The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. Each has different risks and potential objections. Each persona could potentially initiate the buying journey.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk.

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Objections Buyer Persona Study Decision Maker 243

SugarCRM

DECEMBER 28, 2021

In response, companies must create B2B buyer personas to discover who their customers are and what matters to them. As you begin to understand your audience and familiarize yourself with their personas, you’re able to craft targeted content that keeps them engaged. Creating Buyer Personas.

Buyer Persona 26

Buyer Persona Buyer B2B Top of Funnel 26

SBI Growth

MAY 13, 2013

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. Talented sales reps will use this customer insight to expertly handle customer objections. Understanding Customer Objections.

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Objections Customer Revelation Buyer Persona 306

BrainShark

AUGUST 15, 2023

6 key role play exercises to try with your sales reps Objection handling Negotiation Discovery Competition Buyer personas Getting to power #1. Objection handling Objections are one of the toughest responses for reps to react to — that is, if they’re not adequately prepared.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. Objections are Opportunities. Objections are Opportunities.

Objections 69

Objections Closing Decision Maker Lead Rank 69

Zoominfo

AUGUST 11, 2020

But just like buyer personas, they should be based on real data. And Finally… While similar to buyer personas, your ideal client profiles are on a larger scale and focus more on accounts rather than individual buyers. [link] pic.twitter.com/JnZ5wnqbnX — ZoomInfo (@ZoomInfo) February 18, 2020.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Scale 246

Zoominfo

JULY 13, 2020

They don’t serve a whole lot of purpose when it comes to making personas the best they can be. In order for personas to serve your goals, they need to be data-driven. So what, exactly, does a data driven persona look like? What is a buyer persona, and who does it help? Identify buyer personas!

Data 213

Data Buyer Persona Demographics Segment 213

Zoominfo

MARCH 4, 2021

Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. Use your defined buyer personas and ideal customer profiles (ICPs). Even if you address possible objections beforehand, not every buyer will say yes right off the bat.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Janek Performance Group

APRIL 10, 2024

Key aspects of prospect qualification include: Fit criteria Budget Authority Timeline Pain points Start with assessing the prospect’s needs, challenges, and objectives. These must align with your company’s ideal customer profile (ICP) and buyer personas. Further, do they match your value proposition?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

FEBRUARY 5, 2019

The February edition features content about recruiting nightmares, inadequate buyer personas, key considerations for technology buying, and so much more. 5 Reasons Your Buyer Personas Aren’t Good Enough. Bad buyer personas. That’s why I’m sharing five easy ways to improve your buyer personas.

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B2B Buyer Persona Hiring Ideal Customer Profile 150

Pipeliner

MARCH 17, 2023

Best Practices for Sales Enablement To maximize the benefits of sales enablement, businesses should follow these best practices: Define Your Sales Enablement Goals: Before implementing sales enablement, it’s essential to define your goals and objectives.

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Sales Enablement Buyer Persona Collateral Resources 97

Zoominfo

JUNE 28, 2023

Creating buyer personas enables your team to reach out to groups of customers at scale based on shared characteristics. For example, at ZoomInfo, one of our buyer personas is sales directors in the manufacturing industry, whereas another buyer persona is marketing directors in the technology industry.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Gong.io

JANUARY 1, 2021

We know how to lock down next steps or overcome the next objection. Now that you know which accounts to (and not to) target, it’s time to identify the individual buyers within those accounts — buyer personas/profiles. Buyer profile: the second step in any rock solid sales strategy. What are their objections?

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

SBI Growth

MARCH 3, 2013

Target Buyer Persona Profiles. The next step to a successful product launch is identifying the target Buyer Personas. Buyer Personas answer the following key questions: What are the buyer’s objectives? Buyer Personas answer the following key questions: What are the buyer’s objectives?

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Zoominfo

FEBRUARY 23, 2021

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

SMEI

MARCH 10, 2022

Determine Your Marketing Objectives. Effective marketing strategies begin with objectives. What are your objectives? Are you looking to increase sales, boost brand awareness, or get your product or service in front of motivated buyers? Tip – How to create marketing objectives: Define what you want to achieve (e.g.

Paid Content 79

Paid Content Strategy Marketing Buyer Persona 79

SBI Growth

DECEMBER 10, 2012

Specifically, I’ll discuss designing sales training focused on Buyer Personas. In future posts, we’ll cover other important Sales Ops efforts and how to build them around the buyer. Click here to download our grading tool to see how buyer-centric your Sales Operations efforts are.

Sales Operations 274

Sales Operations Buyer Persona Hiring Strategy 274

SBI Growth

NOVEMBER 10, 2013

Buyer Personas. Buyer personas are researched-based, modeled representations of who your buyers are. They provide insight into what goals & objectives drive their behaviors. Personas help the sales team understand why buyers make purchase decisions. Map the BPM for you key personas.

