PandaDoc

MAY 13, 2024

There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. Humans aren’t purely rational — psychology influences every decision we make. What is sales psychology?

Closing 52

Closing Legal Real Estate Trust 52

Heinz Marketing

MARCH 19, 2021

Get human in your marketing now to reach B2B buyers in 2021. Though empathy is often considered the basis of emotional intelligence (EQ), it doesn’t always get the respect it deserves in business situations. Read on for her five-step process to develop B2B stories that resonate with buyers using empathy. Human people.

B2B 136

B2B Drivers/motivators Up-sell Prospecting 136

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. B2B ecommerce: 2 key differences of B2B buyers. Indeed, the argument is made regularly that B2B buyers are “rational.”

B2B 130

B2B B2C Retail X-functional 130

SaaStr

DECEMBER 5, 2023

The one thing founders don’t do early enough is scope, engage, and nurture all stakeholders involved, not just the economic buyer or technical champion but the broader organization. You always have to build more relationships within the customer organizations Gong, as an example, started as an SMB platform and went to Enterprise.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

FEBRUARY 3, 2021

1 Rational & Committee Buyers. While that is undoubtedly a legitimate strategy, B2B buyers, especially at the enterprise level, need logical, fact-based reinforcement to commit to a sale. #2 However, this is not always the best strategy. There’s always plenty of hype surrounding a new feature or product launch.

Launch 66

Launch Pipeline Trust B2B 66

Sales Pop!

JULY 2, 2022

It was certainly not always this way. Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time). Today this has resulted in the use of an “ideal buyer persona” model in sales (a buyer type which responds the exact same way every time).

CRM 97

CRM Pipeline Education Sales 97

Gong.io

JANUARY 12, 2022

As always here at Gong, our recommendations are based on data … not assumptions. Here’s a successful cold calling example : Always lead with their first name. Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? you are in. How’ve you been?”

Cold Call 62

Cold Call Sales Pitch Meeting 62

SalesPop

APRIL 23, 2021

These subjects require more rational—and less emotional—thinking. Let’s take a look at how we can obtain that rational, logical scenario. From my observation, only a few companies manage the problems for quotas and forecasting well. This has never worked, as it’s based primarily on guesswork. The Target. Each star is worth 20 percent.

Account management 98

Account management Quota Pipeline CRM 98

Hubspot

FEBRUARY 28, 2018

As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. Define your buyer. Just like you don't like listening to a self-absorbed acquaintance blabber, buyers don't like listening to salespeople talk at length about their companies or offerings. See below.

Sell 101

Sell Retail Prospecting Up-sell 101

Heinz Marketing

FEBRUARY 13, 2023

So that’s always interesting. The first is, these buyers are all operating within the context of a recession, and we don’t know whether we’re already in one, if one’s going to happen, period. Welcome everybody to another episode of Sales Pipeline Radio. I’m your host, Matt Heinz.

Pipeline 101

Pipeline Sales Pitch B2B 101

Sales Hacker

MAY 19, 2021

They learn to tailor their approach for each customer and are always trying to find a better way to convert leads into opportunities. What really gets the attention of potential buyers is a super personalized email in their inbox. Later, when the customer reaches the AE, they can begin the rational evaluation of your product.

Referrals 81

Referrals Growth Prospecting Meeting 81

ConversionXL

JANUARY 27, 2021

To give buyers a better idea of what the speaker looks like in a ‘real’ environment. Whether you choose 13 or B, there were invisible forces at play; If you just finished dealing with numbers in Google Sheets, you most likely saw number “13.” This is achieved because sets reduce the choice between alternatives.

Electricity 139

Electricity Represent Product Presentation 139

ConversionXL

MAY 26, 2016

To help answer these questions, buyer modalities were created to help categorize visitors and their purchase behavior. Buyer modalities are meaningless and personality models as a whole are extremely difficult to apply to online marketing and optimization. What Are the 4 Buyer Modalities? Who visits your site? The only problem?

