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.

Why Buyers Buy


How are these concepts related to marketing and sales in B2B environment? Most buyers are focused on compensation, security and recognition. No decision” happens when the buyer or buyers perceive there is more risk in buying something than in doing nothing. What ultimate benefit or benefits does the buyer desire? How can you mitigate risk so that the buyers’ personal goals are met? B2B Sales

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Trending Sources

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.

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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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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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.

Enable Your Sellers to Enable Your Buyers @petermollins

Smart Selling Tools

Enabling the Buyer via the Seller. The last two weeks I participated in two excellent conferences: CEB’s ever-informative and data-rich summit and the Sales Enablement Society’s inaugural conference. We as sales enablers need to recognize this fact and act accordingly.

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

MTD Sales Training

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. 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. Most websites are on-line brochures, and many buyers want to make their decisions before making contact with you. Buyers can see them a mile away.

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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.

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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.

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Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Buyer Traits. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Some of these tips will also suggest that in some cases and at some point, you should terminate the sales process. You will not make every sale and you will not change the laws of psychics by sacrificing your time, money and dignity. Different Prospective Buyer Types. Assertive/Aggressive Buyer Tips.

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Sales Tips: Buyer's Bill of Rights

Customer Centric Selling

Sales Tips: The Buyer's Bill of Rights. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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

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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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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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.

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.

Why and How Simple Storytelling compels Buyers to Act

Babette Ten Haken

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires.

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Rebellious Buyers: Selling to People that Don’t Want to be Sold

Smart Selling Tools

Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. And today, because of the invention of the Internet, we’re experiencing a Renaissance of a different kind—a Buyer Renaissance. Let’s be real. No one likes to be sold.

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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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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.

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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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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: Seller Opinions vs. Buyer Opinions

Customer Centric Selling

Sales Tips: "Solutions" - Your Buyer's Opinion or Yours? By John Holland, Chief Content Officer, CustomerCentric Selling®.

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[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Research goals of the B2B buyer study.

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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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Losing Track of a Buyer Not Yet Ready to Buy

Score More Sales

Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. Sales Tips B2B sales strategyRecently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time.

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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®.

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Creating Emotional Connections With Customers Through Video

Smart Selling Tools

Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. How many sales people have succeeded in standing out from the pack?

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Sales Tips: WHY Should Buyers Buy from You?

Customer Centric Selling

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Sales Tips: Handling Buyer Objections

Customer Centric Selling

Sales Tips: Handling Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections.

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers.

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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Inside Sales Power Tip 101- Guide Buyers

Score More Sales

Gain control of these feeble buyers, right? One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation.

Buyer Self Sufficiency

Partners in Excellence

I read a fascinating HBR Article, “How More Accessible Information Is Forcing B2B Sales To Adapt.” It’s a relatively sophisticated discussion of the digitally savvy buyer, and the increasing trend of “buyer self sufficiency.”

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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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Sales Tips: Establish a Peer Relationship with Your Buyer

Customer Centric Selling

Sales Tips: Establish Peer Relationships with Your Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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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.

6 Sales Negotiation Secrets of Professional Buyers

The Sales Hunter

Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. If you do, the buyer knows it and will work you over even more.