Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO

21 Things Buyers Fear

The Sales Heretic

What exactly are buyers afraid of? [.]. Sales buyer closing fear objections process product prospect serviceWhile buying something new can be exciting, it can also be scary.

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Unmask the Emotional B2B Buyer

Sales Benchmark Index

Article Marketing Strategy buyer behavior buying process map emotional buying

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Secrets to Understanding Buyers through Buyer Data Planning

Sales Benchmark Index

Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors. Marketing Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journey

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world

Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers. He was not prepared for today’s educated buyers. After all, those who interview potential job applicants are buyers.

Are Your Buyers Asking WTF?

The Pipeline

Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. By Tibor Shanto – .

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[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. B2B buyers often take issue with salespeople for a host of reasons. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey.

Are You Turning Off Buyers Just by Answering the Phone?

The Sales Heretic

Sales answer business buyer phone prospect relationshipThe way you answer the phone seems like a trivial, irrelevant detail. Yet it sets the stage for everything to follow and creates a powerful impression that can either work for you or against you.

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Undercover the Inch-wide, Mile-deep Buyer Behavior Opportunity

Sales Benchmark Index

Today in this post we will demonstrate how to inject buyer behavior into product strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy section and review the.

What Buyers Really Think

Jill Konrath

That was the impetus behind today's post which was written from a buyer's perspective. Thinking like a prospect changes everything. I hope you have fun reading it—and get the point! Prospecting

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Where are your Buyer Personas?

Sales Benchmark Index

Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Knowing these customer attributes is now table stakes. Chances are your organization has invested in them.

Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Buyer Traits. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Different Prospective Buyer Types. The Assertive: This buyer personality is often difficult to deal with. However, let us look at a few traits: Assertive/Aggressive Buyer Traits: 1. Assertive/Aggressive Buyer Tips. Summary: With the aggressive and overly assertive buyer, you want to be yourself.

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The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here.

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53 Things Buyers Want Less Of

The Sales Heretic

In a recent post, I listed 54 Things Buyers Want More Of. But buyers also want less. Sometimes buyers want less of some things in addition to more of other things. Other times buyers are only interested in less. Sales buyer customer fear marketing rejection want

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14 Ways Buyers Want to Feel

The Sales Heretic

Whether you sell to businesses, governments or consumers, your buyers go through a variety of emotional states during the sales process. When a buyer begins their [.]. Sales business buyer consumers government objections product prospect service

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Connecting Buyers and Sellers: Are You Making These Mistakes?


When it comes to connecting buyers and sellers, what is a connection, anyway? connecting with buyersThere are lots of activities that are labeled as “connecting” but fall short of being what I consider a true connection. So let's start there.

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What’s Your Buyer’s Closing Ratio

The Pipeline

A key fundamental in sales is not just to understand the buyer’s buying process, but their buying habits or patterns. The post What’s Your Buyer’s Closing Ratio appeared first on Renbor Sales Solutions Inc. By Tibor Shanto – .

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Why Buyers Buy


Most buyers are focused on compensation, security and recognition. No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. What ultimate benefit or benefits does the buyer desire? How can you mitigate risk so that the buyers’ personal goals are met?

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Buyers: Take Your Rep To Work Day

The Pipeline

It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. stakeholders involved from the buyer organization these days. Illuminating the buyer’s journey.

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Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

And while this is a fact that sales people have to deal with every day, we often forget that our buyers have to deal with the exact same limitation every 24 hour day. are common objectives for buyers. Not how the buyer uses your product, but how the buyer buys.

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54 Things Buyers Want More Of

The Sales Heretic

Sales buyer customer marketing more prospect Human beings are never satisfied. Which is a good thing, because it’s that trait that causes us to continually progress. We want bigger, better, faster. We want more.

