Mereo

FEBRUARY 9, 2022

B2B virtual selling has become so commonplace and necessary today that we often forget about the benefits of meeting with a buyer in-person in the flesh and blood. The tools have kept salespeople and buyers connected, while slashing buyers’ costs for travel. Remember the handshake? Zoom fatigue.” Social isolation.

Buyer 41

Buyer Meeting Face-to-face Travel 41

Vendor Neutral

AUGUST 25, 2021

How To Enhance Buyer Collaboration. Enhance Buyer Collaboration, Align Outcomes, Sell Large Deals. Learn how to successfully and strategically connect and collaborate with today’s buyers, giving them the value they crave—not another product pitch. How to effectively co-create value, ideate, and collaborate with buyers.

Buyer 52

Buyer How To Webinar Metrics Journal 52

Bernadette McClelland

JULY 5, 2022

However, if it was a business opportunity, I would have placed more urgency on my time and value and also because what I have to share is urgent for that buyer’s success. Ask us how to STAND OUT and mitigate a buyers perceived risk in saying YES! to you by unleashing your/your team’s StorySelling genius.

Guarantee 369

Guarantee Strategy Journal Lead Rank 369

Selling Essentials RapidLearning Center

JUNE 16, 2021

What can salespeople hope to achieve by asking questions of buyers? You ask questions to find out how your buyer’s needs match up with what you’re selling. For example, suppose that a buyer says, “I’m worried about our unit costs.” This is highly responsive and contributes to the buyer seeing you as likable.

Buyer 59

Buyer Journal Groups Research 59

Partners in Excellence

MARCH 8, 2024

After several years working in retail, I ended up as the senior buyer at a retail chain. The amount was a hell of a lot more than I was making as a buyer. As I loved working with a team, I tried a bigger challenge leading an advertising sales team for a publisher of trade journals. This was my first exposure to sales reps.

Retail 73

Retail Hotels Journal Sales Qualified Lead 73

Selling Essentials RapidLearning Center

MARCH 26, 2024

But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. A matter of credibility Here’s what this distinction means for sales: When you have high credibility, tag questions actually help your buyer think more clearly.

Journal 52

Journal Groups Buyer Cold Calling 52

Selling Essentials RapidLearning Center

MARCH 26, 2024

But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. A matter of credibility Here’s what this distinction means for sales: When you have high credibility, tag questions actually help your buyer think more clearly.

Journal 52

Journal Groups Buyer Cold Calling 52

The Brooks Group

OCTOBER 31, 2018

The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions. A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you face speed?dating dating conversations.

Study 66

Study Buyer Face-to-face Journal 66

Sales and Marketing Management

JUNE 19, 2018

Look no further than a recent DiscoverOrg study on buyer personas. That way, potential buyers don’t feel “sold” to — instead, they receive our products and services as if they’re coming from a friend and ally. But too many salespeople today forget that this question comes from the customer’s point of view, not their own.

Referrals 219

Referrals Journal Buyer Persona Study 219

The Pipeline

SEPTEMBER 4, 2017

One reason many resort to pitching is their failure to understand the business drivers behind the purchase the buyer is undertaking. The problem is that economic buyers do not set out to buy things. But with “solutions”, or more involved purchases, buyers are more often driven by a result they are trying to achieve.

Journal 192

Journal Lead Rank Lead Scoring Buyer 192

Engage Selling

NOVEMBER 19, 2013

When a seller is happy, and the buyer is are happy, you have a successful sale. A win has to be considered a win by both parties. Observations from the real World'

Journal 48

Journal Buyer Sales 48

Selling Essentials RapidLearning Center

APRIL 18, 2023

These “entangled” relationships add value and become difficult for your buyer to unravel. Your buyer may end up thinking: “This is stuff is routine. You can find ways to routinely show your buyers what you’ve done for them lately and why it matters. Journal of Services Marketing 1998 (12):177-194. Burnham, T.

