SBI Growth

FEBRUARY 8, 2024

Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close. A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity.

Survey 317

Survey How To Sales Enablement Buyer 317

The Pipeline

OCTOBER 5, 2012

A recent favourite is surveys. After all, what better way to give the illusion of caring, than to send the client a survey directly to them, especially when they have just interacted with someone at your company. But then a ray of hope in the form of a survey. I didn’t expect my money back, just being complete in my response.

Survey 257

Survey Sage Customer Call-back 257

Hubspot Sales

DECEMBER 5, 2023

When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. We've entered, what I call, "The Age of the AI-powered buyer." Buyers already overwhelmingly do their own research and are highly knowledgeable before they even engage with sales reps.

Buyer 101

Buyer Data Survey Sales Cycle 101

Zoominfo

SEPTEMBER 22, 2023

Here’s a breakdown of the key types of intent, and an in-depth exploration of what makes ZoomInfo the top-rated buyer intent provider on G2 , the largest peer-review business software platform in the world. 1 for buyer intent by G2. There are many types of intent data, and an array of providers. We generate over 1.2

Intent Data 130

Intent Data Buyer Intent Intent Data 130

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

Zoominfo

SEPTEMBER 3, 2018

But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals. 1. Surveys help marketers understand their target audience. Surveys can reveal important details about your target audience. Ready to learn more? Let’s get started! What is your age?

Survey 133

Survey B2B Webinar Metrics Buyer Persona 133

SBI

DECEMBER 12, 2018

The State of the B2B Buying Experience Survey. For this specific survey, conducted in April 2018, TimeTrade spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. Buyers are consumers first, and their experience as consumers influences their B2B buying behavior.

Survey 69

Survey B2B Buyer B2C 69

Zoominfo

SEPTEMBER 3, 2018

But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals. How Can Surveys Help A B2B Business? Surveys Help Marketers Understand Their Target Audience Surveys can reveal important details about your target audience. Ready to learn more?

Survey 100

Survey B2B Webinar Metrics Buyer Persona 100

Emissary

MARCH 28, 2023

Download Emissary’s Buyer Snapshot to gain insights on how sellers should best approach and engage with the CISO role: Download the Guide Sellers aren’t making the grade (at least not yet.) The post Survey Report: The CISO Role in Tech Purchasing Decisions appeared first on Emissary. Every tech seller needs to impress the CISO.

Survey 52

Survey Report Buyer Persona Vendor 52

MTD Sales Training

MAY 14, 2014

We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Buyer Types helping buyers buy How buyers buy the buyer''s mind what buyers look for' Buyer Types helping buyers buy How buyers buy the buyer''s mind what buyers look for'

Buyer 245

Buyer Survey 245

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

Allego

JULY 20, 2021

Are you ready for today’s new buyer? They don’t address solving your buyer’s problem. Today’s buyers don’t want to be sold; they want to buy. B2B buyers today are concerned about their needs, not your process. Successful sellers think about selling as a service to the buyer. These elements focus only on your needs.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Sales and Marketing Management

SEPTEMBER 11, 2023

A report from CSO states that 77% of buyers don’t see salespeople as a helpful resource to solve their business problems. Gartner research shows that when B2B buyers are considering a purchase, they spend less than 20% of their time meeting with potential suppliers.

Report 194

Report Survey B2B Buyer 194

RAIN Group

FEBRUARY 24, 2021

How do buyers make purchase decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We surveyed 528 buyers and sellers across the Americas, EMEA, and APAC. We asked buyers what influences their decisions the most when buying virtually.

Influencer 118

Influencer Buyer Survey Conversion 118

SBI Growth

NOVEMBER 2, 2012

The knowledge power of buyers is growing every year. Here is what I believe I have been witnessing in buyer interviews of late: The ability to consume, discern, assimilate, and make use of content on the part of buyers is doubling every year. Buyers exposed to static content for two years straight are bound to lose interest.

Buyer 282

Buyer Marketing Journal Survey 282

Allego

NOVEMBER 4, 2021

Allego surveyed over 300 B2B sales and marketing leaders to gain their perspectives on how incorporating a sales enablement approach has impacted their teams. The post New Allego Research: Sales Reps Unprepared for Buyer Product Questions appeared first on Allego. Findings Reveal Inadequate Seller Training. Learn More.

Research 143

Research Buyer Hiring Sales Enablement 143

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople? Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Differences in communication style and personality alienate buyers. They are too pushy.

Vendor 145

Vendor Study Buyer B2B 145

Showpad

JUNE 29, 2021

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. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

Buyer 59

Buyer Face-to-face Churn Analytics 59

Hubspot Sales

JANUARY 17, 2024

To find out, I surveyed 150+ consumers to get their take — and to learn how salespeople can best navigate these preferences. Moreover, they can influence purchasing decisions by increasing the confidence of their buyers. I can pinpoint the exact value of my current car, compare prices, and find the right car for me.

Buyer 83

Buyer Data Consumer Retail 83

No More Cold Calling

MAY 27, 2014

Your buyer will move on to your competition—after trashing your reputation and brand on social media. Buyers value speed, which means salespeople must always be prepared to move quickly when opportunities arise. Every buyer isn’t your customer. Are you living up to your customers’ expectations? Be Realistic. Be Prepared.

