SBI Growth

AUGUST 25, 2013

Instead, their buyer was engaging with sales later in their buying cycle. The buyer had more information. The software company VP of Sales missed the shift in buyer power. The frontline of the buying cycle is research and information gathering. They proactively seek the buyer early in their journey.

Collateral 314

Collateral Buying Cycle Software Software 314

The Pipeline

MARCH 23, 2017

It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. This has inadvertently added complexity to the buying cycle and process. stakeholders involved from the buyer organization these days. Illuminating the buyer’s journey.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

MTD Sales Training

NOVEMBER 25, 2018

Here are five questions that will allow you to really understand your buyer and build that longer term relationship with them: 1) What do you put your past successes down to? The answer will help you see what direction the buyer is coming from, and accentuate any positives they have experienced in the past. Happy Selling! Sean McPheat.

Buyer 175

Buyer Face-to-face Buying Cycle Vendor 175

The Pipeline

MAY 28, 2019

Buyers look at the time invested in a sale a couple of ways. How much time is this buy going to suck out of my life and days over the next three months?” Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Lend or Stretch. And I hope it did for you.

Buying Cycle 309

Buying Cycle Face-to-face Lead Scoring Lead Rank 309

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

SBI Growth

FEBRUARY 16, 2013

These markets have natural buying cycles. Sometimes they are because of product life cycle, or evolving technology. Also, today’s Buyer is likely to resent your efforts to “push” them into buying. It lets the prospect’s natural buying cycle work for you instead of against you. This is expensive.

Inbound 317

Inbound Marketing Buying Cycle Guidelines 317

Allego

JULY 20, 2021

B2B buying has changed, possibly forever. Are you ready for today’s new buyer? Balancing Selling and Buying Cycles: What Good Selling Is. Good selling, of course, is grounded in creating an exceptional buying experience. They tend to focus on the selling cycle versus the buying cycle.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

SBI Growth

APRIL 26, 2013

So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” And the questions really don’t provide insight into buyer behavior. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behavior has dramatically changed in the past 3-5 years. Buyer behaviors.

Customer 316

Customer Buyer Persona Survey Demand Generation Targets 316

The Pipeline

OCTOBER 31, 2012

Further, they shared a couple of “big reveals”; one was that “buyers” will go to the web and the social web long before they will “call a sales person or company”, in fact completing over 60% of the buy cycle. It seems they have discovered social media, Sales 2.0, and felt they had to let the world know.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

The Pipeline

NOVEMBER 26, 2012

No doubt these are important, but on their own, they fail to deal with factors that underpin value and foster a true relationship, one delivering mutual benefits for both seller and buyer. Sadly one contributor to this shortcoming are sales experts in my own field. Many actively tell their clients not to ask ‘Why”. What’s in Your Pipeline?

Buying Cycle 276

Buying Cycle Buyer Follow-up Motivation 276

The Pipeline

MARCH 7, 2019

The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions. Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

SBI Growth

NOVEMBER 21, 2013

New Budget - Most buyers are making purchases with new budget dollars. Understand the buyer- A world-class sales force has deep knowledge of their buyers. They learn to speak the buyer’s language. In turn, they learn to accelerate deals through the buying cycle. How valid is a reps funnel?

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

Score More Sales

JANUARY 31, 2012

By understanding their urgency you will know more about their buying cycle. Typically you would offer moving forward earlier in their buying cycle – sometimes you are re-offering. When the buying cycle is coming to an end, and it makes sense to them, your buyer will say yes. Be flexible.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

SBI Growth

MARCH 30, 2013

Will it work for complex product/service offerings with 6+ month buying cycles? Will your potential buyer consume content on Pinterest? If your buyers don’t represent a high percentage of women, then Pinterest may not be for you. Use this to help decide if your buyer’s are Pinning. Top B2B tips to get you started.

B2B 332

B2B Ideal Customer Profile B2C Marketing 332

The Pipeline

DECEMBER 18, 2018

There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But the reality in a buy/sale cycle is the exact opposite. And no, I am not going to say that it is the sellers who are unprepared, that’s not the case, it is usually the buyers.

Buying Cycle 247

Buying Cycle Buyer Face-to-face Objections 247

Sales and Marketing Management

AUGUST 14, 2017

There are several advantages of making proactive attempts to start buying cycles: You can start at levels that have the authority to create budget. By taking buyers from latent to active need their requirements lists are clean sheets of paper. This approach aligns with the way senior executives want to buy.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

The Pipeline

JULY 6, 2021

One way to help buyers and you, is to leverage cycles, while changing the buyer’s and your own habits throughout the buying cycle. Breaking habits, breaks cycles and predictability. If you go back and look at how purchases unfold, you’ll find buyers are not as confident or clear as they posture.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Sales Hacker

AUGUST 8, 2022

You’ll Learn: How the buyer experience has evolved. How to structure your proposal to speed up/positively influence your buyer’s decision-making process. The post 3 Secrets to Speeding Up Your Buying Cycle (Insights from Sending 570K Proposals) appeared first on Sales Hacker. Ways to control your proposal process.

