Sales and Marketing Management

SEPTEMBER 11, 2023

And […] The post What Buyers Want From Sellers appeared first on Sales & Marketing Management. In a buying situation, most prospects want the answer to a key question: What’s in it for them? It’s up to you to show how your solution will solve their current problem.

Buyer 296

Buyer Prospecting Marketing Report 296

Sales and Marketing Management

APRIL 10, 2023

With prospects now driving their own problem-solving journeys, sellers must design their entire go-to-market strategies around enabling and facilitating the buyer-led process. The post With Buyers’ and Sellers’ Roles Upended, B2B Sales and Marketing Alignment Is Critical appeared first on Sales & Marketing Management.

Buyer 290

Buyer B2B Marketing Strategy 290

SBI Growth

JULY 15, 2024

The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research. Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. "

Buyer 296

Buyer Maximizer Influencer Research 296

Sales and Marketing Management

APRIL 20, 2022

The post To Convey More Value to Buyers, Ask the Right Questions appeared first on Sales & Marketing Management. Your reps' ability to convey meaningful value is what keeps potential clients engaged and mo­tivated throughout the process and thus more likely to say yes. It all starts with asking the right questions.

Buyer 245

Buyer Marketing Sales 245

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

The Pipeline

MARCH 23, 2021

More often than not that includes changing the habits of buyers and users. Sales is about changing habits, start with yours. It is hard to get buy-in from buyers when your sales approach is no different from others they are considering. Not use the product or the job of the buyer. You’re in charge, like it or not.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

Sales and Marketing Management

JULY 27, 2022

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Webinar Metrics 390

Webinar Metrics Buyer Sales Training 390

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. By Tibor Shanto. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Partners in Excellence

MAY 22, 2024

Somehow, we never take time to think about whether AI will replace buyers. The degree to which AI replaces buyers will have a greater impact on sellers than AI taking sales related tasks, consequently reducing the need for sellers. We know: The majority of buyers are doing everything possible to minimize seller involvement.

Buyer 137

Buyer Face-to-face Analytics B2B 137

Sales and Marketing Management

NOVEMBER 15, 2023

B2B buyers utilize both marketing- and sales-led channels throughout the buying process. Marketing and sales can work in silos, but ultimately, they do their jobs better by working together. The post How Marketing Leaders Can Align with Sales for Net Positive Results appeared first on Sales & Marketing Management.

Positioning 372

Positioning Marketing Channels B2B 372

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? The Sales Scrum Podcast.

ACT 335

ACT Face-to-face Buyer Compensation 335

Sales and Marketing Management

AUGUST 13, 2021

Organizations with modern sales presentations have a leg up in today’s selling environment. They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management.

Influencer 347

Influencer Up-Sell Buyer Sales 347

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? The post What Buyers Need From Sellers appeared first on Partners in EXCELLENCE.

Buyer 149

Buyer Incentive Incentives Discount 149

No More Cold Calling

SEPTEMBER 14, 2023

What do buyers really want? I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.

Buyer 177

Buyer Strategy Cold Calling How To 177

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales and Marketing Management

APRIL 22, 2021

Many buyers have an inherent lack of trust in salespeople. The post 7 Ways to Kill Trust in Sales appeared first on Sales & Marketing Management. Unfortunately, many salespeople make mistakes that reinforce that lack of trust.

Buyer 334

Buyer Sales Marketing 334

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

Hubspot 116

Hubspot B2B Buyer Data 116

Sales 2.0

MAY 30, 2023

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. According to Heidi, “Buyers have spoken. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Connect2Sell

MARCH 18, 2020

These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you.

Influencer 345

Influencer Buyer Meeting Sales 345

Zoominfo

DECEMBER 9, 2024

With a majority of buyers only choosing to engage sellers once theyre 60% through their purchasing journey , its crucial for go-to-market teams to have accurate, reliable insights into how active, high-priority accounts are thinking about software investments.

Buyer 130

Buyer Top of Funnel Intent Data Buyer Intent 130

Understanding the Sales Force

NOVEMBER 1, 2024

Which brings me to sales cycles. Do you know what actually determines the length of your sales cycle? A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Short Foliage Cycle. Understand this.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

Software 211

Software Software Tools Hubspot 211

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day.

Lead Rank 150

Lead Rank Lead Scoring Buyer Conversion 150

Score More Sales

AUGUST 6, 2020

What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.

Sales Cycle 310

Sales Cycle ROI Research Buyer 310

Sales 2.0

JANUARY 17, 2020

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. In my life, I’m sometimes a buyer and sometimes a seller. After enough refusals I started to think that buyers had every base covered.

Prospecting 83

Prospecting Account Call-back Buyer 83

Anthony Cole Training

OCTOBER 25, 2024

Think about a significant purchase you made recently and the process you went through as a buyer. If the investment is significant enough, most buyers will look for an expert in the area to guide them, particularly in the world of financial services.

Buyer 254

Buyer Competition Research Sales 254

Hubspot Sales

SEPTEMBER 16, 2024

Credibility is the currency of sales. 11 Common Mistakes that Undermine Your Credibility With Buyers 1. Asking Basic Discovery Questions Celeste Berke , Sales Trainer & Strategist at CBK Sales Training & Coaching , says "Showing up to discovery and asking basic questions. Check out what they had to say!

Buyer 109

Buyer Follow-up Up-Sell Decision Maker 109

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. The same is true for our buyers.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. Why would you bother with a sales system that gets such dismal results? Message to cold callers: Pestering strangers is NOT the way to prospect.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365