Category: Buyer Engagement

Types of Sales Tools That Boost Productivity

sales tools

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity.

On an intuitive level, most team leaders and managers understand that the more buyers your team can engage (within a given period of time), the more deals they’ll close for your company. It’s simple enough: if your team used to reach out to 10 buyers per hour in the past, and they now reach out to 20 buyers per hour, assuming that their closing rate remains the same, you’ll get 2x the amount of successful deals.

There are various ways you can go about boosting sales productivity (for instance: setting up training sessions and getting your reps to read the best books on sales), but the most effective thing you can do is invest in a sales productivity tool or sales effectiveness tool for your team.

In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine.

Continue reading article ›

Why Successful Buyer Engagement Needs Sales Enablement

buyer engagement and sales enablement

What Is Buyer Engagement?

Buyer engagement describes the interactions between buyers and sales reps. Some examples of buyer engagement include opening an email, watching a video, reading content provided by a rep, and answering a rep’s phone call. The more meaningful the interaction, the more likely a buyer is to work with a rep.

Continue reading article ›

Best Practices to Boost Your Buyer Engagement

buyer-engagement-blog

The evolution of B2B buyer behavior has become startlingly similar to consumer purchasing. Case in point: When I wanted to purchase a social media management tool, I started with a quick Google search, just as if I was buying a new phone or gadget.

And similar to making a major consumer purchase, I didn’t feel confident in my vendor of choice until a helpful rep gave me a demo. Despite an abundance of information online, I still needed to engage with an actual seller to finalize my decision. For many modern buyers, this experience is very familiar.Continue reading article ›

4 Techniques for Effective Consultatitve Selling

4 techniques for effective consultative selling

To traditional sellers, consultative selling can feel intimidating. Instead of maintaining power in the selling process, the seller must yield it to the buyer. It’s certainly not easy to do, but consultative selling can pay off because it provides the personalized experience that modern buyers have grown to expect today. It requires selflessness and time, but implementing consultative selling techniques can help grow an organization’s sales team, increase customer loyalty, and solve each customer’s biggest needs.

Continue reading article ›

4 Steps to Sales Pitches That Engage Your Buyers

sales pitches

Buyers have had enough. In today’s fast-paced business environment, they don’t have time to sift through bad subject lines, generic follow-ups, sales jargon, or typos. This means that for today’s sales reps and marketers, the struggle to engage buyers is very real.

The truth is, your buyer is more informed than ever. SiriusDecisions states that the modern buyer has already gone through 67% of the buyer’s journey by the time they have their first meaningful interaction with a seller. This means that they’re out there doing independent research and educating themselves before you even reach them.

Since the modern buyer is educated and independent, sales and marketing teams must ensure that their outreach conveys the exact message that their buyer needs to hear at the exact moment that they need to hear it. Now more than ever, landing the right sales pitch that compels buyers to engage with your company is key. But how do you master the perfect balance between controlling the messaging that your sales reps are sending out and giving them the freedom to customize and personalize their outreach?

Continue reading article ›

Sales Enablement vs. Sales Engagement: Which Do You Need?

sales enablement vs. sales engagement

Quality over quantity: we’ve all heard the age-old advice to prioritize value instead of numbers. But of course, in sales, sellers need both quality and quantity to build a busy pipeline of qualified buyers. Sales enablement and sales engagement support sales teams in forming meaningful connections with buyers at scale and streamlining sales processes. There’s strong support for both:

  • Sales enablement: Aberdeen has shown that companies with successful sales enablement programs see 23% higher lead conversion rate.
  • Sales engagement: SiriusDecisions reports that training and supporting sellers with sales engagement can potentially increase the tenure of sales reps by 40 to 65%.

 

But what’s the difference between sales enablement and sales engagement — and which do you need for your sales team to ensure quality and quantity? To answer that question, it helps to start by defining the two different practices.

Continue reading article ›

Why Content Personalization Is Not One-Size-Fits-All

content personalization

In today’s omnichannel, hyper-digital, and buzz-filled world, it’s no surprise that personalized content is the key to breaking through the noise and engaging modern buyers.

The two questions leaders should be asking to unlock standout success are:

  1. How can we provide sales reps with an intuitive and efficient way to personalize content?

  2. How can we provide marketers with the visibility and analytics they need to inform their content development efforts?


Continue reading article ›

The Secrets to Creating Winning Sellers

sales training and productivity

As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

Continue reading article ›

Winning Over the Modern Buyer

sales strategy to engage the modern buyer

The expectations of today’s buyers have undergone a drastic transformation. Consumer-oriented companies such as Amazon and Airbnb have created great user and customer experiences that have set the bar high for more informed and frictionless buying experiences. These expectations have quickly carried over into the world of B2B buying and changed how marketers engage and influence buyers along their purchasing journey.

In our eBook, which is now available for download, you’ll learn that the modern buyer is more informed, more independent, and more demanding than ever before. But are your sellers equipped to win them over? Continue reading article ›