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!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
SEPTEMBER 21, 2021
While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. 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.”.
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. Establishing a Sales Enablement Process.
Advertisement
For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms. While buyers clamor for a seller-free experience, sales teams are left in the dark, bereft of crucial insights to their buyers’ progression.
Force Management
MARCH 14, 2024
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day.
SBI Growth
FEBRUARY 8, 2024
Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. For sales leaders seeking to escalate growth projections in 2024, it’s time to rethink how sales enablement should be done.
Advertisement
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.
Advertisement
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. But how do you prepare your sales teams to do that? You’ll learn how to: Scale training and coaching with modern technology.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. 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.
Advertisement
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. Read the best practices to deliver the most engaging and impactful Product Sales Training. Virtual selling—and training—is here to stay.
Advertiser: BrainShark
The results are in—companies who have sales enablement consistently report higher win rates than companies who don’t. This guide will help you understand: The subcategories of sales enablement. How to set up your best-of-breed sales enablement ecosystem. The best-of-breed and single-vendor approaches.
Advertisement
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).
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. Save your seat and register today!
Advertisement
Forrester reports that 80% of B2B sales will be virtual in the future, and 30% of both buyers and sellers expect to continue working from home post-COVID. So how do sellers remain competitive in today’s landscape? They must be equipped to consistently adapt to new buyer behavior and exceed their expectations at every turn.
Expert insights. Personalized for you.
115 
Let's personalize your content