Trending Sources

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.

Social Selling Applicability by Industry

Sales Benchmark Index

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. If you are in an industry where social selling has high applicability, peddle faster. If you are in an industry where social selling has low applicability, ignore it. We track 19 industries. Legacy Buyer Industries.

Building a Sales Team: Tailoring to Your Industry

Pipeliner

In my last blog, I pointed out that today salespeople must be customer-centric: that is, placing the majority of focus on the buyer, their issues and needs instead of the seller’s product only. In this blog let’s discuss the need to be industry-specific in these efforts, and what that requires. So now we have a […]. For Sales Leaders Sales Management

How the Sales Industry Colludes in Failure

Sharon Drew Morgan

Can you think of any field but sales, with an industry-standard close rate of 5%, that considers 95% failure ‘Success’? Maybe it’s not a solution-placement/content/ pitch/buyer/marketing/ technology problem.”. But that would demand the industry admit a problem. LEADING BUYER-READINESS. Like the sales industry, my clients preferred lower revenues than change.

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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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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How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. good place to start is by aligning yourself with the Buyer’s process. Frequently, Sales Reps are busy pitching their products without listening to their Buyers. He was completely misaligned with the Buyer.

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Time for the Residential Real Estate Industry to Leave the Stone Age – Part 01

Increase Sales

Even the banking industry has embraced technology to retain customers. Yet the “residential real estate industry is still in the stone age” as one of my colleagues Paul Kennedy who previously owned Riley Real Estate in Northwest Indiana along with his late wife Jackie noted. Marketing for the real estate industry is very much like a square wheel. Share on Facebook.

Industry Buzz – June 2015

Software Business Blog

Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle. Of all the sales and marketing tactics that have supported the growth of the SaaS industry, referral marketing is the one that stands out most. Hi sellers, Enjoy this month’s resources to help you win in this rapidly changing market. As Tweet. Tweet.

Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

Most do not accurately follow the ebb and flow of buyers. Instead, you must account for the fluidity in the buyer’s journey. These tools help to anticipate buyer trends and keep pace with the buyer. The Persona Builder helps to track buyer anthropology with the use of LinkedIn. While the illustration is specific to technology, it is applicable to other industries.

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Breaking Down the Buyer’s Journey for SMB Marketers

Salesfusion

If you feel like discussions about the buyer’s journey have suddenly popped up all over the place, you’re not imagining it. As a matter of fact, the buyer’s journey plays an integral role in today’s digital, multi-channel marketing world and even SMB organizations can’t ignore it. What is the Buyer’s Journey? Why is the Buyer’s Journey Important? The short answer is no.

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Money Monday How to Focus on Buyers

Score More Sales

One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. Other lists you should have if you are a newer sales rep: List what sets our company apart from others in the industry. Does your focus shift?

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Industry Buzz – November 2014

Software Business Blog

The popular delivery mechanism continues to forge ahead and break new ground in the software industry, so we’ve collected tons of tips this month to help you deal with these changes. Enjoy last month’s hot topics: The eCommerce industry is evolving rapidly to digital commerce. What’s the key to making these buyers more comfortable with online payments ? Hi sellers! If you thought you knew SaaS, think again. Subscribe to our newsletter and take advantage of dedicated resources that’ll help you grow your software and services business globally.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

And if buyers change how they buy – salespeople need to change how they sell. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before.  This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. Sales training design.

We’re Smarter Than Our Buyers

No More Cold Calling

Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. Buyer 2.0 is very good at homework. In fact, 86 percent of business buyers engage in research independent of the sales cycle. We know our industries, our products, and (most importantly) our clients. The customer is NOT always right. Not true! Tell Them Where It Hurts. But we do.

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The Importance of Social Selling – Key Tips and Best Practices from Industry Experts

Jonathan Farrington

According to recent Aberdeen Research , 79 percent of sales reps using social media hit their yearly quota; compared to the industry average of only 43 percent. Last week, we hosted an expert panel for a webinar on Social Selling featuring industry influencers Nancy Nardin and Lori Richardson, Jonathan Farrington from Top Sales World  and our CMO James Rogers.

3 Sales Tips to Turn Competition Into Your Industry Counterparts

Score More Sales

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts?  Industry Counterparts are people and companies in your market niche. What are 3 ways you can make your competitors into industry counterparts? 1. There are no competitors, only industry counterparts. Yes, I said it – industry counterparts can collaborate.

3 Sales Tips to Turn Competition Into Your Industry Counterparts

Score More Sales

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts?  Industry Counterparts are people and companies in your market niche. What are 3 ways you can make your competitors into industry counterparts? 1. There are no competitors, only industry counterparts. Yes, I said it – industry counterparts can collaborate.

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. The buying power in many industries is no longer evenly distributed – in a large number of markets a few big firms control the majority of purchases.

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Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? It will help you to KEEP the business, because they will let you know what your industry counterparts might be doing, and they will be reaffirming why they are working with you and your company. Understand the business your perfect buyers are in.

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How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

Tony Zambito recently wrote a compelling article about the need to inform the buyer. What if the buyer isn’t buying from your company, even if they are informed? In spite of this, what if the buyer awarded their business to a competitor because your product simply isn’t good enough? The buyer knows why. Sales Operations can link Product Management to the buyer.

When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. The buying power in many industries is no longer evenly distributed – in a large number of markets a few big firms control the majority of purchases. As I have said on numerous occasions, sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. The key word here is symbiotic.

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The New Universal Super-Buyer

Buyer Insights

Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. This new class of buyer is ‘universal’ because its approach to procurement rises above industry [.]. Top 10 Global Super Buyer International Best Practice ProcurementWhy more of your customers are conforming to a new global procurement standard.

