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10 Discovery Questions to Uncover Buyer Needs


The post 10 Discovery Questions to Uncover Buyer Needs appeared first on ZoomInfo Blog. He and RAIN Group have helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries transform their sales results and unleash their sales potential.

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How B2B Technology Buyers Need You to Market to Them


That means vendors need to figure out how to stand out in the overcrowded market, and really focus on their buyers. Here are some of the ways we’ve learned that B2B technology buyers need you to market to them. They want their needs and pain points front and center. They want to know you’re the authority.


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Uncovering Buyer Needs in Sales [10 Questions]


Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. Sellers hear a buyer’s complaint and often jump to problem-solving far too quickly. While this is essential for sales success, it’s also only half of the story.

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Report: B2B Marketers Falling Short in Connecting to Buyers’ Needs

KoMarketing Associates

Although B2B marketers are now offering a wide array of products and services, new research suggests that B2B buyers are still challenged to search, identify and choose the right solutions for their needs. Part 3 of Merkle Loyalty Solution’s “B-to-B Loyalty Report” recently shed light on these challenges and how they impact B2B buyers.

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Does Your Content Meet Your Buyers' Needs?


Buyer Personas and Journey Maps guide our strategic content planning, and we measure how those strategic choices help us be more buyer-centric with more effective content. But how do you measure if content effectively meets your buyers needs? We recently implemented this philosophy for a Guide we created at Akoonu:

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Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement


Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated.

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B2B Buyers Need Insights, Not Just Information

KEO Marketing

By the time buyers are ready to purchase, they’ve already developed a sense of the type of solution that will address the problems they face. That’s why you need to go beyond just providing information and start delivering insights. They’ve got loads of information on which to draw.