Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). We’ve compiled our top tips and best practices for selling to the social-savvy buyer. What is Social Selling?

Buyer 190

Buyer Social Media Social Selling Incentives 190

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients. Because of the growing influence exerted into complex buying decisions, it challenges sellers to get beyond those silos.

Influencer 70

Influencer Buyer Hiring Automotive 70

SBI

FEBRUARY 9, 2021

Customer References & Buyer Confidence. So many of these buying decision factors apply to B2B buyers. As Brent Adamson, Distinguished Vice President, Gartner has written about and presented on , all the sales motions that go on must ultimately help build buyer self-confidence in making the decision.

Buyer 115

Buyer Customer Vendor Lead Gen 115

SBI Growth

SEPTEMBER 29, 2012

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. They read reviews.

Sales Operations 282

Sales Operations Buyer Wireless Harvest 282

Score More Sales

JULY 28, 2014

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. List all the objections that can come up when speaking with buyers. (it’s Close More Deals.

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

Zoominfo

AUGUST 7, 2018

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Let’s get into it!

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

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

InsideSales.com

MAY 11, 2021

SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling.

Groups 105

Groups Buyer Enterprise Enterprise 105

Zoominfo

DECEMBER 7, 2017

Did you know 60-70% of marketers say they don’t truly understand their buyers ( source )? Influence their buying decisions? The only way to join the 30-40% of people who do understand their buyers is to create buyer personas. Today we teach you how to construct an effective B2B buyer persona profile—keep reading.

Buyer Persona 100

Buyer Persona Buyer B2B Company 100

Allego

MARCH 12, 2024

And Ajikawo shared her thoughts on the pivotal role technology plays in bridging the gap between sellers and buyers, emphasizing the importance of leveraging data-driven insights and AI to personalize the buying experience and streamline the sales process. Watch the video to hear our conversation or continue reading to see the highlights.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Score More Sales

NOVEMBER 5, 2013

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. Increase Opportunities.

Study 198

Study Inside Sales Buyer Lead Rank 198

Score More Sales

JUNE 23, 2014

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.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

LeadFuze

JULY 19, 2021

Measure What Influences Sales Velocity in Your New Product Launch Marketing Plan. I prefer to look at sales velocity in a few different ways to get a sense of what levers influence your pipeline’s speed. Lead source can dramatically impact deal velocity and help you understand if you’re reaching the right buyers.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Emissary

FEBRUARY 2, 2022

To help meet retail buyers’ expectations and align with their customer journey, field marketers need to understand each account’s process as well as the sales team. Sales and marketing should strategize together to create plans and actions that reinforce each other and avoid conflicting messages that will confuse and frustrate retail buyers.

Retail 52

Retail Industry Marketing Buyer Persona 52

Score More Sales

MAY 8, 2012

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? There are no competitors, only industry counterparts.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Score More Sales

MAY 8, 2012

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? There are no competitors, only industry counterparts.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Smooth Sale

SEPTEMBER 27, 2021

Today’s Guest Blog, ‘‘Marketing Strategies That Work for Any Industry—and 2 Creative Ways to Fund Them.’ No matter the industry, the key to successful marketing is adapting to changes. Marketing Strategies That Work for Any Industry. Watch the market leaders, and not just within your industry. Research Wins .

Industry 78

Industry Lead Rank Strategy Marketing 78

SBI Growth

SEPTEMBER 17, 2012

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. The answer we get is not confident.

Sales Qualified Lead 293

Sales Qualified Lead Buyer Training Leads 293

Miller Heiman Group

JULY 30, 2019

Now according to CSO Insights’ 2018 Buyer Preferences Study , sellers face an average of 6.4 buying influences per deal, spread across many roles in different departments and each with unique interests and pain points. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Influencer 61

Influencer Decision Maker Government Face-to-face 61

Pointclear

MARCH 6, 2012

As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric. Understand the Buyer’s Experience. Overall, it requires an understanding of the purchase process from the buyer's point of view.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. Buyer Personas Don’t Create Urgency to Change.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Vendor Neutral

AUGUST 25, 2021

How To Enhance Buyer Collaboration. Enhance Buyer Collaboration, Align Outcomes, Sell Large Deals. Learn how to successfully and strategically connect and collaborate with today’s buyers, giving them the value they crave—not another product pitch. How to effectively co-create value, ideate, and collaborate with buyers.

Buyer 52

Buyer How To Webinar Metrics Journal 52

Customer Centric Selling

JUNE 11, 2018

For this industry report, Changing Your Sales Outcomes , we analyzed buyer responses from nearly 1,000 highly competitive B2B sales opportunities collected over an 11-month period. Changing Your Sales Outcomes Industry Report. Here’s one example: While sales teams often say price lost the deal, buyers had different ideas.

Report 65

Report Industry Vendor Decision Maker 65

Zoominfo

SEPTEMBER 10, 2020

Sure, we could reminisce about the roots of loyalty programs in the 1700s, when devoted customers received special tokens, but instead, let’s start in the early 1980s, when much of the airline industry waded into what one would consider modern customer loyalty. The Rise of Customer Experience Roles. Source: ZoomInfo.

Loyalty 226

Loyalty Data Airlines Influencer 226

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales and Marketing Management

DECEMBER 14, 2020

Buyers have increasingly embraced completing their own research for years. And there are some industries that still rely on printed catalogs and handshakes to close deals?—?“knuckle Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mereo

JANUARY 18, 2023

Out there sits the threat of B2B buyer indecision, ready to freeze any buyer, and all other parties involved, in their decision-making tracks. A recent study by DCM Insights found that from 40% to 60% of deals are lost to buyers who express an intent to make a decision — but ultimately fail to act. Fess up to any limitations.

Buyer 41

Buyer B2B Lead Rank Lead Scoring 41

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

Allego

JUNE 30, 2022

Social media plays a similar role with buyers during the B2B sales cycle. Modern B2B buyers rely on social media research throughout the sales process in order to make an informed decision. According to research from RAIN Group, 82% of buyers look up a seller on LinkedIn before replying to a prospecting effort.

Social Selling 62

Social Selling Buyer B2B Social Media 62

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Talking about expectations, B2B buyers seem to be much more demanding than B2C customers.

Influencer 63

Influencer B2B Customer B2C 63

InsideSales.com

MAY 11, 2021

SILICON SLOPES, Utah, May 11, 2021 / PRNewswire / — XANT, the enterprise leader in Guided Sales Engagement, announces the release of PeopleFinder, a Playbooks feature that identifies buyer behaviors and recommends additional ideal contacts for reps to engage so they can stop guessing and focus on selling.

Groups 52

Groups InsideSales Buyer Enterprise 52

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

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. No matter the industry or account, they can just jump on a call and ask questions.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

SBI

SEPTEMBER 4, 2014

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!

Buyer 139

Buyer Call-back Exact Influencer 139

Mereo

SEPTEMBER 23, 2021

Now I want to shed some light on another anomaly as the result of this fluid selling environment: buyer budgets and prolonged sales cycles. Personally I have never seen buyer budgets in this much disarray in the now 2.5 decades I have worked in this industry. Making Sense of the Buyer Budget Disruption. SEEK TO SERVE.

Buyer 41

Buyer Lead Rank Lead Scoring Sales Cycle 41

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

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. Sales professionals need to become influencers — kind of. and more about how we'll sell them.

Hubspot 91

Hubspot Lead Rank Data Social Media 91