Buying Cycle 97

Buying Cycle Proposal Enterprise Enterprise 97

Partners in Excellence

JANUARY 11, 2023

Think of the power available to buyers in leveraging these tools to help them think about their buying process. Think about how this tool might displace the need for sellers trying to sell, enabling more buyers to choose rep free buying experiences. But I suspect that’s something that will be coming?

Buyer 130

Buyer Vendor Face-to-face Buying Cycle 130

The Pipeline

SEPTEMBER 11, 2018

But if managers were to actually use these tools, they would learn that sales cycles are much longer than many pretend, all while buying cycles are running much longer than buyers themselves expected when they started their buying cycle. More importantly how long the buying cycle is.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

SBI Growth

DECEMBER 29, 2012

To meet my new quota, how can I find buyers ready to buy? Sales Reps with fair quotas and BANT qualified buyers blow away their numbers. Question 2: To meet my quota, how can I find buyers ready to buy? As you will see, the tool guides you through typical buyer concerns. Ask yourself the next question.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

SBI Growth

AUGUST 29, 2013

Buyers are evolving and changing. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology. That is to say, you need to be a student of buyer trends and influences. How are buyers changing? In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

The Pipeline

JULY 30, 2015

Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. Mat be it is only in terms of where they are in the buying cycle or as broad as market strategy.

Buyer 120

Buyer Buying Cycle Groups Objections 120

SBI Growth

OCTOBER 28, 2012

Does your content reflect what your buyers and prospects are interested in, or just talk about your product and services? Do you have content that targets prospects at each stage in the buying cycle? Does your content guide your buyers through the sales funnel at their own pace?

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 317

The Pipeline

NOVEMBER 30, 2015

And while this is a fact that sales people have to deal with every day, we often forget that our buyers have to deal with the exact same limitation every 24 hour day. are common objectives for buyers. are common objectives for buyers. Therefore one of the best value adds you can deliver is bending time in favour of your buyers.

Buyer 120

Buyer Buying Cycle Objections Lead Rank 120

Zoominfo

FEBRUARY 11, 2025

Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. Even with vast amounts of available data, many teams struggle to answer fundamental questions: Who are our best customers, and why do they buy? The list goes on.

Strategy 147

Strategy Scale Marketing CRM 147

Pointclear

OCTOBER 8, 2013

Truth is, many companies buy solutions that have never been budgeted. Because the value of the solution has not yet been realized by the buyer. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. It’s time to get with the program! By Dan McDade.'

Lead Scoring 230

Lead Scoring Lead Rank Leads Marketing Qualified Lead 230

SBI Growth

OCTOBER 23, 2012

This is a post for any Sales Leader considering or using a buyer-driven sales process. During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?”. Otherwise, you'll just be a commodity solution, where the buyer shops for the best price.

Customer 293

Customer Buying Cycle Software Software 293

SBI Growth

OCTOBER 10, 2012

In my last post , I provided four steps to follow to ensure your content resonates with your buyers and successfully moves them closer to purchase. Follow these steps and you will produce quality leads for the sales force: Develop your Buyer Persona(s). Connect your content to your buyer persona(s). Inventory your content.

Sales Qualified Lead 244

Sales Qualified Lead Buyer Persona Leads Marketing Qualified Lead 244

SalesLoft

JANUARY 22, 2020

Like it or not, brands like Amazon set the gold standard for buyer experience. Well, in addition to being expert data collectors, Amazon mastered the art of meeting the buyer where they are. This comedy of errors happens all too often for B2B buyers. Sales cycles are a grind. How did they do it? They listened to us.

Sales Process 122

Sales Process Buyer Buying Cycle Hubspot 122

SBI Growth

SEPTEMBER 27, 2012

Today’s buyers are more informed, sophisticated, complex, and experienced at making buying decisions. If you are still operating from the premise the marketing and selling organization knows more than the buyer – it is time to change. The reality is buyers may know more than you do at any given time during a buying cycle.

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

DiscoverOrg Sales

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). So, how do you intercept buyers in the early part of their journey? 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). What is Intent data?

Intent Data 313

Intent Data Intent Data Lead Rank 313

Score More Sales

NOVEMBER 14, 2014

Take time to get to know more probable prospective buyers. Learn about their buying cycle, not your selling cycle. This is the perfect time of year to set a goal to complete your LinkedIn profile if you are new to it, and if you’ve been around, it is time to make your profile buyer focused and not recruiter focused.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

SBI Growth

OCTOBER 1, 2012

Visitors who visited pages designed for buyers personas groups. If your site is built to cater to multiple buyer personas, you can capture your ideal customers in those same persona groups. Set your tracking cookie tags membership duration to at least the same amount of days of your users average buying cycle time.

Advertising 297

Advertising Advertising Lead Rank Leads 297

Sales and Marketing Management

JANUARY 26, 2018

It’s a good question and raises the point of the bane of every sales and marketing person’s existence: the anonymous buyers. Anonymous research has become a significant part of the buying cycle today, covering at least 60 percent of the journey. But how do you do that if you don’t even know who they all are?

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

The Pipeline

FEBRUARY 13, 2018

No act in sales requires more human to human success that engaging with, and involving someone in a buying cycle that they did not plan to initiate. Even inbounders acknowledge that it is a small percentage of the potential buyers. The people who respond to your automation are the ready buyers who are the fish in the barrel.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262