SalesLatitude

OCTOBER 25, 2018

How you handle each buyer interaction is a lot like how you play your golf game. The premise was that every time you walk up to the ball, think a positive thought. Then count the number of positive versus negative thoughts. Then count the number of positive versus negative thoughts. Your Phone Call to an Executive Buyer.

Positioning 85

Positioning Buyer Proposal How To 85

Product Management University

OCTOBER 16, 2023

Here’s a simple example of portfolio positioning and how it makes your product positioning more strategic. If we go back to post 3 of 10 , you’ll see the ripple effect of a customer-facing portfolio vision in full swing when it’s time to craft your portfolio (and product) positioning! It sounds strategic. You bet it does!

Positioning 59

Positioning Face-to-face Lead Rank Lead Scoring 59

Sales and Marketing Management

FEBRUARY 11, 2019

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. Reaching More Educated Buyers.

Education 330

Education Buyer Buyer Persona Social Media 330

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind. ” The answers to these questions enable us to better position our product and our company over the alternatives, hoping to convince them to choose us.

Buyer 134

Buyer Face-to-face Groups Objections 134

Product Management University

JULY 18, 2023

Does your product positioning need to be different than your sales narratives? The short and simple answer is no, but it’s highly dependent on how your product positioning is constructed. No salesperson would ever use our product positioning dialogues when talking with prospects and customers.

Positioning 52

Positioning Construction Buyer Conversion 52

MTD Sales Training

JULY 2, 2019

They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer. 1) Be curious about their current position. How did they get to the position they are now in? Remember, when you ask questions of a buyer, you lead them to think about the future in a different way. Happy Selling!

Education 186

Education Buyer How To Positioning 186

The Sales Heretic

MARCH 31, 2014

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. This is especially true of people who tend to be negatively-focused rather than positively-focused.)

Buyer 306

Buyer Positioning Marketing Customer 306

Hubspot Sales

DECEMBER 22, 2020

Affirmations are positive statements that are intended to be encouraging, motivating, and supportive. Academic research claims consistent repetition of affirmations can help people maintain a positive self-esteem, decrease defensiveness, and overcome perceived threats related to competence. Positive Sales Affirmations.

Positioning 141

Positioning Compensation Motivation Commission 141

Sales and Marketing Management

MAY 19, 2019

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. A study from SiriusDecisions found that 81 percent of B2B buyers today make purchase decisions based on buying experience, rather than product or price.

Buyer 235

Buyer B2B Guarantee Data 235

Connect2Sell

JANUARY 6, 2020

In a Qualtics panel study with 530 B2B buyers, we asked what buyers want from sellers. Here’s a sample of what buyer said. have a positive outlook. They want sellers to: be excited and eager about what you’re selling without “overselling” it. make eye contact with me. be honest and amiable. be natural, not fake.

Buyer 156

Buyer Study B2B Positioning 156

Zoominfo

SEPTEMBER 24, 2018

The most successful sales reps help buyers redefine their needs. Top performers not only get to the root of a buyer’s problem, but they also address the buyer’s goals and aspirations to uncover possibilities the buyer doesn’t even know exist. A capabilities battle between you and your competitors.

Buyer 241

Buyer Scale Groups Sales Methodology 241

The Pipeline

FEBRUARY 5, 2019

Buyers, like sellers, are creatures of ego, rather than admit they need help, they blurt it out as an aggressive question, an objection. The also-rans get defensive, close their mind to the possibilities, and respond in a way that turns the buyer off at the exact point when they were open to input.

Objections 232

Objections Buyer Hiring Call-back 232

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. Good morning everyone!

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Product Management University

NOVEMBER 29, 2023

When it comes to positioning value, sometimes the simplest things are the hardest to say. I encouraged him to replace the current copy with those two phrases since those are the end game for his target buyers. There’s a lot that goes into positioning value and making it unique and compelling. That’s a really good place to start.

Positioning 40

Positioning Lead Rank Lead Scoring Top of Funnel 40

Sales and Marketing Management

DECEMBER 14, 2020

One way to do this is by providing them with the killer content they need to successfully engage with your buyers. The conversational nature of podcasting helps establish a connection with potential buyers and build stronger relationships with your current customers. That’s why podcasts are the perfect solution to your problem. .

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

Pointclear

AUGUST 29, 2017

Perceived risk occurs when everything is fine right now, but there are factors in motion that are going to change your situation and you better make plans to defend your position. Most buyers are focused on compensation, security and recognition. What ultimate benefit or benefits does the buyer desire? Look at your forecast.

Buyer 200

Buyer Compensation Forecasting Decision Maker 200

SalesFuel

MARCH 11, 2024

Sales leaders recently gathered to discuss the many ways that buyers are changing. As Amari Gonzalez writes for LinkedIn : “Over the past few months, we sat down with some of the most innovative sales leaders today … And [we] asked them how they are connecting with buyers.” A variety of factors are influencing their behavior shifts.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Hubspot Sales

FEBRUARY 12, 2024

Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. 1: Buyers rate 2/3 of B2B salespeople as average or poor.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

Allego

OCTOBER 29, 2021

As face-to-face interactions become less frequent, finding a way to connect with buyers grows more essential. To facilitate the experience, your goal shouldn’t only be to sell to a buyer but to see the sales cycle from their perspective. As a sales professional, you’re in a unique position. Because you’re a buyer too.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Hubspot Sales

DECEMBER 5, 2023

We've entered, what I call, "The Age of the AI-powered buyer." This shift frees up sales pros to act as consultants who prioritize building strong relationships, boosting buyer confidence, understanding their needs and challenges, and using AI to offer a highly relevant, personalized experience.

