Smooth Sale

MARCH 19, 2025

Photo by Clker-Free-Vector-Images Attract the Right Job or Clientele: How to Utilize Packaging to Influence Customer Expectations Packaging is much more than simply protective; it sets customer expectations, too. But how exactly can various forms of packaging influence these expectations?

Influencer 78

Influencer Customer How To Consumer 78

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 ). 69% of sales professionals are self-taught and have no active social selling training program in place ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

SBI Growth

AUGUST 16, 2013

Right now buyer behavior is outpacing sales organizations. This is leading to frustration among many B2B buyers. Buyers have been trained to expect speed, availability, and a self-directed buying experience. If they have these skills they are more likely to sell effectively to the new buyer. Amazon, Netflix, EBay.

Customer 328

Customer B2C Decision Maker Inside Sales 328

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

Bernadette McClelland

JULY 1, 2013

In sales – going from a world of caveat emptor (let the buyer beware) to Caveat venditor (let the seller beware) is a shift. Advisor Beliefs Change Leadership Questions Relationship Thought Leadership awareness Increase Sales Influence Presentations Sales Results Sales Training' Our worlds though have changed.

Influencer 330

Influencer B2B Coaching Buyer 330

SBI Growth

SEPTEMBER 21, 2013

The number one reason opportunities go dark is lack of alignment between buyer and seller. An example is the seller providing pricing early while the buyer has unanswered questions. Included in this you will receive the Buyer Focused Toolkit. This occurs when the rep pushes the buyer through the sales process. Not really.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

Highspot

MAY 18, 2025

Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. Sales enablement gives sales organizations the tools, content, and training to effectively engage buyers. It ensures reps have timely resources to navigate the buyer’s journey.

Account Based Marketing 52

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

Allego

FEBRUARY 11, 2025

Todays buyers are more informed, more skeptical, and more independent than ever before. The average B2B buying group now includes 11 active stakeholders , each with their own priorities, concerns, and influence on the final decision. The stakes are high, and traditional sales training methods simply arent enough.

B2B 62

B2B Training B2C Scale 62

Salesmate

JANUARY 28, 2020

That’s why we have handpicked 19 best sales influencers from the business community. 19 best sales influencers to follow in 2020. Let’s check out these 19 sales influencers, and if you’re anywhere close to sales, you must follow them right away! He is one of the best influencers to follow on Twitter at this moment.

Influencer 143

Influencer Twitter Social Media Hiring 143

Sales and Marketing Management

JULY 26, 2018

Before that happens, though, the AI has to be trained?—? The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system. This creates a new challenge for sales management: how do you train your sales team?—?including

Training 206

Training Penetration Government CRM 206

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Understanding how to train today’s managers to coach requires understanding how your customers buy. Mapping your sales process to a buyer process is the foundation for better coaching. Learn what questions the buyer asks themselves. Because buying has changed.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

Mindtickle

MAY 8, 2025

The value of corporate training is undeniable. With a strong corporate training program, you can not only onboard sellers faster, but also ensure each rep is always equipped with the knowledge and skills needed to achieve their long-term goals. In fact, studies show that ongoing training can lead to a 50% boost in net sales per rep.

Software 52

Software Software Training Scale 52

SBI Growth

OCTOBER 12, 2013

Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. Have you adjusted your plan based on this continued shift of power and influence yet? Increased use of blogs, video, webcasts and social media are aimed at the new buyer. Where You Can Focus.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Allego

JULY 17, 2023

What’s the best training strategy? 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. And within that, buyer enablement has emerged. What Is Buyer Enablement?

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

SBI Growth

OCTOBER 29, 2013

During this session you will receive input on 3 critical path items: Your Number — How you can influence receiving a fair number from your boss. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. In this report we heard from over 15,000 B2B buyers.

Territories 308

Territories Compensation Buyer Social Selling 308

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?” ON DEMAND SALES TRAINING THAT GETS RESULTS! And isn’t that what you want to do?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Sales and Marketing Management

DECEMBER 14, 2020

Buyers have increasingly embraced completing their own research for years. The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

DECEMBER 5, 2013

Get the help needed to influence those you can’t fully control. Within your sphere of influence, you can deliver results for sales leadership. Training: Have you given your team the right training? Some people just need the right information and training to become more productive.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

MTD Sales Training

NOVEMBER 27, 2017

Most of your learning will take place on the job and outside of a training classroom, so look for chances to build your knowledge and keep an eye out for improving your learning every day. Improve Your Persuasion And Influencing Skills. MTD Sales Training. MTD Sales Training. That way, it will become a habit.

