Trending Sources

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.

Social Selling Applicability by Industry

Sales Benchmark Index

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. If you are in an industry where social selling has high applicability, peddle faster. We track 19 industries. Legacy Buyer Industries.

Building a Sales Team: Tailoring to Your Industry

Pipeliner

In my last blog, I pointed out that today salespeople must be customer-centric: that is, placing the majority of focus on the buyer, their issues and needs instead of the seller’s product only.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Top performers focus on helping buyers achieve their business goals.

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Rebellious Buyers: Selling to People that Don’t Want to be Sold

Smart Selling Tools

Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. And today, because of the invention of the Internet, we’re experiencing a Renaissance of a different kind—a Buyer Renaissance. Let’s be real. No one likes to be sold.

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How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Believe that Buyer 2.0 Believe that Buyer 2.0 Here’s the truth about Buyer 2.0 and the role of technology in sales: What Do Buyers Really Want? Buyer 2.0 Your buyer will move on to your competition—after trashing your reputation and brand on social media.

Buyer 126

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. A good place to start is by aligning yourself with the Buyer’s process. He was completely misaligned with the Buyer.

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Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

Most do not accurately follow the ebb and flow of buyers. Instead, you must account for the fluidity in the buyer’s journey. These tools help to anticipate buyer trends and keep pace with the buyer. How often do we see the buyer take one step forward and two steps back?

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Time for the Residential Real Estate Industry to Leave the Stone Age – Part 01

Increase Sales

Even the banking industry has embraced technology to retain customers. Yet the “residential real estate industry is still in the stone age” as one of my colleagues Paul Kennedy who previously owned Riley Real Estate in Northwest Indiana along with his late wife Jackie noted.

Industry Buzz – June 2015

Software Business Blog

Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle. Of all the sales and marketing tactics that have supported the growth of the SaaS industry, referral marketing is the one that stands out most.

Money Monday How to Focus on Buyers

Score More Sales

One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. It is easy to get distracted in a sales career.

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Breaking Down the Buyer’s Journey for SMB Marketers

Salesfusion

If you feel like discussions about the buyer’s journey have suddenly popped up all over the place, you’re not imagining it. As a matter of fact, the buyer’s journey plays an integral role in today’s digital, multi-channel marketing world and even SMB organizations can’t ignore it.

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How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

Tony Zambito recently wrote a compelling article about the need to inform the buyer. What if the buyer isn’t buying from your company, even if they are informed? In spite of this, what if the buyer awarded their business to a competitor because your product simply isn’t good enough?

We’re Smarter Than Our Buyers

No More Cold Calling

Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. Buyer 2.0 In fact, 86 percent of business buyers engage in research independent of the sales cycle. We know our industries, our products, and (most importantly) our clients.

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Buyers Aren’t Killing Sales, Sales People Are Killing Sales!

Partners in Excellence

” Ironically, I never see a post from customers/buyers—even procurement—about the death of sales, though I’m sure many would appreciate it (a variant of “What do you call 600 lawyers at the bottom of the ocean” joke —If you don’t know the answer, it’s “A good start!) What’s killing sales isn’t the buyer. We know and encourage buyers to self educate on the web. We know buyers crave relevance.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

And if buyers change how they buy – salespeople need to change how they sell. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. Recent years have seen a tremendous disruption in how customers buy.

Industry Buzz – November 2014

Software Business Blog

The popular delivery mechanism continues to forge ahead and break new ground in the software industry, so we’ve collected tons of tips this month to help you deal with these changes. Enjoy last month’s hot topics: The eCommerce industry is evolving rapidly to digital commerce. What’s the key to making these buyers more comfortable with online payments ? Hi sellers! If you thought you knew SaaS, think again.

When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully.

ACT 77

The Importance of Social Selling – Key Tips and Best Practices from Industry Experts

Jonathan Farrington

According to recent Aberdeen Research , 79 percent of sales reps using social media hit their yearly quota; compared to the industry average of only 43 percent. According to Lori Richardson , CEO of ScoreMoreSales, social media should be used to provide value to buyers.

3 Sales Tips to Turn Competition Into Your Industry Counterparts

Score More Sales

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? Industry Counterparts are people and companies in your market niche. What are 3 ways you can make your competitors into industry counterparts?

3 Sales Tips to Turn Competition Into Your Industry Counterparts

Score More Sales

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? Industry Counterparts are people and companies in your market niche. What are 3 ways you can make your competitors into industry counterparts?

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Understand the business your perfect buyers are in. Joining a LinkedIn group or other community where your buyers are can be a great start.

