What Do B2B Buyers Care About?

I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex sales…only complex purchases. To do that we need to get into the mind of the buyer.

So what do buyers care about?

First of all, no matter how big the sale is, buyers are still people. That is the first rule in all of sales is...

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Stop Forecasting Sales by Stages

  • Get Rid of Your Salesforce Stages

Sales leaders, why are you using the standard sales stages in Salesforce? Or any other CRM for that matter? Do you think your CRM knows the sales stages of your business? Absolutely not!

What is a Sales Stage? Like belts in Karate a sales stage measures the progress of your sales deal. To make it worse, the accuracy of the forecast relies on your sales...

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The Sales Black Box: Are You Tracking Demo Analytics?

By Garin Hess, Founder and CEO of Consensus, @garin_hess

 

"Once they see it, they're hooked." That's a phrase I hear a lot. I can't think of a single sales leader that would not agree that delivering a great demo to a prospect helps increase the chances that the deal will close. Sales teams spend thousands of hours in live demos engaging in one of the most data rich activities, but...

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Your B2B Close Rate is Going to Crash (Unless You Adapt)

By Garin Hess, @garin_hess

Garin Hess is a serial entrepreneur with over 15 years of hands-on in-the-trenches sales and marketing experience. He has presented at dozens of conferences, founded 2 software companies, and is currently the founder/CEO of Consensus, a personalized video platform that enables sales reps to drive agreement in B2B buying groups. For Garin, nothing else beats cooking...

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Interactive Content: The Future of the Buyer's Journey

By Hilary Bird, @hilbonix, @goconsensus

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Sales Development: The Hottest Job in Sales Right Now

By Hilary Bird, @hilbonix, @goconsensus

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Use Personalized Demo Videos in Inbound Sales

This How-To Consensus blog is part of the Sales Development Use Case

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Why Personalized Video is Revolutionizing the Sales Process

One year ago TechCrunch proclaimed that 2016 would be "The Year of the Sales Stack." They were right; the technology a company adds to its sales stack can really make or break its competitive edge.

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CEB Summit: Buying Grows Tougher

By Tate Smith, @goconsensus

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Who creates all the content salespeople need along the customer’s journey?

By Hilary Bird, @hilbonix, @goconsensus

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