The Pipeline

DECEMBER 11, 2018

At a minimum, (and often it is just the very minimum), the public has some sense that this person had to meet some criteria to practice their profession; and that because there is a licensing body, the buyer has recourse, and the sell is accountable for their conduct. Vendors overemphasize selection criteria that aren’t important to buyers.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Zoominfo

MARCH 21, 2025

From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win. Vendor Support : Is onboarding, training, and customer service included? The platform includes tools for buyer engagement, sales enablement, team productivity, and performance tracking.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

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

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

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

FEBRUARY 18, 2025

Sales training has never been more criticalor more challenging. Markets shift overnight, competitors launch new products in a flash, and buyer expectations evolve at breakneck speed. This groundbreaking technology is transforming how enablement teams create, update, and personalize sales training content atunprecedented speed.

Training 62

Training Scale Hiring Lead Rank 62

No More Cold Calling

JUNE 15, 2017

We were one of 12 vendors under active consideration. We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. Spent time in Europe where the existing vendor was headquartered. Finally, the buyers chose the existing vendor. I pulled out all the stops.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

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

The Pipeline

FEBRUARY 4, 2020

What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Buyer Driven. As we have shared before buyers. This needs to be driven by your buyers, and how they prefer to be engaged.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

SBI Growth

SEPTEMBER 2, 2013

If you don’t do this, you’re mis-aligned with your buyers. You spend all your energy upstream of the training event. Selecting a vendor to partner with. You and your team left the training event to find 500 e-mails waiting. For example, the Reinforcement Framework Tool was created to reinforce sales leadership training.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

FEBRUARY 26, 2013

Discover how your potential customers are changing by conducting focused interviews: Download our Changing Buyer Interview Guide and discover your blind spots. Overview : Acme was the preferred vendor in the market. These LDRs were well trained and capable of qualifying true prospects. Consider the following two scenarios.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

The Pipeline

OCTOBER 6, 2016

Which interesting since many of these buyer, and certainly all the people who sell these tools point to data, but as with many things, leveraging data for success is a subjective exercise, allowing people to ignore those data points that don’t support their current opinion. To be clear, that is not an opinion, but supported by the data.

Fashion 291

Fashion Case Study Exercises Buyer 291

SBI Growth

DECEMBER 25, 2013

Only 20% of marketers will receive formal training on analytics and customer data management. Buyers are evolving their purchase practices faster than vendors are changing their marketing practices. Fragmented marketing IT point products and low adoption rate will inhibit companies'' ability to win customers.

B2B 325

B2B Enterprise Enterprise Analytics 325

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

OCTOBER 23, 2012

This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?”. Otherwise, you'll just be a commodity solution, where the buyer shops for the best price.

Customer 293

Customer Buying Cycle Software Software 293

Sales and Marketing Management

AUGUST 20, 2018

You want to move things along as quickly as you can before prospects get distracted, lose interest or find another vendor. Besides, buyers are busy, so you’ll get bonus points for your responsiveness, right? They thought they were doing the buyer – and themselves – a favor by trying to move the sale forward quickly.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Score More Sales

APRIL 5, 2014

If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. There are several reasons why e-mail alone is not the best strategy for you in connecting with potential buyers and following up with clients. What’s in it for them?

Inside Sales 240

Inside Sales Skype Ideal Customer Profile Video 240

Zoominfo

MARCH 10, 2021

So the company begins defining requirements for new CRM software, and two months later selects a vendor. There are extra costs for bigger firms because large CRM implementations are complex ; they include voluminous data migration, more record cleaning, and heavier employee training compared to smaller projects. Source: ZoomInfo.

Analysis 246

Analysis CRM Remedy SalesForce 246

Score More Sales

DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Allego

MARCH 27, 2025

Buyers are more informed and selective, conducting independent research before engaging sales reps. No longer relying on sales reps for education, only 17% of B2B tech buyers rely on sales reps as a primary information source , according to Inbox Insight. Content doesnt align with buyer needs.

