Trending Sources

Buyers Want to Talk to You

Pipeliner

57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news. The post Buyers Want to Talk to You appeared first on Pipeliner CRM Blog.

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Educated Buyers and Emerging Sales Sucker Questions

Increase Sales

Today’s decision makers in the B2B industries and even now extending into the B2C markets are becoming far better educated buyers. This change in education is starting to sprout the opportunity by decision makers to ask more sales sucker questions.

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.

Buyer 92

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here.

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How Referrals Close the Buyer Divide

No More Cold Calling

Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. Is Your Team on the Wrong Side of the Buyer Divide? A recent Hubspot infographic demonstrates the “buyer divide.” And that’s a big problem for sales teams.

6 Buyer Tactics That Will Slash Your Margins

MTD Sales Training

Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. MtdBlog how the modern buyer operates spotting buyer tactics

Why Do Buyers Buy?

Jonathan Farrington

Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains.

Buyer 90

The One & Only Reason Buyers Buy

MTD Sales Training

Can we actually narrow down the whole sales process to just one step? Buyer Types the reason people will buy why buyers will buy Is there just one reason? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Why Smart Sales Reps Identify Their B2B Buyers’ Cycle

Pipeliner

An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing. If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two.

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Sustainable Sales Success – Tip 05 – The Educated Buyer

Increase Sales

Sustainable sales success tips are all through the Internet. Yet in my sales training research very few sales programs to even books on selling recognize this important key fact – The Educated Buyer. Real Life Sales Experience.

Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer

Pipeliner

Salespeople need to learn this patience well if they are to succeed at social selling—and sales managers must allow them the time and space […]. The post Chapter 9 of Managing a Social Selling Team: Always Focus on the Buyer appeared first on Pipeliner CRM Blog.

Buyers Say: ‘Interactions with Sales People Can Add More Value’

Buyer Insights

Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. Are Sellers Adding Value? In particular they are failing to offer new ideas and insights that really help the customer to buy.

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6 Confessions of the Professional Buyer

The Sales Hunter

Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. This is a hot topic because it happens a lot.

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Tech Buyer Explains Why He Has No Use for Salespeople - Must Read

Understanding the Sales Force

Dave Kurlan Consultative Selling sales process bad salespeople elite salespeople tech buyersI managed to develop a case of poison ivy that is so bad it is making my blood boil. Earlier this year I wrote an article explaining why more salespeople suck than ever before.

Buyer 99

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.

Sales Tips: Make It About Your Buyers

Customer Centric Selling

Sales Tips: Make It About Your Buyer - Not You. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 27

Are Buyers Always Rational?

The Sales Hunter

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer.

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Why Buyers Buy

Jonathan Farrington

Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously, you have found the human reason why your prospect should buy: You have found the door to their motivation and you have opened it.

Buyer 66

Five Ways to Adapt Your Selling Methods to the Changing Buyer

Pipeliner

an individual sales contributor, sales manager, Chief Sales Officer), then you’ve noticed that your job has changed in a significant way over the last few years. The post Five Ways to Adapt Your Selling Methods to the Changing Buyer appeared first on Pipeliner CRM Blog.

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12 Dirty Little Secrets: why buyers don’t buy

Sharon Drew Morgan

Do you sit and wait for your buyer’s to close? Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or will touch, a solution to their ‘need.’.

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The Sales Process of Least Resistance

Sales Benchmark Index

Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Do your sales reps really prospect based on fairy tales? Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age. Believe that Buyer 2.0 drives the sales process?

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Sales Call and Account Planning—Tips from a Real-Life Buyer

Pipeliner

The salesperson, seeing that it’s a reputable company and potentially a decision-making buyer, decides he’d better make that call right now, without any further preparation. The post Sales Call and Account Planning—Tips from a Real-Life Buyer appeared first on Pipeliner CRM Blog.

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Think Like Your Buyer

Score More Sales

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do.

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A Sales Process Worth Following

Sales Benchmark Index

Article Sales Strategy SBI on Demand adoption buyer journey buyer process buyer-centered chuck yeager early adopter sales process sales process adoption

How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. What are Buyer Personas? Buyer Personas are documented descriptions of the Buyers of your product.

Understanding Different Buyer Types – Infographic

MTD Sales Training

As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way. [[ This is a content summary only. Infographics Buyer Types selling to different buyer types Visit my website for full links, other content, and more! ]].

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3 Rules of Thumb for Selling to Buyers from Hell

Smart Selling Tools

Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. For those of you whose job it is to contact potential buyers before getting an explicit invitation beware!

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The Truth About Buyers

The Sales Blog

The Truth About Buyers is a post from: The Sales Blog | S. Buyers are researching your product, or service, or solution and have already made a list of sales organizations they are going to consider. Buyers don’t have time to research what they need to buy.

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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

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The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers

Pipeliner

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. The post The New ABC’s of Closing: Earning the Right to Close with Today’s Buyers appeared first on Pipeliner CRM Blog. Sales Strategies closing the deal sales

Sales Pipeline Management: Fully Grasp Buyer Behavior

Pipeliner

In recent articles we’ve been discussing the vital necessity of aligning Sales and Marketing. The post Sales Pipeline Management: Fully Grasp Buyer Behavior appeared first on Pipeliner CRM Blog. Pipeline Management Sales Effectiveness

Has The Modern Buyer Changed Or Is It Just BS?

MTD Sales Training

In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers. [[ This is a content summary only. Sales Tips how to appease the modern buyer understanding the mind of the modern buyer Visit my website for full links, other content, and more! ]].

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3 Steps to Understand How Executives Make Purchase Decisions

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand b2b buying journey buyer persona buyer research Buyer Segmentation buying decision process executive buyer executive decision making purchase decisions

Buyer 60

Why the Deal Went Dark

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Sales 101

Why Your Buyer Personas Are Obsolete

Sales Benchmark Index

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then.

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Make Your Sales Team Reflect Your Buyers and Grow Revenues

Score More Sales

B2B women in sales sales strategyThe #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.

Look Beyond Sales Ego to Buyer’s Value

Increase Sales

Buyer’s value for many in sales is quickly presumed to be seller’s value. A colleague, Tibor Shanto , in a recent video blog shared his thoughts about defining value as well as other words within the sales process if the goal to increase sales is to be achieved.

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Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. But is that the same as enabling the buyer to buy? Buyers don’t care about how your organization wants to sell. Review your Sales Process.

Buyer 86

Buyers Buy for Their Reasons, Not Ours!

Jonathan Farrington

Every successful sale is made, not so much because of the excellence of your product or of your sales pitch, but because, consciously or unconsciously, you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it.

Buyer 70