how-your-customers-buy 
Point N Time
MARCH 26, 2018
[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] Today’s customers are doing much more due diligence before even contacting you. The post How Your Customers Buy appeared first on Point N Time. With the wealth of information users can search on, it’s critical.
SBI Growth
MAY 20, 2013
You repeat your request. And then you hear: “The customer thinks they can do it themselves”. A common hurdle you face is overconfident customers. The customer asks “ Can we do it ourselves?” The Buy vs. Build Guide will help your team. Prevent your team from alienating customers due to deal mismanagement.
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Upland
FEBRUARY 17, 2023
Buying groups have changed the world of B2B sales. In fact, there is almost double the number of buyers involved in a complex buying journey today than at any other point in history. While selling to a single buyer is a challenge, it’s nothing compared to the challenge of navigating buying groups.
Mike Kunkle
DECEMBER 21, 2023
So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, training sellers on buying process exit criteria, and enhancing manager coaching skills. Create a Customer Advisory Board.
Speaker: Brian Carroll, CEO & Founder of markempa
Here’s the thing: we have more channels, content, and technology to reach potential customers. That’s why all the automation tools, best practices, data analytics won’t help get better results until you master empathizing with your customers. But connecting with and converting buyers has never been more challenging.
Upland
AUGUST 29, 2023
Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. For any company to make the most out of its products, it is important to understand and grasp the essence of buying intent.
Upland
SEPTEMBER 29, 2023
Stakeholder mapping in sales is the process of mapping out key decision makers within the buying group of the account you are looking to do business with. You can also segment stakeholders by the amount of influence they hold over the buying group, or how much budget they have. That’s largely due to expanding buying groups.
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Sales engagement takes a broad view, leveraging process, tools, training, and a host of other capabilities to ensure that your efforts align with each prospect along their buyer journey. How to build an effective cadence. How to measure your sales engagement efforts. You will learn: What sales engagement is.
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Your buyers’ lives, preferences, and expectations have changed. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver. But how do you prepare your sales teams to do that?
Speaker: Ruth Stevens, President of eMarketing Strategy
As a B2B marketer, lead generation is likely your Job One. The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship. During this webinar, you’ll learn: The nature of the buying group and how to reach the individual members.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. We’ll walk you through how intent data can elevate your marketing operation, including how it helps you: Easily prioritize accounts Craft engaging content that converts Retain and upsell customers
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