Trending Sources

Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

Most do not accurately follow the ebb and flow of buyers. A 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. The Persona Builder helps to track buyer anthropology with the use of LinkedIn. This isn’t a lot.

Tools 105

Tools Don’t Make The Carpenter

Fill the Funnel

Tools don’t make the carpenter. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to accomplish his goal. He can do much of the work manually if needed, and the tools he selects are used to get the results faster or on a different scale than can be accomplished manually. by milesaustin.

Tools 124

Tools Don’t Make The Carpenter

Fill the Funnel

Tools don’t make the carpenter. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to accomplish his goal. He can do much of the work manually if needed, and the tools he selects are used to get the results faster or on a different scale than can be accomplished manually.

Tools 124

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. Make the buyer a hero. Selling yourself is the first step.

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Your Best Prospecting Tool is Literally Staring You in the Face


Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? B2B buyers are 5X more likely to engage when introduced. The post Your Best Prospecting Tool is Literally Staring You in the Face appeared first on SalesPOP! In fact, how often is it literally staring us in the face and we stare vacantly back at it?

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” We shouldn’t be asking ourselves which is more important, skill-sets or tool-sets. How so?

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Sales Tools: 6 Steps to Creating Buyer Conviction


If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. The post Sales Tools: 6 Steps to Creating Buyer Conviction appeared first on Pipeliner CRM Blog. Here are a series of basic steps through which you can bring about that conviction.

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. The new reality is buyers will keep changing – at an accelerated pace. Burton Richter, Nobel Laureate.

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Stay in Sync with Your Buyers with 1 Proven Tool

Sales Benchmark Index

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The Perfect Sales Tool: Is it Time to Stop Wishing?

Smart Selling Tools

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company. The very definition of a perfect sales tool will therefore, be in dispute. Is there a perfect tool for individual scenarios?

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How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. Then I provide a Persona Builder tool to organize your effort. What are Buyer Personas? Buyer Personas are documented descriptions of the Buyers of your product. To understand the Buyer, every Sales organization needs them. Focus on the Buyer.

Do Buyers Care?

The Pipeline

It would be interesting to get the buyer’s view on this, I suspect they would base their experience on the title on a business card, and more on the quality of the engagement, independent of whether it was sales, marketing, or the garage guard. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. Join Now!

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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. A Movement toward realism (art is in the eye of the buyer). Let’s be real.

Buyer 81

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

Buyer 126

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

I 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. A 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. Buyers don’t care about your product.

Buyer 129

5 Ways to Improve Customer Retention with Marketing Automation Tools


In other words, they’ve cycled through the buyer’s journey once and they’re ready to go through it again, but this time they know the way forward. 5 Ways to Use Marketing Automation Tools to Improve Customer Retention. Remember, when done correctly, your buyer’s journey should cycle through again and again on repeat, and those efforts need to start as soon as a purchase happens.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The impact of technology in the sales profession is profound, altering everything from strategy, tactics, process and the buyer expectaions and actions. Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. Sales News Web Tools The Gatekeeper.

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On Integrating Social Tools

The Sales Blog

The thought leaders in social selling (and inbound marketing) suggest that cold calling is dead , that selling is only serving (providing information), and that the way buyers buy has changed so radically that you can no longer make any kind of ask without alienating your prospective client. Are you using the social tools in the most effective way, combining them with traditional approaches?

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How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

But buyers are much more informed today. Download this tool to rapidly improve your prospecting results. They call the same buyer each week hoping something has changed. They are resistant to change and make excuses such as, “our buyers aren’t on social media”. Buyer Centric Messaging - have you ever had a feeling that an advertisement was meant for you?

Buyer 133

How To Help Buyers Shift Their Status Quo

Sharon Drew Morgan

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. It’s just another element along the buyer’s decision path that must be addressed, and can be directed, codified, and influenced – but not with a sales hat on. Let’s consider the, um, status quo: When does a buyer buy? When is a buyer ready? Nonsense.

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One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

Their buyers of on-premise data storage hardware only might get a “1”. Let the Scorecard tool do the math delivering an overall customer priority score. This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Just five months left. If your organization isn’t at or above revenue plan, what will you do? Option 1 : Add resources.

