Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

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

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 244

Unmask the Emotional B2B Buyer

Sales Benchmark Index

Article Marketing Strategy buyer behavior buying process map emotional buying

Buyer 291

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.

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 193

The Best Stories Are Told By Buyers

The Pipeline

On a tactical level, stories help younger sellers level the playing field with more senior buyers, using stories as a form of validation. The best stories are those told by the buyer, not the seller. Getting buyers to tell their story is a challenge for many sellers.

Buyer 221

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

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 238

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.

How to Use Video Throughout the Buyer's Journey

Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT

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 292

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.

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.

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 288

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

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. A great sales team starts with a manager who’s a great coach.

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 263

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 322

How High Growth Companies Conduct Market Research

Sales Benchmark Index

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

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?

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

Sales Benchmark Index

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

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.

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.

36 Things Buyers Value More Than Low Price

The Sales Heretic

Too many people in both sales and marketing get hung up on price because they believe that price is foremost in the mind of the buyer. What do buyers value [.]. Sales buyer competitors customer marketing objections presentation price product service value

Buyer 324

54 Things Buyers Want More Of

The Sales Heretic

Sales buyer customer marketing more prospect Human beings are never satisfied. Which is a good thing, because it’s that trait that causes us to continually progress. We want bigger, better, faster. We want more.

Buyer 315

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

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

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.

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 83

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

Uncover Blind Spots Through Sales and Marketing Alignment

Sales Benchmark Index

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay.

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 271

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

Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction

Smart Selling Tools

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. Even if a business’ product doesn’t look or work anything like Netflix, B2B sellers and marketers must figure out a way to accommodate buyers’ demands for highly personalized experiences.

Buyer 101

17 Sales Tips A Buyer Would Give You If You Would Listen

MTD Sales Training

These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen. So, here are some tips that buyers would tell you, to make your life easier when you approach a new or existing prospect: Make your website informative and interesting, so I can quickly approach you. It is important to buyers, but very few buy ONLY on price.

Buyer 203

Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture. Do you know who your competitors are? What makes them a competitor?

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 Content Marketing – Buyer Disconnect

The ROI Guy

By Dan Sixsmith According to a newly published report, there is a serious disconnect between the content that B2B buyers expect from marketers, and what is actually being produced and delivered. Unfortunately, most marketing is not what buyer’s expect - value focused and personalized.

Buyer 89

How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

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.