SalesFuel
APRIL 8, 2024
SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. But selling to today’s cost-conscious buyers requires a more focused approach. SalesFuel’s Voice of the B2B Buyer found that nearly 40% of buyers conducted online research on a B2B vendor/supplier.
No More Cold Calling
SEPTEMBER 14, 2023
What do buyers really want? They tell you how a book is a must-read, packed with powerful strategies. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney. Buyer First is not just a book; it’s a game-changer for your sales career!
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The Pipeline
SEPTEMBER 21, 2021
Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At. These are say but two factors that answer the question “where the buyer is at.”. When we look at how our friends in Marketing see the world, three simple categories. How To Know Where The Buyer Is At.
Sales and Marketing Management
FEBRUARY 11, 2019
Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. Because of this, it’s no surprise that the buyer’s journey has undergone a fundamental shift. Reaching More Educated Buyers.
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Sales engagement takes a broad view, leveraging process, tools, training, and a host of other capabilities to ensure that your efforts align with each prospect along their buyer journey. How to build an effective cadence. How to measure your sales engagement efforts. You will learn: What sales engagement is.
RAIN Group
JANUARY 17, 2024
Every buyer has personal preferences for how they like to buy. There are multiple buying styles and preferences to consider, but the number isn't infinite. It’s six.
Partners in Excellence
MARCH 6, 2024
Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? But they may not know how to get that support, or lack confidence in discussing the issues with management.
Advertiser: ZoomInfo
According to Bold 360, “81 percent of B2B buyers have left a page because they didn’t want to fill out a form.”. This guide will examine the market forces at play, shifting buyer trends, what conversational marketing is, how to leverage it, and the tactics involved in adopting conversational marketing for a B2B demand generation strategy.
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A well-written sales playbook not only streamlines the entire sales process but also ensures your sales team is fully equipped to successfully navigate a variety of sales situations while delivering a clear value proposition to your potential buyers. How to Streamline Your Sales Process. How to Deliver a Great Product Demo.
Advertiser: ZoomInfo
This buyers guide will cover: Review of important terminology, metrics, and pricing models related to database management projects. How to assess the current health of your database while working with a B2B contact data provider. What to look for before entering a buyer’s agreement with a vendor.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
Join us to find out where different video types perform best in the buyer’s journey and how you can use them to generate, qualify, and convert more leads. You’ll learn: How to get started with your video marketing strategy. What videos work best to engage your buyers at each stage.
This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.
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Teams of all sizes can utilize buyer intent data to more effectively identify where prospects are on their purchase journey, and thus adapt marketing messaging and sales pitches to align with those specific interest signals collected. How intent data is effectively collected (And what to be wary of). 5 effective intent data use cases.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works.
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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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