Decision Maker 52

Decision Maker Customer Journal Loyalty 52

Pipeliner

MARCH 29, 2020

Authenticity comes with emotionally engaging with people on a genuine level, so to create an action (like influencing a buyer to make a purchase), you must engage with them on an emotional level through being your authentic self. Things are more fast-paced and reactive, and there’s not time to sit down and journal.

Journal 80

Journal Intent Influencer Buyer 80

Your Sales Management Guru

MARCH 24, 2015

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. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Make the buyer a hero.

Buyer 40

Buyer Journal ROI Training 40

Sales and Marketing Management

DECEMBER 14, 2020

Buyers have increasingly embraced completing their own research for years. Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Disguised criticism So let’s assume you understand that danger, and you’ve got your ears open to what your buyer is saying. Now another danger lurks: Instead of stating their problem with your product directly, buyers may wrap the criticism with some good stuff to make you feel better. Journal of Social Psychology, Vol.

Journal 52

Journal Call-back Research Video 52

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Disguised criticism So let’s assume you understand that danger, and you’ve got your ears open to what your buyer is saying. Now another danger lurks: Instead of stating their problem with your product directly, buyers may wrap the criticism with some good stuff to make you feel better. Journal of Social Psychology, Vol.

Journal 52

Journal Call-back Research Video 52

Partners in Excellence

AUGUST 4, 2012

Much of this has been driven by the vast availability of information available to buyers on the web. Research indicates that buyers aren’t engaging sales people until they are 60-70% through their sales process. Users and buyers are engaging in richer and deeper conversations about products and solutions leveraging social media.

Buyer 92

Buyer Education Journal Social Media 92

Selling Essentials RapidLearning Center

FEBRUARY 21, 2023

If you allow your buyer to lead with a lowball offer, the deal will be smaller. You might conclude that it’s about setting expectations – signaling to your buyer that your product is worth a premium. The buyer knows you’re joking … but would you still get a better deal? But have you thought about why anchoring works?

Salary 59

Salary Scale Proposal Journal 59

Selling Essentials RapidLearning Center

NOVEMBER 22, 2022

Your buyer tells you to come back the next day with the paperwork. The buyer wasn’t prepared for this pushback. You could have saved this deal if you’d anticipated that your rival would fight back, and prepared your buyer using a technique known as the Post Close. BUYER: “Yes. BUYER: “I am. What happened?

Closing 59

Closing Vendor Journal Buyer 59

Pipeliner

NOVEMBER 14, 2022

A Research Analyst may examine a company’s performance history of its stock to aid a buyer make a decision regarding investment in that particular company. They try to acquire stock earlier to a rise in demand and sell it to buyers who are interested at a higher rate to make a profit. Small Business Journals.

Marketing 52

Marketing Journal Real Estate Banking 52

Selling Essentials RapidLearning Center

MARCH 17, 2021

In fact, according to scientific research, a well-told story affects both the brain and the body chemistry of potential buyers, putting them in the right frame of mind to buy from you. If your buyer is, say, a veteran IT specialist, learn in discovery what challenges the buyer and organization are facing. C., & Brock, T.

Transportation 109

Transportation Closing Face-to-face Journal 109

Janek Performance Group

FEBRUARY 4, 2019

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. In fact, the Journal of Consumer Research and others consistently report that 50% of all buying choices are made on emotion.

Journal 63

Journal Consumer Report Objections 63

Selling Essentials RapidLearning Center

JULY 25, 2023

The researchers surveyed 198 buyers to explore what happens when customers get angry, and found something surprising and potentially very useful for sales and customer service professionals: Customers will let you know they’re angry when they “believe they can potentially alter and/or seek a remedy for a negative event.”

