Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.
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Meet the Modern B2B Buyer(s)
by Garin Hess | Aug 04, 2016 | sales best practices, buying panel, b2b, consensus selling, business, sales enablement, sales, b2b sales, buying group, consensus, buying consensus
7 Data-Backed Sales Best Practices
by Garin Hess | Jan 14, 2016 | buying panel, b2b, sales, b2b sales
"Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a...
read more3 Factors Driving Group Buying Consensus For B2B Sales
by Garin Hess | Oct 12, 2015 | buying panel, b2b, sales, b2b sales, productivity, buying consensus
If your B2B sales process is anything like ours, your account development reps set a call with the first qualified contact they reach at a prospect company, that individual learns...
read moreDrive B2B Sales Close Rates by Personalizing the Message to Each Person on the Buying Panel
by Garin Hess | Mar 22, 2015 | buying panel, sales, Marketing, automation, personalization, sales automation, demo automation
insidesales + CONSENSUS™
by Garin Hess | Mar 12, 2015 | buying panel, Business Development, sales, b2b sales, DemoChimp
Sales Acceleration + Buying Acceleration = B2B magic. That’s what happens when you combine InsideSales.com with CONSENSUS™.
read moreGetting Into the Mind of a Buying Panel
by Garin Hess | Feb 25, 2014 | buying panel, sales
Source: Flickr, Hey Paul Studios Licensed under CC Working in a complex sale can be tough and buying panels can make them a whole lot tougher. If you are working in a highly...
read moreDeveloping Personas for Buying Panels
by Garin Hess | Jan 01, 2014 | buying panel, sales, Marketing, buyer persona
A lot of importance Nuova has been placed on the development of “buyer personas” over the last 10 or so years. For those unfamiliar with buyer personas, wholesale nfl...
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