BUYER TYPES
How to shorten
your B2B sales cycle
Create the right experiences for the right buyers.
SUSPEND DISBELIEF
No one cares about
your elevator pitch
Your buyers only care about what’s in it for them.
QUICK WINS
Add a human element to
your sales strategies
Combine personalized content with better user experiences to make it easier to buy your products.
PRIMARY BUYER
“Can you solve my problem?”
Paint a realistic outcome that
meets their strict timelines.
FAST ACCESS
Offer price quotes
Add pricing information with clear price listings.
AVAILABLE PRODUCTS
Provide one-click reorders
Let them know when
products are available.
products are available.
SIMPLIFY ORDERING
Minimize browsing
Let them create and
save requisition lists.
save requisition lists.
BUYER MOTIVATIONS
Help them help you
Solve their problems with the best products to fit their needs.
TECHNICAL BUYER
“Does it meet my requirements?”
Remove risk by meeting industry standards.
ADVANCED SEARCH
Fill in
the details
All things specific from replacement parts to regulation compliance.
ASSESSMENT TOOLS
Right equipment
for the right job
Check off their list for
“must haves” product needs.
“must haves” product needs.
VIDEO TUTORIALS
Guide them
through the process
Show them how to install,
use and troubleshoot products.
use and troubleshoot products.
PRODUCT OFFERINGS
Build an argument
for your product
Connect the dots between technical content and personalized experiences.
PROCUREMENT BUYER
“What’s it going to cost?”
Target the customer who is ready to purchase your product.
POKER BUYER
Put your cards
on the table
Never overplay your hand
(or your best deal).
(or your best deal).
OWNERSHIP COSTS
Straight to
the bottom line
Remove concerns
for costly purchases.
for costly purchases.
PURCHASE DECISIONS
Pipeline by
the dashboard light
Show them purchase history, credit status, and custom quotes.
BOTTOM LINE
Everything in a nutshell
Walk them through the buying process in as little steps as possible.
APPROVAL BUYER
"Is it good for the business?"
This just in: some bosses are real team players.
SOCIAL PROOF
Give them a taste
of ideal outcomes
Lead with case studies to
set the stage for success.
set the stage for success.
MINIMIZE RISK
Connect approvers
with ROI estimates
Keep a close eye on
profit and loss.
profit and loss.
PRODUCTIVE TEAMS
Point the way to your end goal
Show how products generate more revenue (with low maintenance).
LEAN AND MEAN
Get in touch with
your revenue side
Let’s book in your face–to–face discovery call.
