Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

Prospects Are Not Buyers

The Pipeline

One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us.

Buyer 196

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO

Unmask the Emotional B2B Buyer

Sales Benchmark Index

Article Marketing Strategy buyer behavior buying process map emotional buying

Buyer 299

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Secrets to Understanding Buyers through Buyer Data Planning

Sales Benchmark Index

Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors. Marketing Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journey

Buyer 197

Ignoring The Buyers’ State of Readiness

The Pipeline

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. For many, you will find one piece or set aimed at your market. But they are completely ignoring the buyers’ state of readiness. At least these two sets of buyers have a timeline.

Buyer 262

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

Sales Benchmark Index

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

Do Buyers Care?

The Pipeline

of all US businesses having under 20 employees, marketing is truly part of the overall sales process.” don’t have the luxury of having two people for the roles, and more likely that the person in charge of sales and marketing is usually wearing a host of other functional hats.

Buyer 304

Where are your Buyer Personas?

Sales Benchmark Index

Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Knowing these customer attributes is now table stakes. Chances are your organization has invested in them.

Best Practices for Marketing Database Cleanse

Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.

How Does Your Buyer Strategy Change When Applying It to Customers vs. Prospects?

Sales Benchmark Index

It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.

Buyer 249

Are Your Buyers Asking WTF?

The Pipeline

Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Buyer 301

Undercover the Inch-wide, Mile-deep Buyer Behavior Opportunity

Sales Benchmark Index

Today in this post we will demonstrate how to inject buyer behavior into product strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy section and review the.

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Sales Benchmark Index

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Blow the Dust off Your Buyer Personas to Win More Deals

Sales Benchmark Index

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

How High Growth Companies Conduct Market Research

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

Five Needs Your Buyers Would Love You To Satisfy

MTD Sales Training

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. What is it that makes buyers really want to do business with you? Put simply, it’s by dealing with and going beyond the needs of buyers that will make you top of the list.

Buyer 214

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

How Market-Leading Customer Success Teams Are Responding to CoVid-19

Sales Benchmark Index

CoVid-19 is creating an unprecedented situation. In the short history of Customer Success, we have not seen a crisis of this magnitude. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

Defining the Real Buyer

Sales and Marketing Management

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings.

Buyer 265

Proven Steps to Earn Brand Preference with Content Marketing

Sales Benchmark Index

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows a thing or two about building brand preference. Today’s topic is focused on content marketing.

How To Educate Your Buyer With New Perspectives

MTD Sales Training

They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer. You can assist them in developing their market. Remember, when you ask questions of a buyer, you lead them to think about the future in a different way.

How to Use Video Throughout the Buyer's Journey

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. That’s staggering; and it means that we must educate and provide the best answers for our prospects at every stage of their journey. So the question is: will you choose to be an educator in your industry?

CMO: Did You Get It Right When Creating Personas & Buyer Process Maps?

Sales Benchmark Index

Most CMO’s have created Buyer Personas. ” Buyer Personas have to be right. buying process Buyer Personas Buyer Persona CMO Buyer Process Map Marketing Resources buyer persona development

Bad Marketing Strategy is Built on Assumption

Sales Benchmark Index

Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.

Why Most Marketing Generated Personas Fail with the Sales Force

Sales Benchmark Index

What percentage of your salesforce uses the marketing generated personas your team builds? What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning?

For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!

Sales Benchmark Index

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Content Marketing that Generates Pipeline

Sales Benchmark Index

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows how to build brand preference to generate sales pipeline. Today’s topic is focused on B2B content marketing.

Walk Alongside Your Buyers: The Right Content at the Right Moment

Sales Benchmark Index

Marketing Strategy Podcast buyer persona buyer process map content marketing content process content pyramid content strategy marketing funnel

Buyer 170

6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

We often talk about the selling skills required to deal with today’s complex and competitive market place. MtdBlog how the modern buyer operates spotting buyer tactics

Margin 272

The Buyer's Journey

KO Advantage Group

This time, I want to talk about what it’s like to be the buyer. About a year ago, I was in the market reaching out to different people who can help me revamp my website. In my videos and here on the blog, I always speak from a sales coach perspective.

Buyer 90

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Without this understanding, leveraging marketing spend can turn into a wild guess.

Trends 338

The Anatomy of a B2B Content Marketing Team

Sales Benchmark Index

Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. Today’s topic is content strategy and planning.

B2B 328

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

53 Things Buyers Want Less Of

The Sales Heretic

In a recent post, I listed 54 Things Buyers Want More Of. But buyers also want less. Sometimes buyers want less of some things in addition to more of other things. Other times buyers are only interested in less. Sales buyer customer fear marketing rejection want

Buyer 318

7 Must-Have Automated Documents for Sales Success

Market Pulse. Quotes and proposals should be considered marketing tools, with. Administrators and marketing teams can tailor templates visually and map. Providing buyers with fast, efficient, and error-free delivery of documents creates. Source: How Buyers Buy Management.