Buyer Need Forrester Research Training 
Webbiquity
DECEMBER 4, 2018
More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. You also get to understand their abilities and properly map them to your buyers’ needs.
Outreach
JUNE 22, 2021
Now, your reps are no longer expected to remember ALL the information they learned in sales training, which (based on research) was never possible in the first place. Or they might bring up our position on the Forrester Wave report. These content cards aren’t a replacement for product training. Competitors. Partnerships.
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The ROI Guy
DECEMBER 16, 2014
To be successful, you need to have the right conversation and deliver the right content depending on the buyer journey stage, in order to help buyer’s overcome their fears and motivate a more timely and positive purchase decision. The key question the buyer needs answered: “ Why Now? ”. Why You?'
The ROI Guy
JANUARY 17, 2011
As today’s buyers are empowered by the Internet to do their own research and drive their own purchasing due diligence – engaging sales later than ever, or not at all – easy to use versions of these diagnostic tools need to be on-line, readily available, interactive and personalized to empower self-service research.
NetLine
NOVEMBER 30, 2023
Identify the key themes and information needs of in-market buyers at each sales stage A good place to start is by pinpointing the key themes and information in-market buyers need at each stage of their journey by analyzing intent data to uncover common trends, pain points, and interests.
Televerde
AUGUST 30, 2021
Just like B2C consumers, B2B buyers are heavily influenced by social proof. Did you know that 94% of your potential B2B buyers are doing their own research before they reach out to any potential solution providers? The days of buyers relying solely on sales reps for the information they need are long gone.
Seismic
MAY 24, 2019
The goal is to move buyers from one step to the next with content and there might be material already created by others such as third party thought leaders, analysts, or partners that provide the information buyers need. Train sales. In many organizations, training is the real problem.
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