Customer 52

Customer Remedy Journal Retail 52

SBI Growth

AUGUST 17, 2013

He was recognized in B2B Magazine & the Wall St Journal as one of the top 25 digital marketers. Leverage customer interviews and win/loss analysis to build personas and buyer process maps. Without personas and buyer process maps you’re flying blind. He has a proven track record of global brand building and revenue growth.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

Selling Essentials RapidLearning Center

JANUARY 30, 2023

When you’re prospecting, do you ever get the feeling that the buyer on the other end isn’t listening to you? So what can you do to disrupt these schemas in the buyer’s head? A study done by researchers at Penn State and Duke University supplies an answer: Don’t sound like what the buyer expects.

Prospecting 59

Prospecting Telemarketing How To Face-to-face 59

Selling Essentials RapidLearning Center

NOVEMBER 17, 2021

They also understand that upselling, when done with worthy intent and not mercenary greed, actually provides a service for buyers. The researchers conducted an experiment in which 200 volunteer “buyers” were divided into two groups. These buyers responded much more favorably to the loss-avoidance message.

How To 59

How To Journal Cold Calling Study 59

Crunchbase

MARCH 17, 2022

Further, 75 percent of B2B buyers and 84 percent of C-level executives are influenced by social media when making purchasing decisions. Being a trusted source of great content will bolster your credibility with buyers. Identify your B2B buyer’s pain points and, when possible, offer ideas. Social selling tip No.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

Allego

JANUARY 10, 2023

In 2022, we were named a Boston Business Journal Best Places to Work honoree for the fifth consecutive year. Looking ahead, we’ll continue to mine trends and anticipate buyer and seller behavior to see patterns that will drive our roadmap. Happy Employees. Here’s to the next 10 years! Learn More.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Hubspot Sales

MARCH 22, 2021

They have an ability to share information and ask questions that the buyer can clearly relate to, versus simply talking about their products, solutions, or company. A value-based story is then the hook or the linchpin of the credibility introduction to get the buyer engaged. Research the buyer, the company, and industry.

Lead Rank 124

Lead Rank Lead Scoring Face-to-face Decision Maker 124

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Even the best reps need training and reinforcement to effectively convey value and successfully navigate buyer interactions. Some skills are hard to measure, such as whether a sales rep can build rapport with buyers, present well on video, or handle difficult objections.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Selling Essentials RapidLearning Center

OCTOBER 13, 2021

You’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. Instead of persuading your buyer, you may have left the door open to competitors. Your buyer is overwhelmed and confused, not convinced to do business with you. Buyer: “Yes.”.

Benefit 59

Benefit Scale Journal Buyer 59

Emissary

FEBRUARY 7, 2022

My father’s perception of sales was not about the drive to achieve quota as much as it was the act of solving a buyer’s problem. After graduating with a degree in Journalism, I started my career as an admin at The Advisory Board Company in DC. Not to mention, buyer expectations have gone through the roof.

Journal 52

Journal Engineering Decision Maker Buyer 52

Pipeliner

JULY 16, 2022

We’re always reading scientific journals in a number of disciplines, looking for insights that we can apply to sales. In The Science of Selling, David Hoffeld focused on how buying occurs — how our buyers’ brains form a buying decision and how to align sales with that process. Link Between Mindset and Success. Sell More with Science.

Video 52

Video Journal Social Selling Up-Sell 52

Anne Miller

OCTOBER 6, 2022

The seminar experience helped him see how he had been doing everything wrong in how he sold and he learned an entirely new approach to building buyer relationships which ultimately helped him succeed and “make something of himself.” One I particularly liked was in the Wall Street Journal this week.

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

Hubspot Sales

JANUARY 13, 2021

As a result, reps have a harder time convincing buyers of their remorse when they do mess up. Don’t: When he lets the buyer know he wasn’t able to secure a discount. Not only does the "game show voice" grate on buyers’ ears, it also lessens the rep’s aura of confidence. Will/did this significantly inconvenience my prospect?

Proposal 119

Proposal Journal Buyer Prospecting 119

The Sales Hunter

DECEMBER 16, 2011

Purchasing Departments and Buyers. Keep a journal and record your successes and the goals you achieve. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. Tags: buyer. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211