Buying Journeys vs Prospect Experience: Why the Difference is Critical

Heinz Marketing

So whether we’re talking about your new house or new marketing platform, the buying journey is just a fraction of the overall prospect experience. And yet, the majority of selling organizations treat every prospect as if they’re in some stage of the buying journey.

Buy 70

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation

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?

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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 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. There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals.

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

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.

Prospecting data accuracy

Biznology

Good news: B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes.

Your Prospects Don’t Care About You

Biznology

Creating digital marketing success means addressing what your prospects do care about: what you can do for them. . Your prospects don’t care about you. The problem your prospect needs to solve The benefits they’ll experience working with you.

2016’s Most Prospected Companies By State

DiscoverOrg

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting?

Programmatic Ad Buying: What Does It Mean for B2B Marketers?

The Point

You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying.

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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.

Crafting content for the buying cycle

Biznology

Which is good, because not all prospects are interested in the same things. The different prospects I’m encouraging you to focus on are really the same prospect at different stages of his or her buying journey. All content is not created equal.

Exciting new tools for B2B prospecting

Biznology

New ways to find prospects continue to come on the scene—it seems like daily. One big new development is the trend away from static name/address lists, to dynamic sourcing of prospect names complete with valuable indicators of buying readiness culled from their actual behavior online.

The Importance of Personalization in the B2B Buying Journey

Act-On

It’s crucial to acknowledge, respect, and adjust to these types of variations for prospective customers. To be competitive and elevate your brand above the crowd, today’s marketer needs to have the tools and business intelligence to be able to adapt to each prospect individually.

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How Not to Buy Leads

ViewPoint

Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. It did not matter if they were ready to buy – or even qualified to buy. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified.

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The 7 Keys to Creating Successful B2B Marketing Copy

Speaker: Robert Bly, Independent Copywriter and Consultant

Marketers may use the same copy for their B2B and B2C clientele, but these customers should never be treated the same. In this webinar, you will get a clear overview of the 7 key differences between B2B and B2C, so your marketing is more relevant and engaging to business buyers. Join Robert Bly, independent copywriter and consultant, who will walk you through key details of your marketing copy strategy that will make a real difference to your buyers.

Business Buying Process: How Prospects Choose a Vendor

Belkins

Have you ever wondered what makes your prospects choose a certain vendor? You can offer top quality products and services and provide god-tier customer services across the United States, but 75% of your prospective buyers in Michigan will still choose a small-sized company in Lansing over you.

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.

Defining Late-Stage Prospects

Ignite

When you talk about prospects who are in the later stages of the buying journey, what does that mean? How do you identify where a prospect is in the buying/decision journey?

Getting B2B Trade Show Attendees to Buy

Webbiquity

Since there’s no crystal ball capable of divining a buyer’s mind, the only thing left to do is to take a step back and try to understand that which drives the buying decision in the people you’re selling to. B2B customers don’t fly solo when making buying decisions.

Stream On or Tune Out: Personalize Your Buyer Journey so Audiences Click Next

Speaker: Randy Frisch, Co-Founder, CMO and President, Uberflip

The way we engage with technology has changed—from the way we watch TV (Netflix), to the way we consume music (Spotify), to the way we exercise (Peloton). We have tuned out on old one-dimensional experiences. Your buyer expects each stage of the journey to be curated so they can stream away! Join Randy as he presents an actionable framework for creating experiences that will engage your buyers to stream through more of your content so they don’t tune out.

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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Intent Data: A Direct Line into Prospects Ready to Buy Your Product or Service

SmartBug Media

adjusting automated marketing content to address a buyer that has recently moved out of the “just researching” stage and into the “ready to buy” stage). Imagine sitting down at your desk, opening up your laptop, and discovering a button you'd never seen before on your browser homepage.

Flipping the Script on Disruptive Sales Prospecting

Aberdeen

Sales prospecting has become something of a running joke in the business community. Does this mean that salespeople should just pack things up and stop prospecting? But we do need to give sales the data necessary to flip the script on disruptive prospecting techniques.

List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation

Tweet Editor’s Note: Buy, build or both? Sometimes there isn’t the executive buy-in, and the budget that comes with it, to carry out the kind of inbound marketing campaigns that attract every prospect to opt in.

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4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike is unashamedly passionate AND practical about prospecting. So, what is prospecting , exactly?

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.

How Marketing Can Prime a Prospect for Sales

Modern Marketing

Marketers never intend to waste their sales team’s time, but without a conscious effort to source, qualify, and nurture potential buyers, marketers can’t know whether a prospect will buy or flake. Nothing irritates salespeople like unqualified leads.

Analyze your target’s buying process, for greater marketing efficiency

Biznology

B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it.

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. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Should You Buy B2B Leads in 2018?

PureB2B

Not all contact lists are created equal, but if you’re working to grow your B2B lead database, your two options are to buy one or build one. When it comes to finding quality leads, marketers are somewhat divided about whether buying B2B leads is good or bad for business.

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The Ultimate B2B Lead Generation Buying Guide

Unbound B2B

This article serves as a guide for b2b lead generation buying. Here are 5 signs that your sales-lead pipeline needs a makeover: You don’t have any new prospects lined up. Between closing deals and nurturing leads already in the funnel, prospecting for new clients can sometimes take a backseat. Prospecting is an area that is easy to put off, especially because it takes time and doesn’t yield immediate results. Lead generation B2B Lead Generation Buying Guide

Understanding the B2B Buying Disconnect

Cintell

Part of customer-centricity involves truly connecting with prospects before they become customers. The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process.

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Stop Guessing About Who’s Ready To Buy. Infer Gives You The Answer.

Ignite Tech

The sales cycle is longer and it’s a challenge to get the attention of your prospects. The question is: How can your reps boost sales and figure out who’s actually ready to buy? The post Stop Guessing About Who’s Ready To Buy.

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The Key Elements of Great Buying Personas

Heinz Marketing

Personas should be developed and socialized to the organization, with feedback from sales and other departments that interact with prospects and customers. You can also use this section to talk about their role within the buying committee and how they interact with other personas.

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

The Forward Observer

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends. For every prospect they pursue there's a hope that they will make a sale.

To Generate Pristine Data, Lock Down Your Buying Group

InsightSquared

It forces you and your team to get very, very specific about the people within an account who buy and to define and measure your wins. Allowing every salesperson to define their buying group differently, and record it differently in the CRM, no longer works in ABM.

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