Sales Cycle 62

Sales Cycle Vendor eBook Buyer 62

The Pipeline

SEPTEMBER 17, 2019

Part of a seller’s job is to drive to a decision to encourage and help the buyer make a decision. Buyers and sellers have never been more “enabled,” yet it is taking both teams longer to achieve their goals. According to Demand Gen Report’s 2018 B2B Buyers Survey Report. buyers per purchase decision.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

MTD Sales Training

OCTOBER 16, 2017

In order of importance your buyers will take action more on: PAIN. You’ll want to uncover the pain, the fears and the pleasures from your buyers. If the need for the commission and sale is greater than your desire to help the buyer then this will show. Sometimes, your buyers may not be open to what you are asking.

Consultative Selling 203

Consultative Selling Comparison Policies Commission 203

DiscoverOrg Sales

NOVEMBER 6, 2018

. “I get involved with the relationships that we have with vendors, service providers, and product provisioning,” Kingsley says, “that speaks to the employee experience. orientation, training, and communication. Data security, vendor trust, and system reliability. How is gratitude expressed inside the company?

Resources 224

Resources Decision Maker Compensation Vendor 224

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

SalesFuel

MARCH 26, 2024

But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. Remember that detail as you reengineer your sales training program.

Training 116

Training Hiring How To Proposal 116

Hubspot Sales

MARCH 13, 2025

Companies spend inordinate amounts of time and money on training sellers on products. But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep. On top of that, B2B buyers are wary of sellers trying to influence their decisions.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Hubspot Sales

MARCH 8, 2020

What to Look For in a Sales AI Vendor. There a few aspects which each vendor should be evaluated on to ensure you receive a strong return from your investment. Vet each vendor with the following five criteria before making a purchase. If a vendor has the same approach for every customer, it might be time to look elsewhere.

Lead Rank 125

Lead Rank Software Software Lead Scoring 125

Pointclear

FEBRUARY 27, 2014

Even the marketing automation software vendors themselves recognize the importance of strategy, for their own success, as well as that of their clients. Train up your team. And junior staffers need training in strategic marketing thinking. So, what should we be doing with automation, to ensure its success?

Marketing 266

Marketing Strategy Eloqua Marketo 266

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

Highspot

APRIL 1, 2025

How Artificial Intelligence (AI) Role-Play for Manager Training Works AI role-play offers dynamic simulations of real team conversations, letting managers practice conflict resolution, decision-making, and coaching in a low-stakes yet highly engaging environment. Define Your Training Goals Identify your objectives for manager development.

Training 52

Training Sales Management Hiring Lead Rank 52

Allego

MAY 4, 2021

We’re proud to announce that our sales learning and enablement platform has been selected by Corporate Visions , the leading provider of science-backed training and consulting services and one of Training Industry’s Top 20 Sales Training Companies. And it’s surprisingly easy to use. Delivering Content in the Flow of Work.

Training 117

Training Scale Webinar Metrics Lead Rank 117

Sales Hacker

MAY 8, 2023

6 in 10 of today’s tech buyers are millennials, and they hold the largest number of decision-making roles in corporate buying. If you haven’t already learned how to sell to millennial buyers, it’s past time to get caught up. Millennial buyers spend more time researching online, abhor phone calls and are socially conscious.

Buyer 114

Buyer How To Sales Enablement Face-to-face 114

Sales and Marketing Management

MAY 17, 2020

Success can only be achieved if brands, partners and vendors are aligned in a post-coronavirus world. Nearly six in 10 vendors are either maintaining their existing budgets or increasing marketing spending despite the COVID-19 disruptions. This may include creative story-telling, original content, digital training videos, and more.

Engineering 207

Engineering Revenue Incentives Incentive 207

No More Cold Calling

JUNE 9, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. In fact, tradeshow vendors are often the most egregious abusers of technology. But many salespeople find ways to muck up these opportunities with intrusive technology.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Score More Sales

SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? It has to be easy for a buyer to buy and to continue to be a part of your world. This means that 84% of the time, expectations were often not met, and were not exceeded.

Retention 254

Retention Company Customer Lead Rank 254

SBI Growth

SEPTEMBER 6, 2012

Our margin increases were coming from cost cuts and vendor renegotiations rather than increased sales.”. He conducted buyer research and asked his customers what their requirements would be. We provided them with the tools, training and support required to be effective.”. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297