Influencer 267

Influencer Knowledge Base Research Trends 267

SBI Growth

JANUARY 22, 2013

Furthermore team structure that has evolved has come from changes influenced largely by individual staff strengths/weaknesses vs. team capability. Buyers expect value-based content, not brochure-ware. Staff are trained/experienced to perform this capability. Staff have limited training, or little to no experience.

Demand Generation 322

Demand Generation Demand Generation Targets Customer Marketing 322

Highspot

JANUARY 23, 2025

Attributes such as empathy, communication, and critical thinking directly influence sales performance. Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. What is Soft Skills Training? Did you know?

Training 52

Training Negotiation Exercises Proposal 52

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

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. After all, buyers are 70% through their buying process before you even find out about them, right? You MUST spend your day working to make contact with potential buyers.

Cold Calling 277

Cold Calling InsideView Lead Scoring Lead Rank 277

MTD Sales Training

OCTOBER 5, 2018

The person may, though, be a key influencer in the process, so you will want them to feel they have confidence in your approach and so build up trust. Doing that may well help you get to the next stage in the sale if the person does have influence with the final decision-maker. 2) Make sure your research is complete and accurate.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Score More Sales

OCTOBER 3, 2014

These will help you stay on top of email and know when your buyer or customer has opened the email you have sent. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

Smooth Sale

JANUARY 13, 2025

Because of this, its vital that brands put their best foot forward and leave the right first impression on the buyers they engage with. One way to achieve this is by creating strong relationships with the individuals who influence purchasing decisions. Learn more to train teams and join the advocacy program.

B2G 109

B2G Lead Rank Lead Scoring Webinar Metrics 109

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Highspot

JANUARY 23, 2025

Be sure to master the four Ps of marketingproduct, price, promotion, and placementthrough GTM training. The truth is, throwing a product into the market and hoping buyers will come seldom works. Go-to-market training equips you with the marketing, product, and sales skills to avoid launching a product no one needs.

Course 52

Course Training Strategy Marketing 52

No More Cold Calling

MAY 25, 2017

This month’s guest blogger, Tim Hughes—author of Social Selling: Techniques to Influence Buyers and Changemakers —discusses social selling offenses and how to rectify them. Maybe some training might help? And considering account-based sales is all about relationships, perhaps a different approach is in order. By Tim Hughes.

Account 288

Account Social Media Social Selling Twitter 288

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. It is important to be transparent with your customers about the factors that influence your pricing elasticity.

Strategy 103

Strategy Margin How To Lead Rank 103

MTD Sales Training

JULY 9, 2019

By condemning the buyer as a fool for not seeing you is counterproductive and leads to your attitude being one of constriction and lack of advancement. So, what strategies can you consider that would help in the situations where you can’t get in front of the buyer? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

SBI Growth

JULY 3, 2013

In today’s buying process, prospects are highly influenced by peer referrals. Guideline Toolkit: Training and steps on how to leverage LinkedIn. Contribute Buyer Process Map Insights. Marketing is able to provide insights to the discussion by informing the team of key buyer actions. Enable continuity of brand messaging.

Guidelines 300

Guidelines Referrals Construction Survey 300

SBI Growth

JULY 4, 2013

For example, Sales Reps get stuck with influencers. All the training and coaching meets the moment of truth with the customer. They are not diagnosing where the buyer is in their journey. They take a team effort to land. Sales rep isolation can lead to losing these deals. Why not have our CIO reach out to their CIO?

Sales Management 314

Sales Management Negotiation Face-to-face Coaching 314

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some sellers and not others.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Score More Sales

JANUARY 27, 2014

What are you already doing that IS working for you every day to be excited about contacting potential buyers? The idea is to get inspired to take action. Which one does it for you? ” – I love that slap – it represents to me a call to action.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

Sales and Marketing Management

AUGUST 5, 2020

Let the buyer make the first offer. If the buyer goes first and offers a low range, the price may be lower than what could have been achieved. This will anchor the price and qualify the buyer. When sellers take emotion out of negotiation, they miss a huge opportunity to connect with and influence buyers.

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218