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.

Trending Sources

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.

3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” Often, I’m the wrong buyer for what they sell.

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Time for the Residential Real Estate Industry to Leave the Stone Age – Part 02

Increase Sales

In the real estate industry this is truly a Stone Age practice and has not kept up with the evolving marketplace. Most other industries all bear all marketing costs without compensation especially in the professional service industries.

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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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 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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[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. However, in the majority of interviews, buyers rank all the feature sets of the competing products as being roughly equal. Buyers who have a favorable view of salespeople are willing to take risks. Buyers’ preferred selling style.

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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?

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.

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.

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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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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.

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.

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.

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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?

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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?

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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.

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.

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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.

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‘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.

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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?

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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.

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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.

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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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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.

Why We Get Objections

Sharon Drew Morgan

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e.

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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.

Percentage of B2B Buyers Ranking Salespeople as Excellent, Good, Average, or Poor

HeavyHitter Sales

This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet.   The tolerance for risk also varies greatly by industry as well. This Steve W.

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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.

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 ) .

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Digital Noise is our Greatest IIoT Competitor and Why This Matters

Babette Ten Haken

Also, the veritable tsunami of industrial, retail and financial data being generated courtesy of connected devices and equipment is daunting. As a result, successfully walking the industrial Internet of Things walk is limited. So do our colleagues, buyers and clients.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. How have existing clients historically used your sales intelligence to predict buyer intentions?

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