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36 Things Buyers Value More Than Low Price

The Sales Heretic

Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. What do buyers value [.]. Sales buyer competitors customer marketing objections presentation price product service value

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The Four Things Buyers Want Most

The Sales Heretic

Everyone knows that buyers want the best products and the best service at the best prices. What are the most important things buyers want? Sales business buyer competitors customer prospect But that’s not all they want.

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How Top Sellers Treat Buyers

The Sales Leader

Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.

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Are Buyers Liars?

The Pipeline

By Tibor Shanto - . Of course not, prospects are liars. No no, that’s not true either. It is less about lying, and more about rationalizing why we lost, take a look at what I mean: What’s in Your Pipeline? Tibor Shanto . Did You Just Say.?"

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Walk Alongside Your Buyers: The Right Content at the Right Moment

Sales Benchmark Index

Marketing Strategy Podcast buyer persona buyer process map content marketing content process content pyramid content strategy marketing funnel

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Adapting the Sales Team to a Changing Buyer Journey

Sales Benchmark Index

Our guest today is Mike Huseman, Senior Vice President of Global Sales and Business Development at EnterpriseDB. Mike is a proven revenue growth leader who has successfully navigated his sales organization to transition from field selling to a model that.

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Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires.

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[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Research goals of the B2B buyer study.

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Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Even my husband who is very knowledgeable has shared similar experiences where the salesperson presumes he is an uneducated buyer.

9 Things Your Buyer Wants You To Know

MTD Sales Training

I’m referring to the ability to see things through the buyers’ eyes before we even visit. By understanding what it is the buyer would want you to know before you even approach them. Naturally, there are more things your buyer would say to you if she had the chance, but these will do to start with. The post 9 Things Your Buyer Wants You To Know appeared first on MTD Sales Training. Buyer Types buyer wants buyers how buyers think

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Buyer, Buyer, Pants On Fire


Buyers are liars?? Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. ?Buyers I hear this a lot and I used to say it even more

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Winning Over Skeptical Buyers


You can’t blame today’s buyers for being a bit skeptical. Here are four techniques that can help you win over skeptical buyers in your presentation or meeting. 4 Courtroom techniques for winning over skeptical buyers. In the same way your buyer is forming their decision the moment you start your presentation. Restate what’s at stake for your buyer and highlight the difference between their current and future state.

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CMO: Did You Get It Right When Creating Personas & Buyer Process Maps?

Sales Benchmark Index

Most CMO’s have created Buyer Personas. ” Buyer Personas have to be right. buying process Buyer Personas Buyer Persona CMO Buyer Process Map Marketing Resources buyer persona development

The Buyer Preference Evolution

Sales and Marketing

Teaser: Sales and marketing departments need to have a platform in place that allows their lead-to-revenue process to produce data-driven strategies based on clean data that can then be turned into targeted and personalized campaigns to better reach buyers. Issue Date: 2015-12-09.

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Adapting the Sales Team to a Changing Buyer Journey

Sales Benchmark Index

Our guest today is Mike Huseman, Senior Vice President of Global Sales and Business Development at EnterpriseDB. Mike is a proven revenue growth leader who has successfully navigated his sales organization to transition from field selling to a model that.

Buyer 139

Power to the Buyers

Sales and Marketing

As people who believe selling can and should be an honorable profession, it is discouraging to realize that the perceptions of salespeople haven’t improved much over the last 50 years. Perhaps this explains why recent changes in the selling landscape are in response to new buying behaviors.

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How Referrals Close the Buyer Divide

No More Cold Calling

Many buyers dislike salespeople. Is Your Team on the Wrong Side of the Buyer Divide? A recent Hubspot infographic demonstrates the “buyer divide.” According to their data, what buyers want and what sales reps want are diametrically opposed.

Mapping The Buyer’s Journey

Sales and Marketing

Teaser: We keep hearing about how far today’s B2B buyer is through the decision-making process before engaging a supplier, but what does it all mean? Issue Date: 2015-03-01. Author: Paul Nolan.

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