Buyer Cycle Battleship appeared first on Salesfusion. Customer Interaction Nurture Marketing

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Use These 6 Questions To Sway The Over-Cautious Buyer

MTD Sales Training

Buyer Types dealing with cautious buyers how to overcome tentative buyersThe types of decisions people make can vary from person to person, based on many factors. These can include concepts like time available, causes for concern and other resources’ availability. But. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Tech Buyer Explains Why He Has No Use for Salespeople - Must Read

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process bad salespeople elite salespeople tech buyersI managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before. You'll need to read that article for the rest of this article to make any sense.) You won't be sorry!

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Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer

Pipeliner

The post Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer appeared first on Pipeliner CRM Blog. In the previous chapter, we covered the vital necessity of patience in social selling. We pointed out that social selling steps may appear passive, when in fact they’re anything but that. Sales Management buying signals sales management sales managers

5 Ways Sales Can Obsolete themselves as a Buyer Information Source

Pipeliner

New buyers in contemporary markets are more empowered than buyers in the past. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information […]. The post 5 Ways Sales Can Obsolete themselves as a Buyer Information Source appeared first on Pipeliner CRM Blog. Tips and Tricks sales

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6 Confessions of the Professional Buyer

The Sales Hunter

Buyers take advantage of salespeople. There are six confessions professional buyers have shared with me regarding how […]. Blog Purchasing Department advisor selling professional buyer purchasing department   This is a hot topic because it happens a lot.

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The One & Only Reason Buyers Buy

MTD Sales Training

Buyer Types the reason people will buy why buyers will buy Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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5 Ways The Modern Day Buyer Has Not Changed

MTD Sales Training

Buyer Types characteristics of the modern day buyer what the modern day buyer looks for We’ve been discussing with some of our apprentices recently the changes that they have seen in their lives. Yes, although they’re only eighteen and nineteen year-olds the rate of change, even in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Buyer 68
Buyer 68

Think Like Your Buyer

Score More Sales

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume… ” To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer. The buyer stopped returning calls or replying to emails.

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Are Buyers Always Rational?

The Sales Hunter

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].

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12 Dirty Little Secrets: why buyers don’t buy

Sharon Drew Morgan

Do you sit and wait for your buyer’s to close? Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or will touch, a solution to their ‘need.’. To insure minimal internal disruption, buyers face internal change management issues as they bring in something new (a solution).

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Enhance Your Sales Success With A Buyer Persona

Pipeliner

The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why… A buyer persona is a fictional avatar that best describes your ideal prospect. The post Enhance Your Sales Success With A Buyer Persona appeared first on Pipeliner CRM Blog. Most [.]

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Five Ways to Adapt Your Selling Methods to the Changing Buyer

Pipeliner

The post Five Ways to Adapt Your Selling Methods to the Changing Buyer appeared first on Pipeliner CRM Blog. If you are a professional seller like me (i.e. Social Selling

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Why Buyers Buy

Jonathan Farrington

In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. News: And talking of why buyers buy, I think you will enjoy my latest Top Sales Hardtalk “conversation with my friend and colleague Linda Richardson over at Top Sales World. In its simplest form, motivation emerges as a cycle. But they are common to all.

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Buyers Say: ‘Interactions with Sales People Can Add More Value’

Buyer Insights

Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. Help The Buyer To Buy How Buyers Buy Tips for Sellers Buyer Research Insights Selling John Doerr Mike Schultz Sales Insights The Asg Group The Rain Group Are Sellers Adding Value?

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New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas

Sales Benchmark Index

The topic was the creation, and use, of buyer personas. Buyer Persona CMO Resources CMO Buyer Segmentation Podcast Mark Synek interviewed Martyn Etherington, CMO of Mitel this week. Go here and spend 30 minutes listening to Martyn’s wisdom.

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Understanding Different Buyer Types – Infographic

MTD Sales Training

Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Infographics Buyer Types selling to different buyer types As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Visit my website for full links, other content, and more! ]].

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The Truth About Buyers

The Sales Blog

The Truth About Buyers is a post from: The Sales Blog | S. Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers are too busy to be bothered with salespeople because they already have as much information as the salesperson. Buyers don’t have time to research what they need to buy.

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Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer.  ” The salesperson instead of asking several questions to learn more about her being an educated buyer immediately went to the computer to demonstrate the wrongness of her statement. Let me explain. Real Life Sales Experience.

Ten Things Buyers Look For From Their Suppliers

MTD Sales Training

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Buyer Types helping buyers buy How buyers buy the buyer''s mind what buyers look for Many times we have been surprised by their answers or their responses to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers

Pipeliner

The post The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers appeared first on Pipeliner CRM Blog. One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor 3-act play.

53 Things Buyers Want Less Of

The Sales Heretic

In a recent post, I listed 54 Things Buyers Want More Of. But buyers also want less. Sometimes buyers want less of some things in addition to more of other things. Other times buyers are only interested in less. Sales buyer customer fear marketing rejection want

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3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” For those of you whose job it is to contact potential buyers before getting an explicit invitation beware! Often, I’m the wrong buyer for what they sell. 

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Why Smart Sales Reps Identify Their B2B Buyers’ Cycle

Pipeliner

If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two. The post Why Smart Sales Reps Identify Their B2B Buyers’ Cycle appeared first on Pipeliner CRM Blog. An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing.

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Has The Modern Buyer Changed Or Is It Just BS?

MTD Sales Training

In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers. [[ This is a content summary only. Sales Tips how to appease the modern buyer understanding the mind of the modern buyer Visit my website for full links, other content, and more! ]].

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Are Your Buyers Asking WTF?

The Pipeline

Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. While secondary research may suggest a demand for a feature to the marketing group, it may not be top of mind for all buyers. Tibor Shanto     .

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Buyer Self Sufficiency

Partners in Excellence

It’s a relatively sophisticated discussion of the digitally savvy buyer, and the increasing trend of “buyer self sufficiency.”  As I read and re-read the article, I became increasingly uncomfortable with the concept of “buyer self sufficiency.”  Buyer self sufficiency changes how we engage them and the roles of content, marketing, and sales.

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How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Believe that Buyer 2.0 Believe that Buyer 2.0 Here’s the truth about Buyer 2.0 and the role of technology in sales: What Do Buyers Really Want? Buyer 2.0 Your buyer will move on to your competition—after trashing your reputation and brand on social media. Buyer 2.0 Buyer 2.0 The post How to Score More Sales Leads: Don’t Believe the Buyer 2.0

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Buyers Buy for Their Reasons, Not Ours!

Jonathan Farrington

In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. General Buyer Motivation Sales Results Top Sales Contest The more you understand the function of human motivation, the more successfully you will sell.  In its simplest form, motivation emerges as a cycle. It starts with a want or need, expressed or hidden.

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