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 This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news. 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.

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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. And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information […].

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6 Confessions of the Professional Buyer

The Sales Hunter

Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […].   This is a hot topic because it happens a lot.

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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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Winning Consensus-Based Sales

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

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool.

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6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. 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. Visit my website for full links, other content, and more! ]].

Where are your Buyer Personas?

Sales Benchmark Index

Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Sales Process Buyer Personas Sales Operations Strategy Buyer Persona sales operations buyer persona development Field Adoption Chances are your organization has invested in them.

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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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Why Smart Sales Reps Identify Their B2B Buyers’ Cycle

Pipeliner

An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing. If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two. Let me explain why… As you know, your sales [.] Sales Process Management

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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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Why Do Buyers Buy?

Jonathan Farrington

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. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. 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.

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The One & Only Reason Buyers Buy

MTD Sales Training

Can we actually narrow down the whole sales process to just one step? Buyer Types the reason people will buy why buyers will buy Is there just one reason? 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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The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers

Pipeliner

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. The post The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers appeared first on Pipeliner CRM Blog. Sales Strategies closing the deal salesTo me this is a reinforcement of the fact that far too much emphasis is placed on closing.

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

No More Cold Calling

Do your sales reps really prospect based on fairy tales? Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age. Believe that Buyer 2.0 drives the sales process? Believe that Buyer 2.0 Here’s the truth about Buyer 2.0 Buyer 2.0 Buyer 2.0

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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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3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. 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.”

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Understanding Different Buyer Types – Infographic

MTD Sales Training

As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. 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 Visit my website for full links, other content, and more! ]].

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Five Ways to Adapt Your Selling Methods to the Changing Buyer

Pipeliner

an individual sales contributor, sales manager, Chief Sales Officer), then you’ve noticed that your job has changed in a significant way over the last few years.  I know that it has changed for me, and the changes are largely driven by the fact that there’s a [.] The post Five Ways to Adapt Your Selling Methods to the Changing Buyer appeared first on Pipeliner CRM Blog.

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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. Beliefs Buying Process Sales 3.0

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Why Buyers Buy

Jonathan Farrington

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 you have opened it. The more you understand the function of human motivation, the more successfully you will sell.

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The Role of Sales and Marketing Alignment in the Early Stages of the Buyers’ Journey

Pipeliner

A key part of aligning sales and marketing is to ensure your business gains a foothold during the early stages of your customer’s buyers’ cycle. That’s because if you do, the likelihood of attracting more leads and closing more sales increases significantly. Let’s explore the reasons why… In simple terms, the buyers’ journey describes the [.]

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Sales Call and Account Planning—Tips from a Real-Life Buyer

Pipeliner

The salesperson, seeing that it’s a reputable company and potentially a decision-making buyer, decides he’d better make that call right now, without any further preparation. The post Sales Call and Account Planning—Tips from a Real-Life Buyer appeared first on Pipeliner CRM Blog. For Sales Leaders For Sales Pros Sales EffectivenessFreeze frame!

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How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. What are Buyer Personas? Buyer Personas are documented descriptions of the Buyers of your product. They are profiles of the influencers and decision makers needed to close the sale. Select.

6 Sales Negotiation Secrets of Professional Buyers

The Sales Hunter

Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. Professional buyers will back off if they see you’re not moving.  Remember the professional buyer is only doing their job.  ” Sales Motivation Blog.

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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Rebellious Buyers: Selling to People that Don’t Want to be Sold

Smart Selling Tools

Today’s buyers are no different in that regard but there  is  one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. Movement toward realism (art is in the eye of the buyer). Let’s be real.

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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. Team-based.

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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Sales Tips: Handling Buyer Objections

Customer Centric Selling

Sales Tips: Handling Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections. Indicating the buyer is not alone in their concern: “Others have felt that way.”.

Look Beyond Sales Ego to Buyer’s Value

Increase Sales

Buyer’s value for many in sales is quickly presumed to be seller’s value. colleague, Tibor Shanto , in a recent video blog shared his thoughts about defining value as well as other words within the sales process if the goal to increase sales is to be achieved. Sales Training Coaching Tip:  Miller’s book deserves a place in your  library.

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Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

have written several times about the importance of time in sales, how time really is the currency of sales; while everything else in sales may be variable, success will be determined by a number of unique and individual factors. Download our “Sales Happen In Time” e-book. are common objectives for buyers. Sales Success Tibor ShantoTibor Shanto.

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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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Buyers Buy for Their Reasons, Not Ours!

Jonathan Farrington

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. General Buyer Motivation Sales Results Top Sales Contest But they are common to all.

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Buyers Not Buying? Here’s Why…

MTD Sales Training

Sales Interactions how to persuade the buyer to purchase making buyers buy It’s a beautiful day here and the cricket season is at its height. batsman will settle himself in before trying to hit the ball to the boundary, or steering it towards the ropes through the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Buyer Self Sufficiency

Partners in Excellence

I read a fascinating HBR Article, “How More Accessible Information Is Forcing B2B Sales To Adapt.”  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.” 

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Are You Ready To Sell To The Modern Day Buyer?

MTD Sales Training

The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Modern Day Buyer modern day buyer selling the modern wayVisit my website for full links, other content, and more! ]].

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Using Buyer Personas During Pre-Sales Stages

Sharon Drew Morgan

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. Sure, Buyer Personas make a difference in your close rate. Change Management Sales

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Sales Pipeline Management: Fully Grasp Buyer Behavior

Pipeliner

In recent articles we’ve been discussing the vital necessity of aligning Sales and Marketing. The post Sales Pipeline Management: Fully Grasp Buyer Behavior appeared first on Pipeliner CRM Blog. Pipeline Management Sales Effectiveness When each is working in its own sphere and more or less contesting one another, a company is factually crippled.

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael  is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Sellers think cost is a critical part of the selection process, while most buyers do not. www.hingemarketing.com.

Sales Tips: How to Grab and Keep Your Buyer's Attention

Customer Centric Selling

Sales Tips: How to Grab and Keep Your Buyer's Attention. If and when sellers have an opportunity to talk with senior executives, they should be aware of the buyers’ attention span. Sellers Must Overcome the Buyer’s Attention Deficit. Need some help to increase sales? By John Holland, Chief Content Officer, CustomerCentric Selling®.

VIDEO SALES TIP: Your Buyer Is Not Rational

The Sales Hunter

Your buyer is not rational. Blog Closing a Sale Consultative Selling Negotiation Professional Selling Skills buying cues buying signals sales motivation sales process video sales tipThis isn’t a bad thing. You simply have to be aware of it, and you will be in a better position to sell. There will always be a level of emotion that comes into the transaction.

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Sales Tips: Don't Scare Buyers into Making "No Decision"

Customer Centric Selling

Sales Tips: Don't Scare Buyers into Making "No Decision". In my mind, before a seller has earned the right to close, he/she should know that the buyer has the authority to commit. It is demeaning to ask a buyer to do something he or she isn’t empowered to do. The reasons outcomes can’t be achieved in the buyer’s current situation. Need some help to increase sales?

Inside Sales Power Tip 101- Guide Buyers

Score More Sales

Gain control of these feeble buyers, right? One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation. Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing. Try it sometime.

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Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

There is one factor that is extremely limiting to sales processes worldwide. Most do not accurately follow the ebb and flow of buyers. customized sales process is an excellent tool. 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. Be helpful and not sales-y.

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How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. This article is for B2B Sales Reps who work in complex sales environments. 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. He was completely misaligned with the Buyer.

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