Purchase regret. You have that occasionally. Maybe when you try a new product in the supermarket that didn’t taste as good as you thought. It’s part of life, no big deal, you should just accept it. Right? Well, Gartner dived into this topic and discovered that regret is a real issue because it’s a dominant […]
Before we get into “How do we influence?” Let’s realize that it is possible to win the sale and lose the customer. Why? Because the customer regrets afterwards the purchase that they made. Did you know that in 89% of the high-regret purchases, buying teams said that they disagreed “on why they were doing – […]
In earlier blogs I wrote about “buying groups”. In reality, there is a whole world behind that. Let’s dive into that and touch base on how you can influence them. If you want to effectively influence buying groups, you first need to better understand: how they spend their time who they are, and what to […]
Do you want to be sold-to? B2B buyers neither. Instead of focusing inside-out on your own sales journey, you need to focus outside-in on the customer buying journey. In this example, there are 5 stages of a customer buying journey, derived from an industry standard of SiriusDecisions. The customer journey evolves from creating awareness where […]
79% of B2B tech companies struggle with end-to-end alignment among revenue-generating teams, according to Gartner’s Tech CEO Customer Acquisition Survey. Think about the silo’s between Marketing –SDRs – Sales – Customer Success. So “8 out of 10 companies in your industry know that they should, but they don’t know how to achieve that E2E alignment”. […]
All Tech Vendors are looking to improve conversion & win rates. But strangely enough, for targeting accounts, the majority defines their Ideal Customer Profiles (ICPs) in a very simple manner, and they only do that once or twice a year. With the rapid pace of market & technology changes, ICPs need to be examined and […]
Discoveries are critical to understanding the customer’s needs, to build rapport, and to establish confidence in your solutions. At this stage you need to keep in mind that businesspeople prefer a conversation over a presentation. And questions are known to get any conversation started. But, you only have very limited time that customers spend with […]
You know that demand generation from traditional sales campaigns and outreaches is becoming increasingly difficult. Business leaders and decision-makers receive hundreds of emails every day. Prospects are constantly wading through an inbox full of requests. Every sales outreach you make by email is received in that negative state. Dr. Carmen Simon of B2B DecisionLabs did […]
The power in B2B-Sales has shifted from seller to buyer. These days buyers do their own research, they are very well informed, they decide what to buy and can do that at any moment, online. This means that for sellers to be successful, you need to have a much better understanding about how buyers buy, […]
Improving sales conversations is a top priority An Aberdeen study of several hundred best-in-class companies shows that for over half of them, improving sales conversations is the #1 priority for better business performance. Let that sink in. The best sales organizations in the world are still investing heavily in getting conversations right. At the same […]
