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Sales Talk for CEOs: Is Your Product Obviously Awesome? with Expert April Dunford (S5Ep13)

Alice Heiman

She highlights the transformative power of effective positioning, using an illustrative story from her early career where repositioning a product from enterprise CRM to CRM for investment banks led to significant business growth and acquisition by a major player. This podcast is a must listen and her books are both must reads.

Siebel 103
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Referral Selling Insights: Q1 Roundup

No More Cold Calling

When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. That includes my cousin who was one of few women in her law class in the early ’70s, and my mother, who graduated summa cum laude from Syracuse University in the late ‘30s with a finance degree, but still couldn’t get a bank job.

Referrals 371
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3 Facts About B2B Buyer Experience You’re Probably Ignoring

Sales Hacker

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. For many of us, that’s also the primary channel through which we make an increasing number of purchases. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. The bottom-line?

Buyer 80
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We Get Specialization Wrong!

Partners in Excellence

When I started selling, I had the responsibility for growing a very large banking account. Some of them were specialists in banking and our banking solutions. There are categories of solutions in which there are highly educated and knowledgeable buyers, or areas of lower risk to the customer.

Banking 130
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Privacy Experience: When and Why We Give Up Our Data

Zoominfo

With whom would you willingly share sensitive personal information, such as your bank account number? However, if the magazine came from a well-known publisher that would give customers a 20% subscription discount if the bill was pulled automatically from their bank accounts each month, some people would agree to that exchange.

Data 195
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Information Asymmetry, Turning The Tables

Partners in Excellence

I’d often get into conversations with the international banking group, “Hey, have you seen what those people in corporate banking are doing? We provide the same information our customers have been able to obtain through other channels–more efficiently and effectively.

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Executive Interview with @ECalnan, CRO & Co-Founder of Seismic

SBI

ED: The selling environment has completely changed now that buyers are able to go online and find out who a company is, what they do, who their competitors are, and even get active testimonials from sites like G2, all before the buyer ever interacts with the company’s sales team.

Scale 120