Highspot

JANUARY 18, 2024

When your content is poorly managed, reps share ineffective assets with buyers. Keep Your Content Clean and Compelling Without insight into what content reps use regularly or how assets perform with buyers, sales enablement and marketing teams can’t maintain a healthy arsenal of on-brand, impactful materials.

Data 52

Data Government Collateral Analytics 52

DiscoverOrg Sales

JULY 13, 2017

However, in the majority of interviews, buyers rank all the feature sets of the competing products as being roughly equal. Buyers who have a favorable view of salespeople are willing to take risks. Buyer’s regret is real – but 92% of the time, it’s not the salesperson’s fault. Here’s who’s not.

Vendor 154

Vendor Buyer B2B Comparison 154

DiscoverOrg Sales

AUGUST 11, 2017

But what about B2B buyers? With so much of the spotlight on what sales reps could do differently, examining and understanding the psyche of buyers often gets overlooked. It turns out that it’s buyers themselves and their attitude toward risk and change that drive their view of salespeople. B2B buyers’ opinion of salespeople.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

Sales Hacker

OCTOBER 10, 2019

Data Governance & Salesforce Objects. That being the case, the current state of the buyer should be reflected in the data collected throughout the sale. In reality, salespeople today are technologically adept and spend up to 30% of their time dealing with the results of inconsistent data governance. Why bother? Activities.

Government 58

Government SalesForce Objections Lead Rank 58

Zoominfo

MARCH 31, 2023

Control and governance of business data, especially when there are regulatory and compliance standards at hand, are mission-critical tasks for any enterprise company. And business buyers are increasingly prioritizing a strong customer experience just as much as the products and services they’re evaluating.

Data 130

Data Government Decision Maker Lead Rank 130

The Sales Heretic

JUNE 5, 2018

These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well. Which brings up an important question: What do buyers need you for? Sales has changed. If you don’t have at least one good answer at the ready, you have a problem.

Government 183

Government Education Consumer Buyer 183

DiscoverOrg Sales

JULY 25, 2017

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? Read Part 1: What Do B2B Buyers Want?

Study 120

Study Buyer Decision Maker Vendor 120

Highspot

JUNE 1, 2022

Highspot’s Strategic Enablement Framework and natively-built sales enablement platform are uniquely designed to help revenue teams navigate these changes and effectively engage buyers virtually, in-person or both. Equip reps and buyers with the resources they need. Adapt strategy in real-time to drive better business results.

Revenue 98

Revenue Scale Government Sales Enablement 98

Zoominfo

JANUARY 20, 2021

Economic hardships created by government responses to the pandemic have not always been fair. Rather, online options will remain a vital option for sellers, and buyers must fine-tune this aspect and recharge their business to achieve greater customer loyalty.

Customer 246

Customer B2C Loyalty Government 246

PandaDoc

AUGUST 10, 2020

They do not engage on most digital platforms and, unlike the majority of people searching Google or visiting your website or following you on Twitter, C-suite buyers are not interested in your product. This is the platform where business and sales leaders can earn the trust of buyers and deliver value.

LinkedIn 52

LinkedIn Buyer Face-to-face VanillaSoft 52

Zoominfo

SEPTEMBER 5, 2023

Predict Future Sales Trends By incorporating accurate firmographic data — industry, company size, location, and revenue — with relevant signals that reflect up-to-date buyer behavior, data teams are able to build AI models that can better predict future sales trends.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Product Management University

JUNE 25, 2018

Reminding your buyers of their biggest stressors before serving up the solutions is one way to evoke the emotional reaction that ultimately engages your salespeople with decision-makers. For example: “Keeping up with new and changing government regulations is a profit-eating nightmare.”

Positioning 40

Positioning Buyer Decision Maker Scale 40

Miller Heiman Group

JULY 7, 2020

In normal times, your buying influences —anyone who has a positive or negative impact on your ability to close the deal—are likely to be governed more by rationality than by their emotion. Given today’s turbulent times, buyers may frequently toggle between the rational and emotional sides of their brain. What do we mean?

Decision Maker 113

Decision Maker Government Discount ACT 113

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences. Today’s buyers are making snap decisions, up against a requirement to reduce costs.

Scale 72

Scale Sales Enablement Buyer Coaching 72

SBI

JANUARY 26, 2021

Pam : Now more than ever, Bigtincan customers are using the breadth of our capabilities from sales readiness to sales content management to buyer engagement in order to win in today’s remote, virtual business environment. Additional keys to success include the right collaboration, processes and governance.

Government 118

Government Apparel Retail Sales Enablement 118

HeavyHitter Sales

JULY 23, 2017

This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. When you look at ratings of salespeople from the perspective of departmental buyers, a pattern emerges. This Steve W.

Lead Rank 68

Lead Rank Lead Scoring Buyer B2B 68

Zoominfo

FEBRUARY 10, 2021

Too big to take advantage of government handouts and business breaks, and too small to have the influence and power of global giants … many [mid-sized businesses] receive little support in an increasingly competitive, regulated, and technology-focused world.”. It’s tough being mid-market ,” according to accounting services firm Praxity.

Company 246

Company Face-to-face Enterprise Enterprise 246

Pipeliner

NOVEMBER 18, 2022

What about the public sector and increases in government funding to serve the greater good? With government decrees worldwide increasingly impacting local economies, consider the economic limitations on the food service industry and its depressed ecosystem of suppliers. What about Healthcare and Big Pharma?

Real Estate 97

Real Estate Government Face-to-face Transportation 97

PandaDoc

MARCH 1, 2024

Mergers and acquisitions require buyers and sellers alike to enter in a vast amount of confidential company data. A VDR simplifies the due diligence process, as potential buyers have a centralized, online hub to assess financial, legal, and operational data to uncover risks that could impact the success of the M&A transaction.

