What Do B2B Buyers Want from Inside Sales?

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B2B buyers aren’t short of ideas concerning what they’d like vendors to do differently. Not only do they want vendors to personalize their buying experience and respond quickly to their needs, but they also want to be listened to and to have their problems solved. With COVID-19, some of these needs have been exacerbated. Here… Read More » The post What Do B2B Buyers Want from Inside Sales? appeared first on Marketing Charts .

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What B2B Buyers Say Sellers Can Do to Influence Their Purchase Decisions

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B2B organizations encounter plenty of competition, and how they can stand out from this competition can be tricky business. A global survey of more than 500 B2B buyers and sellers from RAIN Group shows that for 7 in 10 (71% of) B2B buyers, leading a thorough discovery of their concerns, wants and needs will have… Read More » The post What B2B Buyers Say Sellers Can Do to Influence Their Purchase Decisions appeared first on Marketing Charts .

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What Do Visitors Want From Your B2B Website?

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Websites are a valuable tool for B2B organizations and their buyers. They act as a place buyers can turn to throughout their purchase journey, especially since the pandemic. However, a poorly designed B2B website can have buyers turning elsewhere, and what B2B marketers may think is important on their website doesn’t always align with the… Read More » The post What Do Visitors Want From Your B2B Website? appeared first on Marketing Charts .

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How High-Growth B2B Companies Get the Most Out of Sales Coaching

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One of the complaints the majority of B2B buyers have about vendors is that they are too busy selling their products and services to listen to their needs. With this in mind, a survey [download page] from ValueSelling Associates and Training Industry shows that high growth companies are investing in sales coaching to give their… Read More » The post How High-Growth B2B Companies Get the Most Out of Sales Coaching appeared first on Marketing Charts .

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B2B Buyers Rely on Vendor Websites for Content

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With B2B buyers reading a reported 13 pieces of content before making a buying decision, it’s clear that content plays a vital role in the buyer’s journey. So, where are buyers finding the content they need? For most buyers of marketing technology, vendor websites have proven to be an important source of content throughout each… Read More » The post B2B Buyers Rely on Vendor Websites for Content appeared first on Marketing Charts .

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B2B Buyers Value These Traits in Salespeople

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The top traits that B2B buyers value in salespeople do not always align with what sales managers look for when hiring, with 42% of buyers valuing active listening but just 26% of sales managers valuing this trait. So finds a recent report [download page] from LinkedIn that explores what defines a top-performing sales team. In… Read More » The post B2B Buyers Value These Traits in Salespeople appeared first on Marketing Charts .

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Subject Matter Expertise A Growing Factor for B2B Buyers When Evaluating Vendors

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The percentage of B2B buyers evaluating vendors by their knowledge of the industry/subject matter expertise has risen sharply in the past couple of years, according to Hinge Marketing’s latest report [download page] taking “a look inside the buyer’s brain.” The study follows buyers’ movement to digital channels to assess vendors, what attracts them to certain… Read More » The post Subject Matter Expertise A Growing Factor for B2B Buyers When Evaluating Vendors appeared first on Marketing Charts .

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A Starter Guide to Amazon Vendor Central

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Becoming a third-party seller isn’t the only way to make money on Amazon. What if I told you there’s a way to get rid of the bulk of your seller admin and focus solely on helping a single customer who will sell your products for you? Well, that’s what you can expect from Amazon’s Vendor Central. We’ll take a deep dive into the platform and discuss: What is Vendor Central, and how to get an invite. The main differences between Seller Central and Vendor Central. The benefits and disadvantages of becoming a vendor. How to measure your success on the platform and more. Let’s get started! What Is Amazon Vendor Central? Vendor Central is an invite-only platform where you can sell directly to Amazon as a supplier. It’s similar to Seller Central, where vendors can manage their purchase orders and product data from one central hub. If you get an …

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What Should B2B Vendor Websites Focus on as the Pandemic Affects Purchase Behavior?

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Although COVID-19 has caused close to half (47%) of B2B buyers to delay purchases due to freezes in their budgets, another 3 in 10 say they have escalated some purchases due to changing business needs. And, with more than three-quarters (77%) of buyers spending more time researching their purchase than they did last year, what… Read More » The post What Should B2B Vendor Websites Focus on as the Pandemic Affects Purchase Behavior? appeared first on Marketing Charts .

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Three Points B2B Sellers Should Consider to Improve Buyers’ Experiences

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Seven in 10 (71%) B2B tech buyers believe that the relationship with the sales representative influenced their recent purchase. Indeed, the relationship with the sales rep appears to influence more buyers than vendor trust, with fewer (54% of) buyers saying their purchase decision was influenced by trust, per a recent report [download page] from PandaDoc… Read More » The post Three Points B2B Sellers Should Consider to Improve Buyers’ Experiences appeared first on Marketing Charts .

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