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When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

Partnership does not mean eliminating the tension between buyer and seller; it means that top-performing salespeople know how to strike a balance between achieving immediate results and developing the relationship fully. The buying power in many industries is no longer evenly distributed – in a large number of markets a few big firms control the majority of purchases.

ACT 85

‘Are Buyers Forcing Sellers to Become Less Sophisticated?’

Jonathan Farrington

I didn’t come into the cycle at 70% up the chain, I came in at 90%, as more and more buyers are doing these days. What I think my story demonstrates is that in many industries – and sectors – the sales role is changing. Here buyers do not need to be sold to, but they do want to be helped in making the right decisions.

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The Evolution of Buyer Behavior in B-to-B Technology

Tech Bytes

This post is the sixth in a seven-part series examining top trends that are reshaping the high-tech industry. According to Accenture, 94% of B-to-B technology buyers do online research, and 68% have purchased goods online. Pramil Jain co-wrote this blog post with Jason Bell.

How building a Buyer Persona from our CRM data skyrocketed our sales

OnePageCRM

If the answers to these questions aren’t at the top of mind, it’s time to re-evaluate your company’s buyer persona. What is a Buyer Persona? Most of us will have heard of the term, ‘buyer persona’, in some context or another. Buyer persona, also known as customer persona, are fictional representations of your ideal customers. Buyer persona are compiled based on real life company data relating to customer demographics, lifecycle and buyer behaviour.

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Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers

Customer Centric Selling

Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers. Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with.

Buyers Are Self Educating, So Should Sellers!

Partners in Excellence

Buyers are self educating on the web. Just as buyers are self educating, sellers have the same resources available to them. Sellers can (and should) be leveraging the Web the same way buyers are. How are they positioned and perceived within the industry?

How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before.

Us versus Them IIoT Workplace Mindset does not Work

Babette Ten Haken

Especially in today’s industrial Internet of Things work environments. In the past 5 years, these engineering and IT plate tectonics were recognized as Industry 4.0, the Fourth Industrial Revolution or the industrial Internet of Things.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Bluntly stated, he’s firing a warning flare to get our industry (including investors, CEO or executive committees, sales, marketing, etc.) Make no mistake, companies and industries always fuel growth with hype. Factor #1: Buyers aren’t as agile as you think.

Buyers Live in Systems

Sharon Drew Morgan

The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales. Buyers Have a Systems Issue, Not a Need.

Explaining Customer Loyalty and IIoT Customer Retention

Babette Ten Haken

Industrial Internet of Things (IIoT) ecosystems describe industrial manufacturing environments. Should we even be explaining customer loyalty programs in the context of the software vendors and capital equipment suppliers serving the industrial Internet of Things (IIoT) ecosystem?

Customer Retention IIoT Style, Sales Aerobics for Engineers® Blog

Babette Ten Haken

The industrial Internet of Things (IIoT) ecosystem challenges how we work, sell, engineer and communicate. In 2011, Industrie 4.0 The US version is named the industrial Internet of Things circa 2013. What does customer retention IIoT style look like?

Gartner study- buyers rate sales conversations dead last, but there’s hope- share customer stories

Insight Demand

That’s the conclusion of a recent Gartner survey where Salespeople came in last place after technical and industrial experts, services and support, and senior executives as “the most influential personal interactions across the entire buying cycle.” ( click ) .

Money Monday – Use Buyer Insight to Grow Sales

Score More Sales

Use buyer insight to grow sales). To do this you need to really be clear on what is information and what is insight – and then which will most benefit the buyers interested in potentially working with you. “b2b sales insights” buyer - About 58,800 results.

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Really, Sales Has Changed? Poppycock!

Increase Sales

There is a buyer who has a want reinforced by a need with an allocated budget. What has changed is the buyer and specifically his or her buying behaviors. Today’s buyers are better educated (for the most part).

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. Companies of all sizes, in any industry, can use Fantasy Sales Team on any CRM. Give your sales and marketing professionals a unique and easy way to build relationships with your buyers.

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18 Objections Buyers Have That Kill The Sale And How To Overcome Them

GKIC Blog

” In peer marketing within niche industries or professions, where I do a lot of work, this is especially significant. “The wise copywriter anticipates unspoken objections and answers them before they can be voiced.” ” – Jerry Buchanan.

Internet Killed The Telesales Star?

MTD Sales Training

The Modern Day Buyer. So the big question then: who is the modern day buyer and how do they now decide to make a purchase? There are some big questions you should be asking yourself when it comes to engaging with the modern day buyer.