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Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Understanding that often the budget for the very tools needed resides in marketing can help you race ahead of the competition when selling to sales. The idea of supercharging your sales is nothing new.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Let us look at four buyer trends bound to shake up marketing in 2013: 1. Buyers are getting smarter at filtering what information they choose to view. Buyers want an experience.

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Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Provide the right processes, tools, structure and guidance to best deliver revenue. But is that the same as enabling the buyer to buy? Buyers don’t care about how your organization wants to sell. Is everything you do making it easier for your buyers to buy? Learn how to more closely align with your buyers and enable them to buy. Your goal is to best enable sales.

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Buyers: Take Your Rep To Work Day

The Pipeline

It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. Just like grade niners, many sales people have a distorted or unrefined view of what happens at buyers’ place of work, what they face on a daily basis, what they do, how they do it, and often why they do it to begin with. Join Now!

A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

Now there is a new tool to satisfy this need. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates. With LinkedIn’s rich member data, you can leverage your buyer persona for enhanced targeting. Online tools are available to guide your team through suggested bid ranges, including the minimum bid. Introducing, LinkedIn Sponsored Updates.

Tools 100

When an Email Marketing Tool Isn’t Enough


Nurturing relationships throughout the entire buyer’s journey. Personalizing content based on stage of the buyer’s journey. Now that we’ve laid out these differences, let’s get back to the big question at hand: When is an email marketing tool not enough? The post When an Email Marketing Tool Isn’t Enough appeared first on Salesfusion. But, again, that’s it.

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. As a buyer, the very last thing I needed was to buy. THE JOB OF A BUYER. Indeed, I coined this entire process the Buyer’s Journey. A WALK THROUGH THE BUYER’S JOURNEY. But I was wrong.

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Is 57% Your Buyer’s Number?

Sales Benchmark Index

If 57% is your buyer’s number. 57% of the buying process is completed before buyer-rep interaction. Source – SEC) This statistic is based on the “average” buyer. Your buyer isn’t average. Buyers are increasingly listing ease of doing business as evaluation criteria. Buyers are more educated before interacting with a rep. Since buyers are spending less time interacting face-to-face, each interaction is more important. Focus Resources – when does the buyer want to interact with each resource? We will explore in the post. See commercials.

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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. Or have someone buy? Idea stage.

Buyer 42

A Sales Enablement Tool for the CEO

Sales Benchmark Index

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Teach the sales force about the Buyer problems the new product solves. If you don’t have these sales enablement tools to launch successfully, this is where you should focus your efforts. They don’t know how to do it.

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. List all the objections that can come up when speaking with buyers. (it’s It is easy to get distracted in a sales career. Close More Deals.

Buyer 75

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 In fact, 86 percent of business buyers engage in research independent of the sales cycle. Technology—and all of the information it provides—has made buyers a little … well, cocky. The customer is NOT always right. is very good at homework. Not true! But we do.

Buyer 57

Create a Buyer Persona-Based Content Marketing Strategy

Sales Benchmark Index

Developing and operationalizing a steady stream of relevant content that engages buyers is the new must-have modern marketing core competency. Core to success is the development of a buyer persona-based content marketing strategy. Why Buyer Personas. The first step is to commit to getting this deeper insight through qualitative buyer research. A Changing World.

Buyer 79

Power Opinions - Experts Select Top Three Social Media Tools


The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” But that’s the point—increasingly, it’s the place where business gets done.”.

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.

Bust the “Buyer 2.0” Sales Myth

No More Cold Calling

Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, They talk about the “informed buyer.” Is the so-called Buyer 2.0 Here’s the great news: Buyer 2.0 Buyers need us to connect the dots between their business challenge and a solution that will impact their business results. Buyer 2.0—welcome

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Sharon Drew Morgan

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and providing data. Here’s a question to start thinking about Buyer Personas from a different angle: Do you want to sell/market? DEVELPING BUYER PERSONAS. UNDERSTANDING: It’s not possible to ‘know’ or understand your buyer specifically, or what they’re thinking. com ).

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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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Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

Smart Selling Tools

At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. As marketing responsibilities dip further down the funnel becoming more closely tied to revenue, it makes sense for us to now search for and identify the top Marketing Tools. Which are the tools that truly make an impact on sales?