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Buyer Persona Marketing How To Lead Rank 310

The Digital Sales Institute

JANUARY 23, 2024

Your Ideal Prospect To build a sales process, companies need to create a buyer persona that highlights demographic, behavior and interest-related information about your ideal prospect. If you don’t already have a buyer persona or ideal customer profile, spend time researching your target market. What’s left? The customer!

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52

Zoominfo

OCTOBER 5, 2021

Find Your Buyer Personas Finding and organizing buyer personas is a way to define characteristics of different potential customers. Though no two buyers are exactly the same, they can be grouped into similar behaviors. How many prospects are in each persona? What kind of value does each have?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Nutshell

APRIL 11, 2023

Set clear goals for your map The first step in any marketing process like this is to define your goals and objectives. Create buyer personas Buyer personas are fictional representations of a business’s ideal customer. Create buyer personas Buyer personas are fictional representations of a business’s ideal customer.

Campaigns 62

Campaigns Buyer Persona Segment Social Media 62

Zoominfo

JANUARY 28, 2018

In sales the other team your prospect and their defensive line is an objection to your sales pitch. Whether you’re a seasoned professional or a sales rookie, you already know objections are an unavoidable part of your job. Yet, there are many tactics you can use to bypass these objections.

Buyer Persona 153

Buyer Persona B2B Inbound Objections 153

SBI Growth

JUNE 1, 2013

We discussed her key objectives and biggest obstacle. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. As the conversation progressed, I suggested she engage her CEO like she would a buyer persona. The first step in building a persona is Buyer Research.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

Zoominfo

AUGUST 11, 2020

But just like buyer personas , they should be based on real data. And Finally… While similar to buyer personas, your ideal client profiles are on a larger scale and focus more on accounts rather than individual buyers. But what kind of data should you be focusing on?

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 130

Zoominfo

OCTOBER 22, 2021

A conventional business development representative will evaluate your company’s current buyer personas , assess where they can be found, and begin the process of lead generation. Along those lines, your buyer personas should not have suffered notable changes to price sensitivity in the last year.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Zoominfo

SEPTEMBER 23, 2020

From poorly thought out plans to unidentified buyer personas, a small crack in the foundation can lead to the crumbling of the entire structure. At traditional SaaS software sales organizations, you have your list of accounts, you have your buyer personas, and you’re trying to create opportunities,” Cooper said.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Highspot

JANUARY 29, 2024

You should have clear goals and objectives laid out before the call. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities. Avoid reacting impulsively to counteroffers or objections.

Negotiation 52

Negotiation Closing Case Study Webinar Metrics 52

SBI Growth

APRIL 27, 2013

Lacks awareness of buyer personas. Even though Marketing has provided some buyer persona research, he does not understand how to use it and doesn''t see the value in it. Jumped in with both feet to try out buyer personas. Thinks that the deal can get done through his own network of relationships and charm.

Buyer Persona 335

Buyer Persona Networking LinkedIn Trends 335

Sales Hacker Training

AUGUST 25, 2021

Nail Down Sequences: Build a series of touchpoints based on buyer personas and customer behavior. We created these templates based on specific sequence stages and buyer persona research (more on that in the next section). Step 2: Nail Down Core Sequences with Buyer Personas. Our goal instead: 1.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Chorus.ai

MARCH 5, 2021

Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel. Step 4: Collate your info and define your buyer personas. Step 1: Set clear goals. Clarity is the key.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SBI Growth

JANUARY 18, 2014

Access to new target buyers is a great leading indicator of success. There are 3 simple steps: Educate: Build Buyer Personas for each stakeholder involved in the buying process. Personas help the sales rep get inside the mind of the buyer. Personas build confidence. Anticipate resistance. A GIFT FOR YOU.

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Buyer Persona Referrals Ideal Customer Profile Buyer 303

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Zoominfo

AUGUST 26, 2021

A conventional business development representative will evaluate your company’s current buyer personas, assess where they can be found, and begin the process of lead generation. Along those lines, your buyer personas should not have suffered notable changes to price sensitivity in the last year. Strong Research Skills.

Hiring 130

Hiring Sales Qualified Lead Scale Buyer Persona 130

Sales Hacker

MARCH 28, 2023

It includes a description of your ICP, their demographics, objective, challenges, and behaviors or traits that indicate they’re a good fit. Ideal customer profile vs buyer persona Don’t confuse ICPs and buyer personas. The buyer persona is useful when trying to connect with those companies.

Ideal Customer Profile 107

Ideal Customer Profile Buyer Persona Customer Demographics 107