Entertainment 76

Entertainment Engineering Follow-up Conversion 76

Gong.io

JANUARY 21, 2022

Most sales methodologies focus on uncovering and satisfying buyers’ needs. It ignores what they see as the most important element in successful selling: challenging the buyer. First and foremost, the Challenger Sales model is a teaching-based sales model that focuses on having sales reps educate buyers. A major one.

Objectives and Key Results 71

Objectives and Key Results Sales Up-sell Education 71

Gong.io

OCTOBER 18, 2021

Starting with a nexus allows you to tackle the “way we’ve always done things” head on. Zuora presents an undeniable change in the buyer’s world, one that is certainly not dependent on their product BUT one their product solves in a significant way. Bonus: The focus is on the buyer. The Problem. The Value Proposition.

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

Sales Hacker

APRIL 4, 2018

The behavior of the B2B buyer has fundamentally changed. Despite this, most B2B companies still force old school sales practices on new school buyers. Buyers have more choices than ever before, and brands no longer have the option of delivering a bad experience. But we can’t put the burden of providing information on the buyer.

Cold Call 85

Cold Call Sales Trust B2B 85

Hubspot

AUGUST 30, 2023

Most of our interactions are often driven by emotions, yet we’re not always aware of that. This means that when we‘re making decisions based on our emotions—whether it’s about how much money we want to spend or which product we want to buy—we're not making these decisions as efficiently or as rationally as we could be.

Cross-sell 63

Cross-sell Price Sales SQL 63

Hubspot

MARCH 23, 2018

On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. Proactive sales psychology to prepare for the toughest buyer objections ahead of time by establishing the right mental and emotional state. Always start your sales calls in style. Always begin with a positive comment or anecdote.

Sports 101

Sports Sales Prospecting Up-sell 101

Sales Hacker

MARCH 26, 2019

Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. It has developed mental shortcuts around rational thought: like factory-settings that help us avoid change by ignoring, rejecting, or modifying what we hear. The brain has evolved in strange ways.

Represent 86

Represent Sales Technique Prospecting 86

Hubspot

FEBRUARY 2, 2021

In a world where buyers are constantly inundated with buying options and information, the majority of stress from B2B sales tends to fall on prospects. It's a buyer's world, so the object of a sale is to make the buying process as easy as possible. Your buyers are professionals, so give them some credit. Being Overly Responsive.

Construction 94

Construction Pitch Sales Prospecting 94

ConversionXL

JANUARY 15, 2016

So, if you’re making a truly rational argument, you’ll want to ensure you’re optimizing for system two. System one is instinctual, fast, and emotional while system two is rational, slow, and logical. System two is easily defeated while system one is always on. Trick question. Which system is driving right now?

Process 90

Process Campaign Presentation Price 90

Sales Hacker

MARCH 27, 2018

You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. Always have more people to see than you have time to see them. It’s always best to reverse engineer the number of opportunities your reps need to bring in, in order to hit quota. Brian Tracy.

B2B 89

B2B Prospecting Cold Call Referrals 89

Sales Hacker

SEPTEMBER 25, 2020

Your campaigns should be designed around the life and habits of your buyer. While your buyer persona acts as your north star, you shouldn’t overlook the nuance of the human experience. Your buyers will shift, their struggles will evolve, and their habits will change. Cold calling may be a better strategy. Only 23.9%

Campaign 69

Campaign A/B testing Follow-up Angle 69

Sales Hacker

JULY 10, 2020

Economic buyer. The E stage of MEDDPICC is all about solving that by identifying your economic buyer. This is your economic buyer, and this will be the person saying YES to your great idea! But as you work with other members of your prospect’s decision team, be sure to share your findings with the economic buyer.

Legal 116

Legal X-functional Contract Presentation 116

Salesmate

MARCH 3, 2020

There is always a way to deal with stressful situations. one of the things that goes out the window during those times of stress is rational, logical thinking. So, it is pivotal to listen to your potential buyers as it helps in establishing and nurturing a relationship. It helps in capturing the potential buyer’s attention.

