What B2B Buyers Really Want You to Know (But Are Afraid – or Just too Busy – to Tell You)
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What You'll Learn - How enterprise buyers in Sales, Marketing, and Finance source, research and qualify (or disqualify) potential solutions for their company - The tactics and channels that really work to gain and sustain their attention - What these buyers want sellers to know about their preferences – and their pet peeves – that can help you improve future win rates
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What B2B Buyers Really Want You to Know (But Are Afraid – or Just too Busy – to Tell You)
- 1. What B2B Buyers Want You to Know (But Are Afraid – or Just Too Busy to Tell You!) SALES HACKER WEBINAR @saleshacker @timetrade
- 2. Our Panel RANDY BERNARD VP of Sales TimeTrade @rpfloydian NATASHA SEKKAT VP, Corporate Sales Panera Bread @natashasekkat STEVE PRESTON VP of Marketing CyberArk @PrestonOnCyber ANDREW GAFFNEY Founder & Editorial Director, G3 Communications & DemandGen Report @agaffney SCOTT BARKER Head of Partnerships Sales Hacker @scottbsales
- 3. @timetrade @saleshacker #B2BBuyersTellAll Great ideas are meant to be shared!
- 4. For buyers, trusted sources are more important than ever. 65% Are relying more on review sites and peer recommendations 54% Are relying more on social media, with LinkedIn cited as having the biggest impact on their research process (52%) • 47% Browsing discussions • 38% Asking for recommendations from their network • 36% Connecting with thought leaders for opinions • 36% Connecting directly with vendors Source: 2018 Content Preferences Survey; DemandGen Report
- 5. When is the right time for sales to engage? Source: 2018 Buyers Survey; DemandGen Report
- 6. Why did the winning vendors stand out? Source: 2018 Content Preferences Survey; DemandGen Report Yet, Buyers were willing to spend no more than 5 minutes reviewing a majority of content formats!
- 7. Relevance is critical. Source: 2018 Buyers Survey; DemandGen Report Did you feel the sales representative you dealt with was educated about your company and communicated relevant information that was customized to your needs? If yes, did your experience with the sales representative influence your decision to select this vendor?
- 8. Q. How do you identify potential solutions for your company? What are your most trusted sources?
- 9. Q. As a potential buyer, what gets you to take a cold call?
- 10. Q. What has been your best sales experience as a buyer, and why?
- 11. Q. When engaging with sales, do you just want to be “sold to,” or are you looking to be educated?
- 12. Q. What are your biggest pet peeves when dealing with sellers?
- 13. Q. What’s the one thing you wish sales people would STOP doing in 2019?
- 14. Q&A RANDY BERNARD VP of Sales TimeTrade @rpfloydian NATASHA SEKKAT VP, Corporate Sales Panera Bread @natashasekkat STEVE PRESTON VP of Marketing CyberArk @PrestonOnCyber ANDREW GAFFNEY Managing Director G3 Communications @agaffney SCOTT BARKER Head of Partnerships Sales Hacker @scottbsales
- 15. Confidential and Proprietary. Copyright ©2018 TimeTrade, Inc. All Rights Reserved Right Channel Right Consultant Right Time Right Location Intelligent Appointment Scheduling from A simpler, better & faster way to engage with your customers at every stage.
- 16. Confidential and Proprietary. Copyright ©2018 TimeTrade, Inc. All Rights Reserved Thank you! Learn More: www.timetrade.com Schedule a Meeting: www.timetrade.com Connect with us on Social: Sales@timetrade.com
Editor's Notes
- We’ll be live tweeting today’s webinar and we hope you’ll follow along and join the conversation using the handles and hashtags on the slide!
- Buyers were asked: What was your timeline for taking the following steps in your buying process? (in months). 1-3 months is really the “sweet spot” for sales…….
- Buyers were asked to rate the following statements as they related to the winning vendor versus other vendors that were considered.
- Buyers were asked to rate the following statements as they related to the winning vendor versus other vendors that were considered
- But what do we really mean when we talk about a “high-value appointment”? What does this mean to you? And how do you adjust your outreach strategy to get more of these? Careful not to make assumptions: Not always the biggest logos, or the biggest title.