Data 52

Data How To Government Buyer 52

The Pipeline

DECEMBER 11, 2018

At a minimum, (and often it is just the very minimum), the public has some sense that this person had to meet some criteria to practice their profession; and that because there is a licensing body, the buyer has recourse, and the sell is accountable for their conduct. Vendors overemphasize selection criteria that aren’t important to buyers.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Highspot

OCTOBER 6, 2022

Office Depot Director of Sales Enablement Cassandra Eschenbach and Senior Product Consultant Reynaldo Espinosa will explain how to manage your content governance strategy among distributed teams. Companies like Aetna, Siemens, Staples and Yahoo use Highspot to manage content, to train and coach sellers, and to engage buyers.

Conference 97

Conference Customer Government Scale 97

DiscoverOrg Sales

JANUARY 2, 2019

Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. Intent Data is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic.

Data 196

Data Intent Data Intent Customer 196

Zoominfo

OCTOBER 5, 2021

With a quality data-driven strategy you can identify exactly how to approach target buyers. Without it your solution might not reach target buyers or even no buyers at all. By using quality contact data, assigning scores to segmented buyers based on certain criteria defines how they apply to the market.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Janek Performance Group

FEBRUARY 6, 2024

Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. These deficiencies can hinder selling or drive buyers away. It’s understanding what widgets are, what they do, and how they affect their buyers. And today’s better-informed buyers will see right through. Things change.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Pipeliner

OCTOBER 22, 2021

There is a considerable difference between centralization in a company and government centralization. We’re not discussing centralization within a government, but only within an enterprise. In another divergence between a company and a government, the power is with the customer for a company. 4 Steps for The Future.

Outsourcing Services 98

Outsourcing Services Airlines Government Banking 98

Miller Heiman Group

APRIL 10, 2018

When you consider the fact that Alibaba sells complex industrial machinery to business buyers without engaging in any live interactions, a world without B2B salespeople doesn’t seem all that far-fetched. But is that what business buyers want? And, at the end of the process, buyers feel like there is limited difference among sellers.

Sales Enablement 50

Sales Enablement Buyer Decision Maker Government 50

Sales Hacker

AUGUST 5, 2022

Implement governance. Not sure who your buyer personas are? Get a group of key stakeholders together and identify your buyer personas together. Implement governance. You’ve defined your buyer personas, designed blueprints, and optimized the individual steps. How to build sequences in Outreach. No worries!

Buyer Persona 86

Buyer Persona Scale Government How To 86

Selling Essentials RapidLearning Center

DECEMBER 19, 2023

When you closed that big sale a month ago, your buyer was enthusiastic. But now that you’ve actually delivered, the buyer’s mood seems to have changed. Salespeople don’t cause buyer’s remorse. There are deep psychological reasons why buyers experience a letdown after making a purchase.

How To 52

How To Government Sports Video 52

Zoominfo

DECEMBER 11, 2020

Women looking to make moves to management might want to consider certain types of organizations that have been more successful at closing the gender gap with promotions , including: Government agencies Hospitals Nonprofits and associations Schools and colleges. Conclusion: Assess future companies while on a job hunt in 2021.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Hubspot Sales

NOVEMBER 5, 2019

With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. This can result in the buyer getting a better deal than they would otherwise. Buyer publishes a request for proposal or request for quotation.

Government 70

Government Proposal Competition How To 70

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. When the collateral aligns with the buyer’s journey , it can impact conversion rate. Which Sales Collateral Is the Most Effective?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Pipeliner

AUGUST 24, 2021

What about the public sector and increases in government funding to serve the greater good? With government decrees worldwide greatly impacting local economies, consider the economic limitations on the food service industry and its depressed ecosystem of suppliers. Starting with account base, what about your verticals?

Transportation 96

Transportation Real Estate Airlines Government 96

Janek Performance Group

JANUARY 4, 2022

As much as this was true for sales teams, it was also true of buyers. Going forward, sellers can expect increased hesitancy and trepidation on the part of buyers when it’s time for final decisions. In all these things, remember the key is not only knowing what’s happening, who it’s happening to, and what it means for your buyer.

Face-to-face 118

Face-to-face Fashion Buyer Decision Maker 118

Partners in Excellence

JUNE 5, 2023

But buyers are getting tougher too! One client is seeing great opportunity in helping their customers comply with regulatory changes that have been mandated by the government. Some of it focuses on more aggressive messaging. What they will buy, what they can buy will be very focused.

Discount 85

Discount Government Face-to-face Buyer 85

Mindtickle

JUNE 22, 2023

Buyers are already short on time, and the last thing they want is to listen to another sales pitch. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. As sellers, you’re even more in the hot seat.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Alice Heiman

MARCH 6, 2024

Her philosophy, “What we want to do is to put the right data and insights in front of the strategic buyer…including the quality of what you buy, how it has been produced, and of course, to the right price,” reflects a holistic approach to business that balances economic, environmental, and social factors.

Hiring 75

Hiring Scale Lead Rank Software 75

Highspot

NOVEMBER 9, 2023

Why Is a Digital Sales Room Necessary How Digital Sales Room Aligns With the Buyer Journey Key Features of a Digital Sales Room Digital Sales Room Best Practices Close Deals Faster With Digital Sales Rooms From Highspot What Is a Digital Sales Room (DSR)? Collaborate in Real-Time Encourage real-time collaboration among customer-facing teams.

Collateral 59

Collateral Case Study Objections Analytics 59