Why Buyers Buy

ViewPoint

So, you can’t wait for that condition to occur to begin selling to the prospect. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. It takes an individual who has reached the highest level—self-actualization—to take the risk to invest in a product or solution that only promises an opportunity to improve your current situation. The product was already great. Improve a product or service.

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How Do We Find People Who Are Ready to Buy Our Product?

The Point

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. The post How Do We Find People Who Are Ready to Buy Our Product?

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Trending Sources

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

Although it wasn’t a lot of money in the whole scheme of things, it was still something and I was able to see how changing the motivation of a prospect can completely change revenue. What motivates your prospects to buy from you?

The 6 Scientific Reasons Prospects Are Not Buying From You

The Forward Observer

There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions. Why Your Product or Service?

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

What You Get When You Buy Technology

Act-On

“Nobody ever got fired for buying IBM.”. As Corporate Visions notes , “In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It made your buying decision pretty easy. How to buy marketing technology.

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Marketers Need to Focus on Prospects' Behaviors, Not Demographics

Modern Marketing

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. Paying attention to prospect intent is key to that transformation.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. Let’s explore the four key ways B2B buying is changing: 1. The Buying Process Is Growing More Complex.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer.

Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read

Act-On

Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience. Remember that this first step is 100% about the audience and 0% about your company’s product or solution.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. APIs can load data from other sources, potentially including other CRM marketing automation products, Web logs, order processing, call centers, media impressions, and pretty much anything else.

Know When Prospects Are Ready to Buy

Sales Intelligence View

You need to understand what triggers your customers to buy from you so that you can more effectively reach prospects when they hit those triggers and get more people to buy from you. Similarly, trigger events in sales get customers to buy products.

Read this article before you start a social media program

Biznology

But no complex, expensive, high-risk product or service is ever actually sold on social media. Those that follow through are then put into a conventional prospect development program.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

And, not too surprisingly, continues to be viewed as product-centric. The buyer personas identified use a different buying process for each specific scenario. With adaptability built-in to apply to the buying process specific to that scenario. by Juan Pablo Bravo.

Matching Webinar Content to the Buying Cycle

Modern Marketing

Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. To be most effective, your webinar content must be tailored to the specific objectives of each stage of the buying cycle.

Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. Supporting evidence : Case studies, reviews, or testimonials that prove the vendor (and their product) reliable.

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How long should your online business video production be?

Biznology

But what is the optimal length of an online business video production ? A sound video content marketing strategy should be looking at how to produce many videos for different parts of the buying process. The post How long should your online business video production be?

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Use Information Interview Approach for Sales Prospecting Conversations

Avitage

B2B sales organizations with a complex, “platform,” or value sales process face some of their biggest challenges in the initial prospecting stage. The process for a value sale is naturally longer than a simple product sale. In addition to the basic causes — poor, undisciplined prospecting skills and techniques — I see a flawed general approach to prospecting for the value sale model.

How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere

Biznology

The focus is on how many connections are being made, how many prospects are joining the LinkedIn community, how many views the content is generating, how much website traffic are they getting, how many people are being reached with messages. You need to give prospects a reason to change.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

If I am you ideal prospect, why should I buy from you rather than your competitors?”. To put this into perspective, take a few moments and ask yourself, “Do I clearly and succinctly state the core value proposition of the product or service that I am marketing?”.

Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. Supporting evidence : Case studies, reviews, or testimonials that prove the vendor (and their product) reliable.

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3 Problems You Need to Solve Before You Buy New Marketing Technology

The Point

But no company that I know of paved their way to marketing success solely by buying software. Have you identified key buying personas, and the specific concerns, pain points, and solution benefits for each of those personas?

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3 New Promotional Product Campaign Ideas for Your B2B Marketing

B2B Marketing Traction

Are you wondering if promotional products or giveaways make a difference? Last week Flora Taub , my friend and promotional products rep for Geiger in Southern California, sent me an email with a fun new idea – selfie sticks!

What Buying a New Phone Taught Me About Brand Narrative

Content Standard

Borderline intrusive advertising aside, the experience has given me a great lens through which to look at one of the more fascinating questions in marketing: How do brands work to create experiences and stories around products that already have enormous cachet and dedicated followings?

B2B prospecting data just keeps getting better

Biznology

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

3 Ways To Improve Targeting: Just Avoid This Statement in Your Prospecting Emails

Modern Marketing

by Melissa Madian | Tweet this It’s the beginning of 2013, and with it comes the traditional flurry of demand generation/business development/sales reps sending me emails on why I should buy their product/service. Why would I do all your prospecting work for you?

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Top Ways to Attract Prospects

LEADership

Well, 66% of consumers say that they are more likely to buy a product or service when provided with personalized offers or content! The post Top Ways to Attract Prospects appeared first on LEADership by Louis Foong, CEO The ALEA Group. Happy new year, everyone!

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

Business leaders and sales and marketing professionals are not identifying and focusing on those prospects who are ready, willing, and able to make a decision in investing in their product, software, service, or solution. All sales leads are not equal.

Oracle Buys Eloqua: Winners and Losers for B2B Marketing Automation

Customer Experience Matrix

Oracle does have an existing B2B marketing automation product, based on the technology it acquired from Market2Lead in 2010. Oracle may also be gaining a more sophisticated “cloud native” platform, since other Oracle products grew largely from on-premise roots.**

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Why People Buy Things Online [Data]

Hubspot

Just because we''re marketing things doesn''t mean we really know the science behind what makes people buy. If you don’t have good images on your website and product pages, add them now. Cost of products and services - 55%. Product quality - 56%. New product - 10%.

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5 of my favorite productivity apps

Biznology

This isn’t a review so much as simply a subjective sharing of some of the tools I use — and want to use — on a daily basis to make my work — and personal — life productive, collaborative, and organized. While I aspire to build Gerr.is

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. Technology usage “intensity” score, by product (HG Data).

Stop Hard Selling, Start Listening to Your Prospects

Leadspace

How many prospects does your sales team close on average? It all comes down to how marketing and sales are communicating with prospective buyers. Instead, embrace the idea that it’s time to listen to your prospects. People don’t always buy the best—they buy their favorite.

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

47% of companies say it takes 10 or more months for new sales people to become fully productive (67% are 7 or more months)(CSO Insights). Just when a new rep is starting to become productive, they (and their sales manager) are in the waning days of their tenure with a particular company. There is no clearly defined set of processes that effectively moves prospects from the “merely interested” to the “paying customer” column.

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4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

I define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.”

18 Tips for Planning a Flawless New Product Launch

Hubspot

If your product team is working on the next big thing , there ought to be an equally awesome launch plan in the works to accompany it. And that's where the product launch comes in. 18 Foolproof Product Launch Tips. Chat with them about their product philosophy.

Engaging Your Prospects – The Real Numbers

IKO-Systems

The question I’ve been working on lately might get you thinking: What’s the best technique to snag a meeting with a prospect? The best prospecting technique is the one that brings in the most leads with the least amount of effort.”. best practices funnel metrics prospection Studies

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43 Execs Explain How Millennials Impact B2B Buying Committees

SnapApp

. Today’s buying committees are diverse; Millennials are already taking their seats among Generation X and Baby Boomers at the buying table, making navigating the already complicated buying environment even harder thanks to their different preferences. .

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Can Marketing and Sales Provoke Prospects to Change?

B2B Marketing Directions

Astute B2B marketing and sales professionals have long recognized that their toughest competitor isn't usually a company that provides an alternative product or service, but rather the processes or solutions that their prospects are already using - the status quo.