SBI Growth

FEBRUARY 18, 2019

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

ACT 201

ACT Influencer Buyer Revenue 201

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

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. What is sales enablement?

Account Based Marketing 52

Account Based Marketing Top of Funnel Ideal Customer Profile Sales Enablement 52

Smooth Sale

OCTOBER 1, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Implement A Better E-Commerce Strategy to Influence Buyer Behaviors Wave goodbye to the days of circling parking lots and trudging through endless mall corridors. With every click, consumers are defining the future of retail—vibrant, dynamic, and increasingly digital.

Influencer 103

Influencer Buyer Strategy Consumer 103

Zoominfo

AUGUST 7, 2018

In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Customer relationship management (CRM) platforms aren’t strictly sales tools. Marketers can leverage CRM tools for a number of tasks, including audience segmentation, project management, campaign management, and more targeted marketing. Keep reading!

B2B 178

B2B Tools Lead Rank Lead Scoring 178

SBI Growth

JUNE 16, 2019

Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture. Do you know who your competitors are? What makes them a competitor?

Competition 296

Competition Strategy Buyer Influencer 296

The Pipeline

MAY 4, 2021

Especially in sales where your ultimate goal is to influence the outcome. Empathy done wrong can lead to buyers getting a sense incongruity, that prevents them from fully engaging. It also does not take much to demonstrate true empathy, especially when empathy is genuine, and not a sales tools. Here is why: [link].

Influencer 344

Influencer Buyer Relationals Sales Tools 344

SBI Growth

NOVEMBER 14, 2013

By signing up for our Annual Research Tour here , you’ll get the 5 Question Coaching Tool. This tool will help your sales people gain advances in sales calls. Review the buyer persona for each buyer that will be in the meeting. Look at their objectives, issues, fears, and what influences them. Author: Scott Gruher.

Buyer Persona 319

Buyer Persona Quota Buyer Follow-up 319

Highspot

MAY 30, 2025

With more self-service, fewer live interactions, and higher expectations, todays buyers demand smarter, faster, and more tailored experiences. How can you successfully capture and maintain buyer attention in this new world? TIP: Leverage Digital Rooms to earn buyer confidence. Customers who use Digital Rooms see 2.3x

Buyer 52

Buyer Meeting Scale Face-to-face 52

Sales Gravy

OCTOBER 31, 2024

and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment. Neil emphasizes the significance of understanding buyer psychology in today's digital age.

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

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!

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Zoominfo

DECEMBER 6, 2024

Beyond Basic CRM Functionality While standard CRM tools offer basic lead routing, dedicated solutions excel at managing complex workflows. By integrating seamlessly with your CRM, these tools enhance functionality and boost team efficiency. Chili Piper Chili Piper combines form routing, chat, lead distribution, and scheduling tools.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

SBI Growth

SEPTEMBER 28, 2013

As a leader of the organization why not live where your buyers live? This is why LinkedIn is a powerful tool to keep things professional and authentic. Although this is true, creating your brand as a leader has become a power leadership tool. Address your buyer’s questions in your profile. Build Your Reach.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. While many may be familiar with mainstream solutions, there are several sales acceleration tools flying under the radar that can provide a significant edge.

Tools 67

Tools Top of Funnel Lead Rank Analytics 67

Allego

JULY 17, 2023

Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity. Every role that touches the buyer journey contributes to revenue through sales, upsells, cross-sells, and renewals. What Is Buyer Enablement?

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Consistent coaching through AI ensures aligned messaging, leading to higher buyer engagement and conversions. Unified tools streamline workflows, enhancing collaboration and driving better sales outcomes.

Buyer 52

Buyer Training Coaching Scale 52

SalesFuel

MARCH 3, 2025

B2B sellers and sales managers are increasingly relying on AI sales tools to meet sales quotas. Not all AI tools deliver on their promises. Not all AI tools deliver on their promises. How can sales integrate AI sales tools? It does so by engaging with its environment, data and other influences.

Sales Tools 59

Sales Tools Competition B2B Tools 59

Zoominfo

MARCH 26, 2018

If you have yet to implement a customer-centric business model at your B2B organization, here are some steps you can take to get started: Add more buyer personas: We’ve talked a lot about buyer personas. You’re likely already using buyer personas to inform and improve your marketing efforts. Embrace the power of influencers.

B2C 209

B2C B2B Marketing Social Media 209

Mr. Inside Sales

MARCH 17, 2023

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” “If you like what you see, what is your timeline for moving ahead with this?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Hubspot Sales

AUGUST 27, 2024

Increased Conversions AI-powered pricing strategies can help increase online conversions from browsers to buyers by predicting what a customer will pay based on their previous purchasing behaviors. Many configure, price, and quote ( CPQ ) tools in the marketplace provide some level of AI pricing functionality.

