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The Lazy Sales Technique Your Buyers Hate? Scoping Disguised as Discovery

Sales Hacker

If you’re a salesperson, you have to learn about your buyer. And your buyers hate it. Related: 12 Discovery Questions to Ask Your Prospects In Sales Calls Doing discovery this way gives discovery a bad name — when in fact this stage can be an absolute game changer for you and your buyers. Buyers are the same way.

Buyer 80
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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. Not that buyers needed help in that, given the numerous internal interests involved in any given purchase, CEB research showing there are up to 6.8 Illuminating the buyer’s journey.

Buyer 185
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3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Sales and Marketing Management

Even in the B2B space, 74 percent of buyers report doing more than half of their research this way. The key issue may be ease of data analysis from the company perspective, but for these customers, maintaining Health Insurance Portability and Accountability Act compliance or student-grade privacy guidelines is critical.

Buyer 191
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3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

The Brooks Group

Using the same selling style with every buyer, however, can cause unintentional communication friction that frustrates buyers and ultimately drives them away. High-performing sales reps, on the other hand, are able to recognize a buyer’s personality type and adapt their own approach to be most effective.

Buyer 82
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33 Tips to Look Professional in Your Virtual Meetings

RAIN Group

With a little forethought and preparation, you can make a great first impression with your buyers. Read on for guidelines and tips specifically focused on projecting a professional image in your virtual sales. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider.

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The 5 Critical Guidelines for Sales Presentations that Close Deals 

The Brooks Group

Coach your salespeople to follow these 5 Critical Sales Presentation Guidelines and they’ll be giving presentations that close deals in no time. Quickly Identify Buyer Behavior Style – And Adapt to Match. Coach your reps to tailor their presentations with the features, benefits, and case studies most relevant to the buyer. (If

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How B2B Buyers Search for Tech Solutions

Tenfold

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.