Buyer Related Topics 
Sales 2.0
APRIL 30, 2025
When we are selling, we tend to project some odd traits onto buyers. We forget that buyers are just normal people. Salespeople also tend to assume buyers are well-aligned with the goals of their company. Buyers have personal goals. How can you help the real human inside your corporate buyer meet their goals?
Sales and Marketing Management
JULY 7, 2025
Sellers must move beyond generic pitches and instead focus on delivering tailored solutions that address specific buyer challenges. The post Selling to Reluctant Buyers appeared first on Sales & Marketing Management.
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Hubspot Sales
SEPTEMBER 12, 2024
Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.
MTD Sales Training
APRIL 24, 2025
Today’s buyers are sharper, better informed, and less patient with anything that sounds generic or self-focused. Buyers Have Changed – Have You? Are you still trying to convince buyers you’re product is the most affordable? It’s quite common today for buyers to want quality and personal service.
Speaker: Brendan Sweeney, VP of Global Sales and David Phelan, Account Executive
In a world where buyers are more informed and objections are more nuanced, confidence isn't optional—it’s a competitive advantage. In high-stakes conversations, knowing how to handle pushback can make or break the deal.
Sales and Marketing Management
JUNE 3, 2025
Demand generation strategy must adapt to meet the nuanced needs of today's buyers. But first, it's crucial to engage with buyers early enough to be considered. The post Recalibrate Your Demand Generation Strategy for the Modern Buyer appeared first on Sales & Marketing Management.
Sales and Marketing Management
JUNE 30, 2025
It’s no longer enough for a B2B company to provide the product or service that a buyer needs; they must also be a credible source of information in order to build awareness and reinforce trust. The post Evolving to Meet Today’s Self-Directed Buyers appeared first on Sales & Marketing Management.
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Why are buyer-facing teams struggling and what can be done about it? Buyers struggle with being overwhelmed, indecision, and trusting the information that’s presented to them. For a buyer-facing team, the struggle is also real. For a buyer-facing team, the struggle is also real.
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As buyers and sellers pivot to a post-pandemic digital landscape, solution-based selling and deep product knowledge will be vital to win well-informed buyers. Virtual selling—and training—is here to stay. Read the best practices to deliver the most engaging and impactful Product Sales Training.
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As buyers and sellers pivot to a post-pandemic digital landscape, solution-based selling and deep product knowledge will be vital to win well-informed buyers. Virtual selling—and training—is here to stay. Read the best practices to deliver the most engaging and impactful Product Sales Training.
Advertiser: ZoomInfo
Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Download this eBook to find out!
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Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of content B2B buyers consume Opportunity pipeline measurement How to improve content adoption by sales reps How to increase buyer engagement with content How to calculate content spend and usage And more (..)
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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. Provide value in buyer engagements. You’ll learn how to: Scale training and coaching with modern technology.
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“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). That means B2B marketers miss out on 85% of a buyer’s journey! How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions? Intent signal data can help.
Speaker: Brian Carroll, CEO & Founder of markempa
But connecting with and converting buyers has never been more challenging. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.
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