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‘Are Buyers Forcing Sellers to Become Less Sophisticated?’

Jonathan Farrington

didn’t come into the cycle at 70% up the chain, I came in at 90%, as more and more buyers are doing these days. What I think my story demonstrates is that in many industries – and sectors – the sales role is changing. Here buyers do not need to be sold to, but they do want to be helped in making the right decisions. Moving away from Mercedes would be a huge leap of faith for me, because we have enjoyed a very long affair, which began in 1988, after I deserted my previous “lover” BMW, with whom I had co-habited for more than 15 years.

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Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers

Customer Centric Selling

Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers. Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with. They may also believe the buyer’s time is more valuable than theirs (“Thank you for your time today.”).

Buyers Are Self Educating, So Should Sellers!

Partners in Excellence

Buyers are self educating on the web.  Just as buyers are self educating, sellers have the same resources available to them.  Sellers can (and should) be leveraging the Web the same way buyers are. Just as Buyers are educating themselves about our solutions and alternatives, Sellers leverage the Web to learn about their customers.  Buying has changed. 

Why your Upselling Strategy does not make sense

Babette Ten Haken

The seller offers buyers an array of upgrades, add-ons and expensive bells and whistles. You sell serious stuff to serious decision makers focused on making a serious impact on their industries. Buyers are skeptical. Every B2B buyer you sell to is a “retail” buyer in their real life outside of work. Buyers know how vulnerable they are to upselling strategy.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Bluntly stated, he’s firing a warning flare to get our industry (including investors, CEO or executive committees, sales, marketing, etc.) to pay a lot more attention to making customers successful, or risk a devastating blow. Make no mistake, companies and industries always fuel growth with hype. Factor #1: Buyers aren’t as agile as you think. That devastating thing?

Are Sticky Customer Lifecycles Really Dead in the IIoT?

Babette Ten Haken

Prior to the industrial Internet of Things (IIoT), sales involved hunting. Then the industrial Internet of Things (IIoT) happened along. In the industrial Internet of Things plant environments, the collective end user journeys, post sale, become just as important as the buyer’s journey, pre-sale. Sticky customer lifecycles under-appreciate “buyer’s remorse.”

18 Objections Buyers Have That Kill The Sale And How To Overcome Them

GKIC Blog

”  In peer marketing within niche industries or professions, where I do a lot of work, this is especially significant.  “The wise copywriter anticipates unspoken objections and answers them before they can be voiced.” ” – Jerry Buchanan. But real pros welcome the prospect’s active involvement. They are left to talk to themselves.  You NEED to address this.

Buyers Live in Systems

Sharon Drew Morgan

The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales. Let’s think of this in terms of your buyers. This is where buyers go when they say ‘I’ll call you back.’ About the Author.

Sales Training Buyers Beware. There is No Barrier to Entry in The Sales Training Business.

Dave Stein's Blog

Among those emails, Google Alerts, my Twitter feed (“sales training” is one stream I track), reading plenty of blogs, and getting numbers of new books on sales sent to me on a regular basis, I get to see a lot of what’s really, really dangerous about this industry. In the meantime, Let the Sales Training Buyer Beware! One more thing.  Photo source: Fotolia.com.

Money Monday – Use Buyer Insight to Grow Sales

Score More Sales

Use buyer insight to grow sales). To do this you need to really be clear on what is information and what is insight – and then which will most benefit the buyers interested in potentially working with you. “b2b sales insights” buyer -  About 58,800 results. Buyers have problems. Try this out as a buyer sometime. They also have plans for success.

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Gartner study- buyers rate sales conversations dead last, but there’s hope- share customer stories

Insight Demand

That’s the conclusion of a recent Gartner survey where Salespeople came in last place after technical and industrial experts, services and support, and senior executives as “the most influential personal interactions across the entire buying cycle.” ( click )  . Imagine running a sales team where the last person that your customers want to speak with is one of your salespeople? Michael.

It’s Really About Much More Than Closing the Deal

Dave Stein's Blog

We have come to accept that there is generally far more supply than demand in the industries into which we sell. And, that the ever-mounting noise and hype in every market leaves buyers frustrated, confused, and often distrustful of anyone trying to sell anything to them. Account Management Big Wins Buyers Economy Professionalism Sales StrategyGraphic source: [link].

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.  It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. Companies of all sizes, in any industry, can use Fantasy Sales Team on any CRM. Give your sales and marketing professionals a unique and easy way to build relationships with your buyers.

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How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before. We are now living in the era of the self-directed buyer. This is an astounding figure given the shift in buyer behavior. Guess what?

“Incentives Drive Behavior” Cracking the Code with Predictive Analytics #CALDC3

Smart Selling Tools

When the order is booked, a survey automatically gets sent to the buyer. Sales Effectiveness Sales Industry Sales Management Webinars and Events CallidusCloud David McCandless Lead to Money Leslie Stretch Litmos Marcus LuttrellCallidusCloud held their Connections conference last week at the Wynn in Las Vegas. CallidusCloud has long claimed the mantra “ Lead to Money.

Really, Sales Has Changed? Poppycock!

Increase Sales

There is a buyer who has a want reinforced by a need with an allocated budget. What has changed is the buyer and specifically his or her buying behaviors. Today’s buyers are better educated (for the most part). All these now better educated buyers can be viewed as an competitive advantage or disadvantage. Selling. Marketing. Prospecting (which is marketing).

Internet Killed The Telesales Star?

MTD Sales Training

This process took an even greater leap forward with the invention of the internet, as buyers now had a world of information at their fingertips, meaning that they could “google” all about the product or service, the company and even the sales professionals themselves before they decided to enter into the sales process. The Modern Day Buyer. The Evolution of Selling . Happy Selling.

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