Tag: decision makers

White Paper: Selling to Millennial Decision-Makers

Members of the first digital generation are increasingly showing up in the C‑suite. In fact, today’s B2B buyer is more likely to be a millennial.

In this sales enablement white paper, you’ll discover that although every millennial is different, new research from SalesFuel’s Selling to SMBs study finds this generation has tendencies that are significantly different from their predecessors. You’ll discover how the buying process differs, the importance of marketing and social media, which salesperson behaviors can make the sale – and which will kill a sale — with this new generation of decision-makers.

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Sell Smarter 17: Smarter Decision-Maker Identification

According to King of Sales Jeffrey Gitomer, one of the biggest sales barriers is identifying the real decision-maker. Deb Calvert, President of People First Productivity Solutions, agrees. These sales pros share two questions to help find who you should be making your sales pitches to without damaging your potential sale.

Targeting the Five Types of Purchase Intent

This white paper identifies the 5 types of Purchase Intent, featuring data from SalesFuel’s annual AudienceSCAN® survey of online shoppers, digital audiences and decision makers in America. These five categories and SalesFuel PRO Tips will help business' marketing and sales teams find new, effective ways redefine target audiences and better predict future purchase behavior.

Close to Half of All B2B Product Researchers Are Digital Natives

Digital natives who grew up with the internet and smartphones have transformed the way B2B buyers research purchases, qualify vendors and make purchases — changing the rules of the game for marketers and product managers, Harvard Business Review reports.

Online Advertising Purchasers: CMOs Focus on Customer Journeys

57% of CMOs expect marketing budgets to increase during the next 2–3 years. Chief marketing officers and top marketing executives are shifting budgets toward customer retention and advocacy, according to research from The CMO Club. Conducted in collaboration with IBM, the study also shows that CMOs are increasing their budgets and allocating a greater portion of these investments across the entire customer journey rather than individual channels.