Janek Performance Group

MARCH 26, 2024

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. The importance of buyer personas is self-evident.

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Buyer Persona Webinar Metrics Buyer Strategy 62

Sales and Marketing Management

SEPTEMBER 26, 2018

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. It just isn’t possible. If so, which one?

Ideal Customer Profile 246

Ideal Customer Profile Buyer Buyer Persona Marketo 246

Marc Wayshak

AUGUST 24, 2021

Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. In this video, I’m going to show you 5 keys to a great case study presentation in sales. Check it out: 1. Think of any great movie plot. Let me explain what I mean.

Case Study 118

Case Study Study Face-to-face Benefit 118

Connect2Sell

JANUARY 23, 2019

This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers. Each post in this CONNECT2Sell series includes research from a study with 530 B2B buyers and in-field observations from a sales coach.

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Buyer How To Study Sales Coaching 229

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. In this study summary, we’ll focus on the global data. Not really.

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Study B2B Face-to-face Report 111

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. 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. have a positive outlook.

Buyer 156

Buyer Study B2B Positioning 156

Selling Essentials RapidLearning Center

JUNE 29, 2023

You may have heard, for instance, that if your buyer looks up and to the right, or covers their mouth, it indicates they’re not being honest with you. And if a buyer sees you sending these signals, they might conclude you’re not being honest with them. And that’s the real takeaway from this study. Or so the story goes.

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Study Face-to-face Video Research 52

Sales and Marketing Management

JANUARY 16, 2020

Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions. buyer enablement”?—?while

Buyer 194

Buyer Scale Face-to-face Report 194

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.

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Buyer B2B Guarantee Data 235

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Engage Existing Customers Using Intent Signal Data Buyer engagement does not end when a buyer signs their contract.

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Buyer Data Intent Signal Decision Maker 130

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

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. Because you’re a buyer too. Allow your curiosity to fuel your buyer research.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

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. .

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Buyer B2B Account Based Marketing Collateral 136

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

Lead411

MARCH 28, 2024

What is Buyer Intent Data and how can I use it? Understanding the Buyer Intent Data: Buyer intent data is information gathered from many sources that indicates a potential buyer’s interest or willingness to make a purchase. Understanding your target audience will allow you to better comprehend buyer intent data.

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Buyer Intent Intent Data Intent Buyer 52

Janek Performance Group

JUNE 30, 2023

Does your sales approach take buyer personas into consideration? In this article, we will explore the concept of buyer personas and how sales reps can apply the principles of perception and persuasion for improved performance. Sales professionals should seek to clarify the buyer’s value perspective.

Buyer Persona 62

Buyer Persona Buyer Ideal Customer Profile Lead Rank 62

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. Buyer Intent Data Sources. According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects.

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Intent Data Buyer Intent Intent Data 182

Pipeliner

FEBRUARY 19, 2018

The study detailed in this white paper set out to find: What is it like for buyers to be sold to every day? Do buyers truly give people meetings that they’ve never met before? If the buyer dismisses a seller because they don’t want to work with them, what did the seller do to get dismissed? You won’t want to miss it.

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Study Buyer SAP Groups 45

Smooth Sale

JANUARY 28, 2020

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. ‘More often, it is the human voice that will soothe concerns and direct the buyer to a better solution.’

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Study Top of Funnel Social Media Loyalty 88

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges.

Buyer 59

Buyer Face-to-face Churn Analytics 59

The Brooks Group

OCTOBER 31, 2018

The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions. A recent study published in the Journal of Personality and Social Psychology analyzed getting-to? According to the study, the follow?up

Study 66

Study Buyer Face-to-face Journal 66

SBI Growth

OCTOBER 2, 2013

Most buyers look at who is meeting with them before the actual sales call. Our case study is about a Sales VP Steve McKenzie. Since the buyer is changing, you need to change. Edelman Trust Barometer says 84% of buyers begin their buying process with a referral. It can also connect you with people to build a virtual bench.

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Case Study Social Selling Study Decision Maker 319

DiscoverOrg Sales

AUGUST 11, 2017

But what about B2B buyers? With so much of the spotlight on what sales reps could do differently, examining and understanding the psyche of buyers often gets overlooked. It turns out that it’s buyers themselves and their attitude toward risk and change that drive their view of salespeople. B2B buyers’ opinion of salespeople.

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B2B Buyer Buyer Persona Real Estate 145

Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. Buyers in 2012 had come a long way from the buyers of the 1980s. Table of contents. What is solution selling?

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Solutions Selling Exact Buyer Sales Methodology 113

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. What is Social Selling?

Buyer 190

Buyer Social Media Social Selling Incentives 190

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!

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Buyer Persona Top of Funnel Buyer Strategy 196

Sales and Marketing Management

JANUARY 16, 2020

Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions. buyer enablement”?—?while

Buyer 156

Buyer Scale Face-to-face Report 156

Sales 2.0

AUGUST 10, 2023

Non-value-add selling is going away If you don’t add value, the buyer doesn’t really want you there. You need to understand what your buyer is dealing with, and how can you potentially help them. If you don’t add value, the buyer doesn’t really want you there. Sign up for the Sales 2.0 Miro: Yes, I do.

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Scale Study CRM Up-Sell 195

Sales Hacker

FEBRUARY 15, 2022

A recent study by Gartner revealed that 43% of all buyers prefer a rep-free experience in their buying journey. The post Digital Selling Secrets Your Buyers Want You to Hear – Insights from Gartner appeared first on Sales Hacker.

Buyer 91

Buyer Study Leads Marketing Qualified Lead 91

SBI Growth

MARCH 11, 2013

I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. Frequently, Sales Reps are busy pitching their products without listening to their Buyers. They sometimes sell while the Buyer is still defining their problem.

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Buyer B2B Lead Rank Lead Scoring 333

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. How to build quality case studies. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

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Case Study Study Training How To 120

Smooth Sale

AUGUST 13, 2019

How To Attract the Right Job Or Clientele: When we take the time to study varying business models, we gain knowledge for increasing our odds for success. My Story: Study of Varying Business Models . There is need within companies to study business models. Keep Your Business Afloat ~ Study Varying Business Models! .

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Lead Rank Study Retail Policies 68

Miller Heiman Group

JULY 21, 2020

Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. 70% of buyers wait until after they’ve chosen a solution before engaging a seller. 60% of buyers view sellers as interchangeable. 60% of buyers view sellers as interchangeable.

Lead Rank 100

Lead Rank Lead Scoring Buyer Sales Methodology 100