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3 Steps to Keep Buyers Engaged During Your Virtual Meetings

Sales and Marketing Management

Author: Andy Springer Remember when we could hold meetings in person? In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . Working on other projects. Chatting with colleagues on Slack.

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Creating a Sales Process That Meets Modern Buyer Needs

Sales Pro Central Submitted Articles

Are you struggling to figure out what it takes to become a digital-first sales organization? Here are some tips for streamlining your sales infrastructure.

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Meet Your Prospects On the Right Plane

The Pipeline

Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them. Successful sellers understand the many planes’ buyers exist on, and how to navigate and communicate with each player involved. They understand that they need to meet your prospects on the right plane, theirs.

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Truth Bomb: Salespeople All Look Alike to B2B Buyers

No More Cold Calling

How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year. None of us stands out to B2B buyers.

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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. Provide value in buyer engagements. You’ll learn how to: Scale training and coaching with modern technology.

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Aligning Your Sales Process to the Buyer's Journey

The Center for Sales Strategy

It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

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Utilizing Buyer Personas in a Business Development Strategy

Janek Performance Group

Among the myriad of tools and strategies available, one aspect stands out: buyer personas. Crafting detailed buyer personas allows organizations to humanize their target audience. There, he introduced the importance of buyer personas. Here, we’ll go a step further and show how to utilize them to meet your customers’ needs.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Increasingly discerning buyers. More meetings. Longer sales cycles. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer.

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The ABM Benchmark Survey

In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales engagement takes a broad view, leveraging process, tools, training, and a host of other capabilities to ensure that your efforts align with each prospect along their buyer journey. Effective meeting engagement tips - pre, during and after. You will learn: What sales engagement is. Effective communication techniques.

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Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Buyers struggle with being overwhelmed, indecision, and trusting the information that’s presented to them. For a buyer-facing team, the struggle is also real. For a buyer-facing team, the struggle is also real.

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”. Download this eBook to find out!

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Intent Signal Data 101

“B2B buyers spend just 15% of their time interacting with brands before making a purchase decision” (Gartner). That means B2B marketers miss out on 85% of a buyer’s journey! How can B2B marketers reach active buyers sooner in the sales cycle and influence their purchase decisions? Intent signal data can help.

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The Showpad Sales Transformation Maturity Model

According to a study from SiriusDecisions, 81% of buyers today make purchase decisions based on buying experience, over product or price. In order to deliver experiences that win buyers, your entire organization must transform. But to do so, you must first recognize where you stand in terms of maturity.

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So What. So What's Changed?: A Conversation on Customer Engagement for 2022 and Beyond

Speaker: Peter Turley, Author and Award-Winning Marketing & Sales Speaker

Our job isn’t to remain stalwart in the face of this trend, but to tailor the way we present our business that meets the buyer where they are now. When your first impression to your prospective buyer grows more and more salient, how should you be rethinking ways to engage with them? when engaging your potential buyer.