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Buyers are people

Sales 2.0

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?

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Selling to Reluctant Buyers

Sales and Marketing Management

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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B2B Buyers: The Latest Stats Salespeople Must Know [+HubSpot Data]

Hubspot Sales

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.

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Is Your Sales Pitch Outdated? Learn to Speak to Buyers

MTD Sales Training

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.

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How to Coach Reps on Overcoming Sales Objections with Confidence

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.

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Recalibrate Your Demand Generation Strategy for the Modern Buyer

Sales and Marketing Management

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.

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Evolving to Meet Today’s Self-Directed Buyers

Sales and Marketing Management

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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Roadblocks to Delivering a Competitive Buying Experience

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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Is Your LMS Designed For Product Sales Training?

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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How To Improve Product Sales Training Engagement

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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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

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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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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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The Essential Guide to the Buying Experience of the Future

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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Intent Signal Data 101

“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.

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How to Improve Demand Generation with Empathy

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.