Hubspot Sales

OCTOBER 13, 2017

Research published by Forrester shows B2B prospects go through 70% to 90% of their customer journey before engaging with a salesperson. 2) Use consultative selling. Move from transactional selling to consultative selling , or learning about the buyer’s challenges before discussing your product.

Prospecting 88

Prospecting Consultative Selling Buyer B2B 88

Sales Hacker

OCTOBER 19, 2018

For many years salespeople at companies like Box, Citrix, Paypal and more have relied on Zoominfo, founded in 2000, as their foundational database of millions of business profiles and contacts when prospecting and sourcing leads. The product can answer questions like, “What technologies does my target prospect use?”

Industry 58

Industry Top of Funnel Channels Lead Rank 58

The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? Source: Death of A (B2B) Salesman: Two Years Later - March 2017, Andy Hoar.

B2B 66

B2B ROI Buyer Competition 66

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. Is your prospect an effective sponsor, champion or buying mobilizer? Differentiate.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

LeveragePoint

MARCH 23, 2018

people in the average 2017 buying team. The McKinsey team highlighted the payoffs from augmenting presales efforts: five-point improvement in conversion rates, 6–13% improvement in revenue, 10–20% improvement in the speed of moving prospects through the sales process.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20