The Growth Stage of the B2B Buyer’s Journey

The Growth Stage of the B2B Buyer’s Journey Customers experience the growth stage of the buyer’s journey during the process of onboarding and implementing your product. Your goal in this stage is to help customers get the most out of your solution, in order to improve retention and increase customer lifetime value. How do you […]

The Decision Stage of the B2B Buyer’s Journey

The Decision Stage of the B2B Buyer’s Journey The decision stage of the buyer’s journey signifies exactly what you would think. Your prospect is ready to make a decision about whether they will purchase your product or service. Your goal at this stage in the buyer’s journey should be obvious: convince the prospect to buy. […]

The Consideration Stage of the B2B Buyer’s Journey

In the consideration stage of the B2B buyer’s journey, your buyers are now well-aware of their business challenge and begin to evaluate the available solutions. Your goal is to continue educating them about your value and weed out the people who are not likely to buy your product or service. At this point in their […]

The Awareness Stage of the B2B Buyer’s Journey

The Awareness Stage of the B2B Buyer’s Journey In the awareness stage of the B2B buyer’s journey, a potential buyer becomes aware of a business problem they’re facing and begins their journey to solve it. Your goal in this stage is to be a useful resource for solving that business problem. This involves educating them […]

Ultimate Guide to the B2B Buyer’s Journey

The B2B buyer’s journey refers to the process a customer goes through to make a purchase decision. If you’re in the business of B2B sales, you’ve likely heard about this journey. We examine customers’ behavior during the awareness and consideration stages when strategizing how to nudge them toward the decision stage of their journey. But […]

What to Look for When Hiring SDRs

If you face difficulties hiring and retaining a capable team of sales development reps, you are not alone. Sales leaders across industries report the same common obstacles: high turnover for the role and scarcity of motivated people to hire. Maintaining an effective SDR team is difficult, but it’s not impossible. It requires efficiency, consistency, and […]

Discovery Call Questions

“Are you aware that reading this post could improve your sales prospecting?” Discovery call questions like these can be used early in the sales cycle to learn information about a prospect’s organizational environment. This gives us context into their work life and their company while keeping the conversation interesting and natural. This context is valuable […]

Lead Qualification Criteria, Process, & Tools

Cold vs. Hot lead qualification is dead. It’s time to move on. The lead qualification stages of cold, warm, and hot are too simple to keep up with the modern tools and strategies that sales development professionals use to secure meetings. You need a lead qualification rating system that replaces and surpasses it, something that […]

How to Validate a Market Using Sales Development

Breaking into a new market is tough. When you lack data in a new market, it’s easy to get lost in analysis and theory. This is where market validation comes in: Market validation is a process for determining whether a customer segment will value, adopt, and purchase an offering. When penetrating a new market, we need […]

How to Get Past the Gatekeeper

When working an account, we have to figure out who’s the decision maker and how to get in touch with them. Gatekeepers are employees within a company that screen calls to protect the time of their colleagues. It’s not a formal title; it’s a role commonly performed by receptionists and administrative assistants, but almost anyone […]