Trending Sources

Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

Most do not accurately follow the ebb and flow of buyers. A customized sales process is an excellent tool. 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.

Tools 109

Tools Don’t Make The Carpenter

Fill the Funnel

Tools don’t make the carpenter. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to accomplish his goal. The internet has sped up the pace and opened the horizons for both buyers AND sellers.

Tools 124

Tools Don’t Make The Carpenter

Fill the Funnel

Tools don’t make the carpenter. He uses tools, both hand tools and some of the newest power tools to accomplish results. He knows which tool to use to accomplish his goal. The internet has sped up the pace and opened the horizons for both buyers AND sellers.

Tools 124

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Make the buyer a hero.

Buyer 134

Your Best Prospecting Tool is Literally Staring You in the Face

Pipeliner

Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? B2B buyers are 5X more likely to engage when introduced. The post Your Best Prospecting Tool is Literally Staring You in the Face appeared first on SalesPOP!

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?”

Tools 116

Sales Tools: 6 Steps to Creating Buyer Conviction

Pipeliner

If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. The post Sales Tools: 6 Steps to Creating Buyer Conviction appeared first on Pipeliner CRM Blog.

Tools 38

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.

Buyer 109

Stay in Sync with Your Buyers with 1 Proven Tool

Sales Benchmark Index

Tools 45

How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. Then I provide a Persona Builder tool to organize your effort. What are Buyer Personas? Buyer Personas are documented descriptions of the Buyers of your product.

The Perfect Sales Tool: Is it Time to Stop Wishing?

Smart Selling Tools

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company.

Tools 126

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.

Buyer 81

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

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. A good place to start is by aligning yourself with the Buyer’s process. Buyers don’t care about your product.

B2B 132

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

No More Cold Calling

Believe that Buyer 2.0 Believe that Buyer 2.0 Here’s the truth about Buyer 2.0 and the role of technology in sales: What Do Buyers Really Want? Buyer 2.0 Your buyer will move on to your competition—after trashing your reputation and brand on social media.

Buyer 126

Do Buyers Care?

The Pipeline

It would be interesting to get the buyer’s view on this, I suspect they would base their experience on the title on a business card, and more on the quality of the engagement, independent of whether it was sales, marketing, or the garage guard. The post Do Buyers Care?

Buyer 28

5 Ways to Improve Customer Retention with Marketing Automation Tools

Salesfusion

In other words, they’ve cycled through the buyer’s journey once and they’re ready to go through it again, but this time they know the way forward. 5 Ways to Use Marketing Automation Tools to Improve Customer Retention.

How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

The impact of technology in the sales profession is profound, altering everything from strategy, tactics, process and the buyer expectaions and actions. Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. Sales News Web Tools

Tools 106

How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

But buyers are much more informed today. Download this tool to rapidly improve your prospecting results. They call the same buyer each week hoping something has changed. They are resistant to change and make excuses such as, “our buyers aren’t on social media”.

Buyer 136

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. These tools are key members of the DiscoverOrg platform’s pit crew.

Tools 55

On Integrating Social Tools

The Sales Blog

The thought leaders in social selling (and inbound marketing) suggest that cold calling is dead , that selling is only serving (providing information), and that the way buyers buy has changed so radically that you can no longer make any kind of ask without alienating your prospective client.

Tools 34

One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

Their buyers of on-premise data storage hardware only might get a “1”. Let the Scorecard tool do the math delivering an overall customer priority score. This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Just five months left.

Tools 124

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Let us look at four buyer trends bound to shake up marketing in 2013: 1.

Trends 127

Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Provide the right processes, tools, structure and guidance to best deliver revenue. But is that the same as enabling the buyer to buy? Buyers don’t care about how your organization wants to sell. Is everything you do making it easier for your buyers to buy?

Buyer 86

How To Help Buyers Shift Their Status Quo

Sharon Drew Morgan

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. It’s just another element along the buyer’s decision path that must be addressed, and can be directed, codified, and influenced – but not with a sales hat on.

Buyer 38

A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

Now there is a new tool to satisfy this need. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates. With LinkedIn’s rich member data, you can leverage your buyer persona for enhanced targeting.

When an Email Marketing Tool Isn’t Enough

Salesfusion

Nurturing relationships throughout the entire buyer’s journey. Personalizing content based on stage of the buyer’s journey. Now that we’ve laid out these differences, let’s get back to the big question at hand: When is an email marketing tool not enough?

Buyers: Take Your Rep To Work Day

The Pipeline

It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. stakeholders involved from the buyer organization these days. Illuminating the buyer’s journey.

Is 57% Your Buyer’s Number?

Sales Benchmark Index

If 57% is your buyer’s number. 57% of the buying process is completed before buyer-rep interaction. Source – SEC) This statistic is based on the “average” buyer. Your buyer isn’t average. Buyers are increasingly listing ease of doing business as evaluation criteria. Buyers are more educated before interacting with a rep. Since buyers are spending less time interacting face-to-face, each interaction is more important.

Buyer 80

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

Sharon Drew Morgan

After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. As a buyer, the very last thing I needed was to buy. THE JOB OF A BUYER.

Buyer 43

Using Buyer Personas During Pre-Sales Stages

Sharon Drew Morgan

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy.

Buyer 42

A Sales Enablement Tool for the CEO

Sales Benchmark Index

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Teach the sales force about the Buyer problems the new product solves. Highly tactical tools, information and training are required.

Create a Buyer Persona-Based Content Marketing Strategy

Sales Benchmark Index

Developing and operationalizing a steady stream of relevant content that engages buyers is the new must-have modern marketing core competency. Core to success is the development of a buyer persona-based content marketing strategy. Why Buyer Personas.

Buyer 83

Money Monday How to Focus on Buyers

Score More Sales

One of the worst things that can happen is that you don’t keep an eye on your “more probable” buyers – those buyers who seem close to making a decision, have an eminent need, and are qualified buyers. It is easy to get distracted in a sales career.

Buyer 75

We’re Smarter Than Our Buyers

No More Cold Calling

Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. Buyer 2.0 In fact, 86 percent of business buyers engage in research independent of the sales cycle. The customer is NOT always right.

Buyer 57

How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

Tony Zambito recently wrote a compelling article about the need to inform the buyer. What if the buyer isn’t buying from your company, even if they are informed? In spite of this, what if the buyer awarded their business to a competitor because your product simply isn’t good enough?

Power Opinions - Experts Select Top Three Social Media Tools

Pointclear

The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Anthony Iannarino (who listed blogs first on his list) stated that, “The best social media tool you will ever have isn’t a tool.

Buyers Aren’t Killing Sales, Sales People Are Killing Sales!

Partners in Excellence

” Ironically, I never see a post from customers/buyers—even procurement—about the death of sales, though I’m sure many would appreciate it (a variant of “What do you call 600 lawyers at the bottom of the ocean” joke —If you don’t know the answer, it’s “A good start!) What’s killing sales isn’t the buyer. We know and encourage buyers to self educate on the web. We know buyers crave relevance.

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Sharon Drew Morgan

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and providing data. Here’s a question to start thinking about Buyer Personas from a different angle: Do you want to sell/market? DEVELPING BUYER PERSONAS.

Sales 20

Bust the “Buyer 2.0” Sales Myth

No More Cold Calling

Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, They talk about the “informed buyer.” Is the so-called Buyer 2.0 Here’s the great news: Buyer 2.0 Buyer 2.0—welcome

Buyer 46

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.’.

Buyer 33