Buyer 277

Buyer Social Media Small Business Small Business 277

Allego

JULY 31, 2023

Sales reps say they spend 51% of their time on non-core selling activity, according to the Forrester Sales Enablement Society 2022 survey. Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. But chaotic content hurts sellers and buyers.”

Buyer 62

Buyer Collateral Scale Survey 62

Anthony Cole Training

JUNE 21, 2022

In fact, three-quarters of surveyed buyers prefer virtual sales over traditional sales. Many people prefer purchasing things online nowadays. If virtual selling is already part of your business strategy, you might want to ramp your efforts up. Here are 5 proven tips to help you increase virtual sales.

Survey 266

Survey Up-Sell Buyer Sales 266

Tenbound

FEBRUARY 15, 2021

Buyer and seller behavior abruptly changed last year, significantly impacting the metrics and benchmarks that provided guidance for planning and performance decisions over the last few years. These metrics need a reset, and you can help. As a participant, you’ll receive the executive report in early March.

Survey 64

Survey Report Research Buyer 64

Partners in Excellence

APRIL 15, 2024

Preface : Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. A couple of things stand out–one the survey Barry cites stating that sales people are tied with politicians in how credible people believe they are. Always brings back such fond memories.

Lead Rank 73

Lead Rank Lead Scoring Retail Engineering 73

The Pipeline

OCTOBER 15, 2020

Specifically, we will cover: Communicate value that resonates with buyers in a noisy world. Be the first to respond to an in-depth survey into prospecting today and moving forward. The Survey is a joint initiative with Hippo Video, the premier video prospecting, and sales platform for B2B sales professionals. Why pain is lame.

Survey 235

Survey How To Analysis Lead Rank 235

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. A buyer persona is a hypothetical customer that serves as a model of the buyer you want to target. Buyer personas can be created through research, surveys, and interviews. Use the Buyer Persona to Align Your Lead Gen and Sales Efforts.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

Connext Digital

MARCH 26, 2019

In this increasingly customer-centric business landscape, it’s getting more important than ever for companies to tap into their buyers’ mindset. Enter: buyer personas. Buyer personas are one of the most tried and tested ways of getting into your target audience’s psyche. How to Gather Buyer Persona Data Effectively.

Buyer Persona 105

Buyer Persona Buyer Data Ideal Customer Profile 105

Sales Hacker

SEPTEMBER 24, 2018

How do modern buyers like to be sold to? A new sales engagement survey from The Bridge Group, Modern Sales Pros and Sales Hacker provides answers to all these questions and more, based on data from nearly 800 survey respondents. Without further ado, here are the top 5 takeaways from the survey. . Probably. Even better?

Survey 68

Survey Demographics LinkedIn eBook 68

Selling Essentials RapidLearning Center

JUNE 15, 2022

In a customer survey, the global consulting firm BTS found that buyers want only 22% of presentation time dedicated to the product, but sellers on average spend 56% of their presentation discussing their products. If product talk is what buyers don’t want, what DO they want? But for buyers, product knowledge is a given.

Buyer 59

Buyer Journal Survey Research 59

Emissary

MARCH 29, 2021

For technology sellers specifically, the way technology solutions are bought by B2B tech buyers has changed dramatically. To help sales leaders understand shifts in buyer behavior and prepare their teams, Emissary conducted a series of surveys with 708 senior executives. Where do tech buyers invest their time?

Buyer 52

Buyer B2B Webinar Metrics Survey 52

Mereo

NOVEMBER 30, 2022

LinkedIn recently surveyed more than 7,500 B2B buyers and sellers to uncover the state of sales. The data revealed that B2B buyers highly value not solution benefits or fancy branding — but trust. Ultimately, 89% of B2B buyers describe the sellers they choose to move forward with as a “ trusted advisor.”.

Buyer 45

Buyer Remedy Survey B2B 45

LeadFuze

AUGUST 7, 2021

Salespeople sometimes find the buying patterns of buyers to be quite baffling. For many years, I’ve spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think. And, just as good salespeople have a system for selling, good buyers have buying patterns.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Emissary

AUGUST 27, 2021

Last year (June 2020) we asked executive-level Fortune 500 technology buyers in the Emissary human intelligence network how things were going. As you might imagine, when we talked to tech buyers last summer, their organizations were deep in the throes of adapting to the pandemic. Want More Buyer Insights? Download Now.

Buyer 52

Buyer Vendor Survey Trends 52

Zoominfo

NOVEMBER 29, 2023

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. While each generation brings its own set of preferences, demands, and expectations to the market, the report shows that younger buyers are much more likely to voice their dissatisfaction than previous generations. Take the assessment today!

B2B 130

B2B Social Media Loyalty B2C 130

Emissary

JUNE 25, 2021

In the Emissary Buyer Snapshot for Summer 2021 Playbook, we asked 191 senior executives, responsible for billions of dollars in technology spend, how they view the barrage of outreach they receive from IT vendor and technology marketers and sellers. Of course, getting the attention of buyers has never been easy. Download Now.

Vendor 52

Vendor Buyer Meeting Account Based Marketing 52