Buyer 101

Buyer Data Survey Sales Cycle 101

SBI

FEBRUARY 9, 2021

Customer References & Buyer Confidence. So many of these buying decision factors apply to B2B buyers. As Brent Adamson, Distinguished Vice President, Gartner has written about and presented on , all the sales motions that go on must ultimately help build buyer self-confidence in making the decision.

Buyer 115

Buyer Customer Vendor Lead Gen 115

MTD Sales Training

NOVEMBER 25, 2018

Here are five questions that will allow you to really understand your buyer and build that longer term relationship with them: 1) What do you put your past successes down to? The answer will help you see what direction the buyer is coming from, and accentuate any positives they have experienced in the past. Happy Selling!

Buyer 175

Buyer Face-to-face Buying Cycle Vendor 175

Hubspot Sales

OCTOBER 11, 2022

Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. What the Buyer's Journey Looks Like for Consumers in 2022. What the Buyer's Journey Looks Like for Consumers in 2022. That's not to say that more conventional media has no place in the modern buyer's journey.

Top of Funnel 105

Top of Funnel Buyer Data Social Media 105

MTD Sales Training

JUNE 28, 2017

It can differentiate you, your services and your products because it offers a perspective that few buyers may be able to see themselves. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture. Past Mistakes. Happy Selling! Sean McPheat.

Buyer 181

Buyer Negotiation Influencer B2B 181

Zoominfo

AUGUST 7, 2018

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Let’s get into it!

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). We’ve compiled our top tips and best practices for selling to the social-savvy buyer. 4 Tips for Selling to the Social Savvy Buyer.

Buyer 190

Buyer Social Media Social Selling Incentives 190

MTD Sales Training

JUNE 17, 2014

Presell & Positioning adding value in the buyers mind getting an insight into the buyers mind' Visit my website for full links, other content, and more! ]].

Buyer 246

Buyer Positioning Sales Coaching Coaching 246

SBI Growth

JANUARY 10, 2017

Top-growth CMOs accelerate conversion from buyer interest into revenue faster than their competitors and industry. They accomplish this by augmenting their marketing strategy with a Revenue Growth Methodology. Think of it as a marketing strategy multiplier. Without a Revenue Growth.

Positioning 120

Positioning Revenue Strategy Buyer 120

Hubspot Sales

JANUARY 7, 2024

Overly enthusiastic language Part of a salesperson’s job is to stay positive. Talk like a businessperson, but don’t assume deep knowledge or expertise in your buyers' industry. In B2B sales, an executive sponsor is a high-level employee on the seller’s side who can provide guidance, expertise, or education to buyers.

Hubspot 114

Hubspot Buyer Decision Maker Inbound 114

Hubspot Sales

NOVEMBER 13, 2023

Capitalizing on your customers’ emotions during this moment is the key to leaving a lasting impact and creating an unforgettable buyer experience. Additionally, the rising trend of unboxing videos on social media sites can intrigue potential new customers and convert them into buyers. Why does packaging influence buying behavior?

Buyer 102

Buyer Consumer Infusion Transportation 102

SBI Growth

NOVEMBER 9, 2013

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. The Persona Builder helps to track buyer anthropology with the use of LinkedIn. This isn’t a lot.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

OCTOBER 24, 2013

The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Symptoms: High attrition; low performance; sales leaders that begrudgingly accept candidates (because the quantity available is so few); SMs with methods that don''t work for your business; SMs that haven''t evolved with the buyer evolution.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Product Management University

NOVEMBER 2, 2021

Directly from many salespeople (clients) over the past 20 years, here are the most popular responses (in no particular order) to the question, “Why don’t you use the corporate positioning deck? Here’s the problem with most positioning presentations that come from corporate marketing. Make It About the Buyer.

Positioning 52

Positioning Guidelines Buyer Follow-up 52

The Sales Hunter

OCTOBER 22, 2019

When the prospect has to involve others, your position suddenly weakens. Sure, you can ask to be part of the discussion with the new buyer. For you, on the other hand, that’s anything but normal. It’s a problem. Typically that doesn’t happen, though.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Cincom Smart Selling

DECEMBER 4, 2020

It starts with a buyer who is motivated to learn something about a problem. But the process of getting the buyer to the finish line is largely complete in the digital-selling world by the time you get to the point where the closing of the sale and the moving of the merchandise out of the cart is complete. Activities of Digital Selling.

Positioning 101

Positioning Customer Licensing Buyer 101

Mr. Inside Sales

NOVEMBER 2, 2015

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me. Positive Statement #3.

Positioning 120

Positioning Cold Calling Call-back Guarantee 120