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 […]
Cold Calling Best Practices
At EBQ, we use this framework to guide our sales development efforts. Simply put, you call a company and have 30 seconds to fight for 3 minutes with a decision maker, to ultimately set an appointment with sales for 30 minutes. We’ve put together a list of our ten proven best practices, which we call […]
Best Cold Calling Scripts for Software Sales
Best Cold Calling Scripts for Software Sales Cold calling scripts are crucial to your lead generation efforts. They point your SDR team in the right direction, allow for personalization and elaboration, and steer conversations toward setting a sales meeting. But keep in mind that your sales development reps aren’t just script-readers—they’re storytellers. The better they […]
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 […]
