How to Build a Prospect Insight Report Your Entire Team Can Use
Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.
[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer
Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.
[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email
Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
What do B2B Buyers Want (and Why Don’t They Like Salespeople)?
The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance.
4 Intelligence Styles of Successful Sales Professionals
It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.
[STUDY: PART 3] What Buyers Want from Salespeople
The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.
8 TED Talks All Salespeople Should Watch
We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 TED talks that can do just that.
[PART 2] What Buyers Want: The B2B Vendor Advantage
Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.
[STUDY] What Do B2B Buyers Want?
A B2B buyers' higher negative rating of salespeople is inversely related to a department’s tolerance for risk; for example, IT buyers rated 37% of all salespeople as poor - higher than any other department - while their risk tolerance was a low 5 out of 10.