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Will You Take The Road Less Travelled or the Path of Least Resistance?

Bernadette McClelland

Prior to leaving Australia I had entered into a partnership with Anecdote International , and continue to thoroughly enjoy facilitating their Story Powered Sales Program with an amazing, global telecommunication company (message me separately to find out more because it is a game changer).

Travel 195
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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Getting virtual sales right involves far more than using digital tools.

Lead Rank 318
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The Complexities of Selling Technology to Business

The Pipeline

This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Uneducated Buyers. Its virtually impossible for buyers, who are much less educated, to fully grasp the differences in products presented to them from various competitors.

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List Segmentation: The Key to Email Marketing

Zoominfo

So, before you get started, it’s important to consider each of your buyer personas and the characteristics that set them apart. Segmenting your lists based on purchase history can turn a one-time customer into a lifelong buyer. Once you have access to this data, analyze it as you would to create buyer personas. Don’t wait!

Segment 219
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The Marketer’s Guide to Email List Segmentation

Zoominfo

So, before you get started, it’s important to consider each of your buyer personas and the characteristics that set them apart. Segmenting your lists based on purchase history can turn a one-time customer into a lifelong buyer. Once you have access to this data, analyze it as you would to create buyer personas.

Segment 130
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3 Ways to Make the Modern Buyer Love You

Seismic - Sales Effectiveness

In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s buyers are educated, mobile, collaborative, and socially connected.

Buyer 51
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Is Your Customer at the Center of Sales Onboarding?

SBI Growth

Contrast Oscar’s experience at his new job as a telecommunications sales rep. Using LinkedIn to research customers , he practiced uncovering unique interests and preferences of real buyers. Oscar also played the role of a buyer, while a team member prompted “micro-decision” questions. The reverse is not guaranteed.

Hiring 260