Pipeline

JUNE 7, 2023

2) 44% of customers ignore unprepared sales pitches Sales teams aren’t the only ones that were affected by the pandemic, but buyers too. Not only are buyers a tough audience by nature ( 60% of customers say ‘no’ four times before saying ‘yes’ to a pitch), they are now getting more sensitive to a sales approach.

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Sales and Marketing Management

FEBRUARY 8, 2021

Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls. Successfully navigating a digital transformation requires what the authors call “digital masters.”. People don’t have the same trust they had with businesses back in the day.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

The Digital Sales Institute

MAY 17, 2019

The goal of sales questions for discovery purposes is for salespeople to have valuable conversations with various customer profiles and adapt the company’s value proposition to the unique situation of each buyer. Today, buyer attention is in short supply, they are lost in a sea of more information, advertising, and messages like never before.

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

SBI

JUNE 18, 2013

Hearing “maybe” from a buyer is more common than hearing a yes or no. Jonathan (the buyer) took the time to talk with Heidi (the seller) and liked what she had to say. In closing, Jonathan suggested that Heidi check back in two weeks’ time. So when Heidi called back in two weeks, Jonathan wasn’t ready with a purchase decision.

Construction 123

Construction Call-back Buyer Follow-up 123

Customer Centric Selling

SEPTEMBER 19, 2016

After a loss, it’s tempting to walk away and not look back. After all, looking back can be painful. But looking back and analyzing what went well, and not so well, can also provide insights for the next competitive opportunity. If not, did they enlist the help of a technical expert to fully address the buyer’s concerns?

Vendor 40

Vendor Lead Rank Proposal Scale 40

Allego

SEPTEMBER 24, 2020

Buyers have unlimited access to information and compare vendors and solutions without ever interacting with sellers. Then there were opportunities for me to do training, before it was called sales enablement. I taught other people what I knew from my sales role and then went back in the field again.

Sales Enablement 71

Sales Enablement Unica Demand Generation Demand Generation Targets 71

Artesian Solutions

OCTOBER 30, 2018

Business buyers don’t go to work and forget what they do as humans. The rise of Amazon demonstrates just how far buyer preferences have shifted. Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences.

B2B 45

B2B B2C Segment Lead Rank 45

Artesian Solutions

JUNE 28, 2018

As a seller you’ve been told countless times that the rules have changed – buyers now hold the power, they are well-informed, have more choice, and exercise higher demands. B2B buyers are first and foremost still consumers. 67% have switched vendors for a more consumer-like experience.

Customer 45

Customer B2C Report Buyer 45

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Tony Hughes

MARCH 7, 2018

The time it takes for the radiation to decay to half of what it was previously is constant and is called the half life [closed lost]." Many call this striking while the iron is hot when opportunity knocks, before dying on the vine. Generally, CXO whales deploy and delegate to have several vendors spelunked at once.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

LeadFuze

DECEMBER 31, 2021

My vendors, who I pay for my marketing and cold emailing services to reach out on behalf of our company don’t seem as motivated as they should be. Here’s how you can make them work for you: When the prospect has taken an action, I call them back to see if they have any questions about what we discussed.

Email Marketing 52

Email Marketing Marketing Lead Rank Lead Scoring 52

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Heck, stand at the head of it. Never believe that doubting yourself is a bad thing. Doubt is a part of life.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Zoominfo

DECEMBER 20, 2021

“Go back in time to the 1970s,” Rai says. The gathering method was calling businesses and self-reported surveys. You don’t have good coverage for smaller businesses, because smaller businesses aren’t calling you and telling you who they are, their annual revenue, and their industry.

Data 100

Data Lead Rank Vendor Ideal Customer Profile 100

Hubspot Sales

MAY 22, 2018

It's the best way to take a step back, look at your idea holistically, and solve for issues years down the road before you start getting into the weeds. Before you work on your marketing and sales plan, you'll need to have your market analysis completely fleshed out, and choose your target buyer personas, i.e., your ideal customers.

Top of Funnel 144

Top of Funnel How To Hiring Buyer Persona 144