Partners in Excellence

JANUARY 11, 2023

Think of the power available to buyers in leveraging these tools to help them think about their buying process. Think about how this tool might displace the need for sellers trying to sell, enabling more buyers to choose rep free buying experiences. What questions should we be asking ourselves and the vendors we are considering?

Buyer 129

Buyer Vendor Face-to-face Buying Cycle 129

Partners in Excellence

FEBRUARY 10, 2021

I believe shifting our vocabularies from Buyer/Seller to Buying/Selling is much more than wordsmithing. The problem with the terms Buyers/Sellers is we focus on certain roles or people of our and our customer’s organizations. Total time spent with sales people from all the vendors they are considering is 17%!

Buyer 155

Buyer Channels Vendor Strategy 155

Zoominfo

NOVEMBER 14, 2024

Recognition as a Leader: What it Means The Gartner Magic Quadrant offers a snapshot of the ABM provider landscape, evaluating vendors based on their Completeness of Vision and Ability to Execute. Customer Insights That Drive Innovation ZoomInfo didn’t enter the ABM market to be just another vendor.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

No More Cold Calling

MAY 25, 2023

How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. None of us stands out to B2B buyers. Talk to any software vendor, and they can’t wait to show you their cool software. One IT provider from another?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Understanding the Sales Force

JANUARY 9, 2025

My comments about timing will make much more sense when viewed in the context of urgency Now that you understand the importance of urgency alignment between buyers and sellers, let’s discuss timing alignment. If they view you as a trusted advisor rather than a vendor, the business could be yours.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

The Pipeline

SEPTEMBER 18, 2017

If you are the incumbent, the best way to avoid a client to change vendors, is to continuously introduce change in how your product helps the client achieve their objectives. Both require that you capture and maintain the buyer’s focus, and have them adopt the change you represent. Buyer Current State.

Vendor 250

Vendor Objections Buyer Influencer 250

No More Cold Calling

APRIL 15, 2021

B2B salespeople all look the same to our buyers. Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. The same is true for our buyers. None of us stands out during prospecting. Image attribution: Andrea Piacquadio ).

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

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

DECEMBER 28, 2020

And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. When B2B buyers need to solve a problem, they start researching online.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

MARCH 26, 2019

It may be why it is hard for salespeople to adjust to being sufficiently valuable to buyers. It is ingrained in the way sellers view what they do and what the buyers do or want. There are many companies out there who make money doing ‘Post-mortems’ for B2B vendors, to better understand why the deal went sour. Why recycle?

Fashion 270

Fashion Exercises ACT Vendor 270

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers. Silence Sucks.

Vendor 255

Vendor Discount Insurance Insurance 255

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. And referrals make business buyers 5X more likely to engage with salespeople, according to LinkedIn. Image attribution: Anna Schvets ).

Referrals 432

Referrals Customer Social Media Revelation 432

Partners in Excellence

OCTOBER 27, 2021

” We have always thought of things in terms of a seller interaction directly with a buyer. ” But buyers are solving their buying problem differently from how sellers want to solve that problem. Buyers are learning how to apply technology, AI/ML to help them search, filter and more effectively learn.

Buyer 142

Buyer Face-to-face Travel Cancellation 142

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

Selling Essentials RapidLearning Center

MARCH 19, 2025

Lots of vendors say the same thing, and customers dont always care. Does it help buyers save time and paperwork? Lead to less negotiation among multiple vendors? Unless youre the low-cost vendor, price isnt a problem you can solve. You probably know your differentiators theyre part of every standard sales presentation.

Buyer 52

Buyer How To Vendor Video 52

Zoominfo

AUGUST 27, 2024

billion digital profiles, it leverages AI and machine learning to transform buyer data into actionable insights. Key Features: Comprehensive buyer dataset with 4.2 With HG Insights’ Market Intelligence solution, businesses are able to better understand their markets, analyze vendor penetration, and allocate resources more efficiently.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

AUGUST 2, 2020

Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. Accuracy: Generally speaking, the closer a vendor is to the data source — the more accurate the data will be. The vendor should be able (and willing) to provide specifics.

B2B 245

B2B Data Vendor Intent Data 245

Zoominfo

SEPTEMBER 30, 2020

Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their company. And in order to achieve that, you need buyer personas.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Sales and Marketing Management

JANUARY 8, 2018

According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. If timeliness is important to buyers, it should be important to sellers as well.

Sales Qualified Lead 257

Sales Qualified Lead B2B Marketing Qualified Lead Leads 257

SalesFuel

APRIL 8, 2024

SalesFuel’s research shows one-third of sellers say their price being “too high” is the top objection they hear from buyers. But selling to today’s cost-conscious buyers requires a more focused approach. They have access to information and do their own research on vendors before even reaching out.

Negotiation 115

Negotiation Buyer B2B Hiring 115

No More Cold Calling

JUNE 15, 2017

We were one of 12 vendors under active consideration. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Spent time in Europe where the existing vendor was headquartered.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Zoominfo

DECEMBER 15, 2020

Find More Selling Opportunities with Buyer Intent Data. Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance. Our post, “What is Buyer Intent Data? Read more: What is Buyer Intent Data? Could you add an X feature?”.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Hubspot Sales

JULY 31, 2024

In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. Establishing trust: Consumers might move fast, but also do their due diligence when it comes to choosing trust-worthy vendors. The B2B buyer journey has evolved drastically over the past decade.

B2B 119

B2B Lead Rank B2C Real Estate 119

Zoominfo

NOVEMBER 1, 2024

Here’s what to consider when you’re looking to bring on an ABM advertising vendor. This comprehensive platform empowers marketing teams to target, engage, and convert leads into buyers through data-driven insights and personalized engagement across multiple channels. Top 10 Account-Based Marketing Platforms 1.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

The Pipeline

FEBRUARY 4, 2020

Buyer Driven. Buyers over the last few years have shown that they are willing to take insight from vendors, but the insights must be on the buyer’s terms. As we have shared before buyers. This needs to be driven by your buyers, and how they prefer to be engaged. A premium for all.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

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

DiscoverOrg Sales

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). So, how do you intercept buyers in the early part of their journey? 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). What is Intent data?

Intent Data 313

Intent Data Intent Data Lead Rank 313

No More Cold Calling

JUNE 25, 2020

Buyers are putting more emphasis on trust now than ever. Buyers consider referrals an important part of sales prospecting too. 2 percent of business buyers prefer to work with vendors who have been recommended by someone they know, and 73 percent prefer to work with salespeople who’ve been referred (Source: IDC and LinkedIn ).

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

APRIL 26, 2021

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. For sellers, this makes access to prospective buyers the first chokepoint. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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

The Sales Heretic

MAY 21, 2019

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. of respondents would switch to a different vendor if the company was more fun to do business with. In it, Beemer found that 70.1% When I first [.].

Demographics 210

Demographics Vendor Survey B2B 210