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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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.  This change in education is starting to sprout the opportunity by decision makers to ask more sales sucker questions. Novice salespeople may bite on these questions and then become easily derailed by these sales sucker questions.

How Referrals Close the Buyer Divide

No More Cold Calling

Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. If I were to judge solely by the cold emails and phone calls I receive from sales reps about why I should watch a demo or spend 30 minutes listening to their pitches, I would feel the same way about our profession. Is Your Team on the Wrong Side of the Buyer Divide?

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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Winning Consensus-Based Sales

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

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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The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Dave Kurlan sales process sales cycle closing ratio dan mcdade win rates gazelles the buyer journey

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

Pipeliner

Salespeople need to learn this patience well if they are to succeed at social selling—and sales managers must allow them the time and space […]. The post Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer appeared first on Pipeliner CRM Blog. Sales Management buying signals sales management sales managers

Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Sustainable sales success tips are all through the Internet.  Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer.  Real Life Sales Experience. have experienced a similar attitude among real estate agents, car salespeople and other sales professionals. 

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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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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Do Buyers Care?

The Pipeline

Last week I posted a piece on LinkedIn, based on discussions at CEB’s Sales & Marketing Thought Leader Roundtable this past August, titled “Why Do We Need Sales?” , Exploring the relationship between marketing and sales, and how it needs to evolve and change with relation to the markets they serve. Perhaps the next question should be what do we need sales to do?

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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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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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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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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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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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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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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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Make Your Sales Team Reflect Your Buyers and Grow Revenues

Score More Sales

B2B women in sales sales strategyThe #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.

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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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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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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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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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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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.

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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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.

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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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.

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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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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Sales Tips: Different Differentiators, Different Buyers

Customer Centric Selling

Sales Tips: Got -to-Have vs. Nice-to-Have. Despite this, in nearly all buyer surveys you see in large B2B transactions price seldom makes the top five. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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! ]].

Buyer 50

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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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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