Sales 106

Sales Gaming Prospecting Closing 106

Gong.io

JANUARY 5, 2019

For too long, outspoken sales leaders have “known” that such-and-such a sales methodology is always successful or never works. That means educating your buyer about a problem they either undervalue or don’t know they have. Rational Drowning: Tally the costs associated with the problem in a way that gets the buyer to squirm.

Pitch 131

Pitch Sales Up-sell Contract 131

ConversionXL

NOVEMBER 19, 2015

Accoriding to Bentzel, “the emotional manipulation is always and often rationalized under the flag of ‘serving the customer’.” As the SEO Doctor pointed out , even Google isn’t always so righteous in their practices. What is “Skinner Box Marketing”? You remember B.F. Skinner from psychology 101?

Technique 128

Technique A/B testing UX Commission 128

Heinz Marketing

NOVEMBER 8, 2017

SiriusDecisions research directors and analysts presented several frameworks that martech buyers (and sellers) can benefit from. The Justification Framework helps the buyer determine priorities in a logical manner to answer “why purchase now?” Rationalization – cost savings and improved stack management.

Technology 41

Technology Technology Drivers/motivators Finance 41

Hubspot

APRIL 27, 2023

While it's possible to get commission-based earnings in this role, it is not always certain, as post-sales account managers don't work in a direct sales role. They should also know how to manage time, solve problems rationally, and analyze data to achieve sales objectives. And that's just in the United States.

Account management 77

Account management Commission Contract Sales 77

ConversionXL

MAY 13, 2016

If we’re not alone in this behavior, then clearly there’s a market of impulse buyers. Bryan Eisenberg has also developed Buyer Modalities to offer an explanation of different buying behaviors based on personalities. Impulse buyers, here, are known as “spontaneous”: Image Source. They will take risks. They defy logic.

Entertainment 73

Entertainment Sell E-commerce User Experience 73

Openview

JULY 23, 2018

And that creates a bad experience for the buyer and seller. How do external (buyer and industry) factors play a role? For most sales teams, this isn’t easy to manage. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots. ” Here’s what that sounds like.

Objectives and Key Results 62

Objectives and Key Results Process Contract Objection handling 62

SBI

FEBRUARY 10, 2015

It’s when buyers out-right make the wrong decision. Buyer’s all-to-frequently make sub-optimal choices. So much of sales skills training is based on rational thought and logic. However, research shows that rational thought and logic are only bit players. They might wait longer than they should.

Prospecting 51

Prospecting Cold Call B2B Referrals 51

ConversionXL

FEBRUARY 8, 2016

Fear and greed are two of the three great forces in the world, according to Einstein (the third is stupidity). They’re also two triggers that direct marketers and copywriters have been well aware of for years. That’s because they are powerful emotions that, when used properly, drive people to take action. – old Wall Street saying.

Drivers/motivators 90

Drivers/motivators Gambling Price Up-sell 90

ConversionXL

NOVEMBER 3, 2016

In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? Sure, you still need to be reached with the right message at the right time, but the buyer journey is much less complicated than a complex B2B purchase. Check it out at ConversionXL Institute.

B2B 110

B2B Conversion B2C SQL 110

Hubspot

OCTOBER 23, 2017

But it’s not always immediately obvious which path to take. If your company has buyer personas, reference them when qualifying a prospect. Does the buyer match the demographics of a given persona? Does the account fit your company’s buyer persona? That’s where sales qualification comes in. Do you sell to their industry?

Sales 101

Sales X-functional Contact Prospecting 101

SBI

JANUARY 29, 2019

Return-on-investment (ROI) calculations have always been the cornerstone of rationalizing and prioritizing business investment decisions, regardless of the state of the economy. With that information, how frustrating must it be as a buyer to not get any additional value out of a conversation with a sales person?

CRM 37

CRM Sales Quota Up-sell 37

SBI

JUNE 11, 2014

Salespeople want to control the sale and buyers want to feel that they are in control. Buyers are ultimately, always in control. Salespeople also face pitfalls brought on by the buyer’s own fallible sense of truth: Their judgment is not always guided by reason and logic. Those with the gold, rule. Yet they do.

Angle 48

Angle Sales Technique Education 48