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.
ANNUITAS
DECEMBER 23, 2014
In their 2014 B2B Content Preferences Study , DemandGen Report findings show that 68 percent of B2B buyers advise B2B content marketers to “curb the sales messaging” and 64 percent advise “Focus less on product specifications and more on value.” This requires an understanding of the buyer, their buying path and content consumption patterns.
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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.
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
AUGUST 17, 2011
At the same time the purchase process has become more complex; buyers have more stakeholders than ever to deal with (more than 6 in large organizations), extreme resource constraints, and less time than ever to evaluate opportunities, select and justify solutions and drive an ever-more complex purchase process. Not so fast.
The ROI Guy
JANUARY 17, 2011
These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. " So where does this leave traditional sales training companies.? ► October (8) Tech Marketers May Need to Rethink Budgets for 201. They do if they are.
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. Created using DALLE via ChatGPT.
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