Strategy 103

Strategy Margin How To Lead Rank 103

Anne Miller

NOVEMBER 8, 2024

Metaphors Influence Tough Decisions Bogdan understands that making a substantial investment commitment can be anxiety inducing, so he converts that commitment reluctance into a “yes” by telling this story. “ Dive In Metaphors are amazing persuasion tools. Pay only for results.” I wanted to take a cold plunge for health benefits.

Webinar Metrics 133

Webinar Metrics Top of Funnel Funnel Benefit 133

Zoominfo

NOVEMBER 1, 2018

B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. Your best buyers are most active on social platforms. Consider these statistics ( source ): 91% of B2B buyers are now active and involved in social media. Don’t believe us?

Demand Generation Agencies 204

Demand Generation Agencies Demand Generation Targets Demand Generation Social Media 204

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Buyers have increasingly embraced completing their own research for years. Use all the tools in your toolbox.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

MAY 30, 2018

“But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Identify your most immediately viable target buyer. Who is your target buyer? That’s frustrating. If your answer is either 1.)

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too. Demo reference technology tools. Build a script for formal customer reference recruitment.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

Sales and Marketing Management

JANUARY 26, 2018

Now, imagine if you could influence that complex internal buying journey much earlier - reaching everyone who could influence your project. It’s a good question and raises the point of the bane of every sales and marketing person’s existence: the anonymous buyers. But how do you do that if you don’t even know who they all are?

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

The Pipeline

SEPTEMBER 18, 2017

Both require that you capture and maintain the buyer’s focus, and have them adopt the change you represent. At its core, it is about first changing how the buyer/prospect views their reality. To do that, you need to do two things: Fully understand the buyer’s current view of their current state. Buyer Current State.

Vendor 250

Vendor Objections Buyer Influencer 250

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

The Pipeline

APRIL 27, 2017

Clearly you will need to build on that, and in today’s post we will offer specific steps you can take to surface and leverage Gaps in the process of helping buyers and winning deals. Most sellers take in the prospect’s objectives at face value, and jump to trying to influence how the prospect might achieve those objectives.

Margin 230

Margin Objections Face-to-face Influencer 230

The Pipeline

OCTOBER 16, 2017

As with many elements of sales that are more subjective in nature, how effective we are will be influenced by personalities, and how you approach things. She then goes on to introduce what she sells, not a product riff, but as a true graduate, she speaks to objectives and outcomes she and her company have delivered to other similar buyers.

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

The Pipeline

FEBRUARY 19, 2019

Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The vast majority move on, looking for a more ready buyer.

SME 225

SME Quota Groups Buyer 225

Hubspot Sales

JULY 30, 2024

From there, initiating conversations and strengthening relationships with business buyers and influencers got easier. Your closing statement is critical to influencing prospects to either: Put other priorities on hold immediately and follow your call-to-action instructions. Use technology to simplify the process.

Closing 122

Closing Quota How To Webinar Metrics 122

The Pipeline

SEPTEMBER 21, 2017

Ignoring the tools and resources you may want to utilize, there only three things that are going to happen; You’re going to lift it (in this case maybe a crane, so will move to the next). A key influence as to whether you will need to push, is the prospect’s current state. You’re going to push it.

SME 240

SME Objections Margin Follow-up 240

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. Do I need a sales forecasting tool? How do I evaluate sales forecasting tools? 11 sales forecasting tools to consider. Do I need a sales forecasting tool?

Sales Forecasts 130

Sales Forecasts Forecasting Tools Oracle 130

Sales Hacker

MARCH 25, 2021

Newsflash: buyer personas are useless. Or any of the other buyer personas you so carefully put together? Now that we’ve got your attention, we can come clean: buyer personas aren’t really useless. A buyer persona is one of the best tools your sales reps can use to close a deal. Or Mary from marketing?

Buyer Persona 130

Buyer Persona Top of Funnel Buyer Outsourcing Services 130

Zoominfo

FEBRUARY 28, 2018

A salesperson’s CRM—or customer relationship management platform—is one of the most used tools in their technology stack. The right tools can help you collect, analyze, and apply your data—effectively transforming your B2B selling process. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

Hubspot Sales

NOVEMBER 22, 2024

It's no wonder, then, that many folks turn to tools like HubSpot AI to streamline their cold outreach processes. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. The fact that the tool made me think about my offer's key selling points when I tested it was a big win.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72