SBI Growth

AUGUST 25, 2013

Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. The reason was simple.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

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. You kiss a lot of pigs.

Inbound 317

Inbound Marketing Buying Cycle Guidelines 317

Sales Hacker

AUGUST 8, 2022

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. How to structure your proposal to speed up/positively influence your buyer’s decision-making process.

Buying Cycle 98

Buying Cycle Proposal Enterprise Enterprise 98

Sales and Marketing Management

NOVEMBER 4, 2014

Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255

Partners in Excellence

NOVEMBER 12, 2024

We should have the data on: The average buying cycle, once a deal has been moved into the qualified pipeline; of the average time deals spend in each stage of the qualified pipeline. From this, we can determine the “normal” time in stage and complete cycle for from qualified to closing.

Sales Cycle 133

Sales Cycle Buying Cycle Pipeline Closing 133

The Pipeline

MAY 28, 2019

“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. Which means they will have allocated a certain amount of time to buying.

Buying Cycle 309

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

Zoominfo

JANUARY 31, 2025

It ensures that marketing and sales teams are not wasting time on accounts that are not ready to buy. A simple yet powerful methodology is to map out past wins and analyze the digital footprints of those accounts before they entered a buying cycle. Were they increasing job postings in key departments?

Ideal Customer Profile 130

Ideal Customer Profile Marketing Intent Signal Lead Rank 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

The Pipeline

MARCH 7, 2019

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. 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 Cycle 244

Buying Cycle Commission Education Buyer 244

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. If there’s little chance of a buying decision, buyers won’t waste their (or your) time. This approach aligns with the way senior executives want to buy. Be Proactive.

Gatekeeper 249

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

Zoominfo

DECEMBER 28, 2020

How to respond to buying signals. Accessing a visitor’s intent data helps marketing understand where B2B decision-makers are in the buying cycle. Related: How Business Search Behavior has Shifted During the Coronavirus. Consider this. That’s the name of the game for 2021. Do you have the tools you need to get on board?

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

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. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. The list goes on.

Strategy 147

Strategy Scale Marketing CRM 147

The Pipeline

DECEMBER 18, 2018

But in how many times have they actually done this, this case how many times have they gone through a buying cycle? The average B2B rep may do 10, 20 30, more deals a year, meaning that they will have initiated and gone through some portion of a sales cycle, two, three or four times their deal number.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

Pointclear

OCTOBER 8, 2013

Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. If you''re ignoring these key lower level influencers based on their lack of authority you are doing your organization a real disservice. It’s time to get with the program! By Dan McDade.'

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

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. This regularity leads to people developing habits in response, action – reaction.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Sales and Marketing Management

JUNE 27, 2019

Predicting consumer trends for goods with short buying cycles. Being in the know about consumer trends is a responsibility for both sales and marketing professionals - especially for consumer goods with short buying cycles.

Marketing 274

Marketing Lead Rank Lead Scoring Sales Qualified Lead 274

SBI Growth

NOVEMBER 9, 2013

When you understand your buyers, you are better equipped to help them maneuver the sales cycle. This isn’t about manipulation, it’s about selling the way the customers want to buy. Late-Stage Vendor Engagement – Now, buyers progress 60-75% through the buying cycle before engaging with a sales rep. This isn’t a lot.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

NOVEMBER 21, 2013

In turn, they learn to accelerate deals through the buying cycle. They understand their objectives and fears. They also know how they make a purchasing decision. They learn to speak the buyer’s language. This allows them to close more deals than their peers. Instead of chasing every opportunity, they carefully assess selling time.

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

Understanding the Sales Force

APRIL 15, 2013

OMG''s next seven would be: Non-Supportive Buy Cycle (the way the candidate buys does not support the sales cycle); Need for Approval (their need to be liked outweighs their need to sell); Discomfort Talking about Money; Becoming Emotional; Difficulty Recovering from Rejection; Too Trusting; Self-Limiting Beliefs.

Research 291

Research Insurance Insurance Face-to-face 291

SBI Growth

OCTOBER 28, 2012

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

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

SBI Growth

APRIL 26, 2013

What things stimulate them to enter a buying cycle. How buying decisions are made. What insight are you specifically looking to gain? For example: What are they doing when they are not in the market for your solution. What values are perceived as important. Get the conversation going with 1-2 good ones.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

The Pipeline

NOVEMBER 26, 2012

Now it’s one thing if you’re one of those “wait to be found sellers”, the buyer is way ahead of you in their buying cycle, and you’re just one of a number of participants in the bathing suit contest. The main purpose for asking the why question is to get to the real underlying reason for them engaging with you.

Buying Cycle 276

Buying Cycle Buyer Follow-up Motivation 276

SBI Growth

JANUARY 13, 2014

Longer than average buying cycle. Remove these customers from your call cycle and replace with a hot prospect. Update your plan to go from a good year to presidents club. At the end of each quarter identify your customers with poor qualities: Difficult to see or contact. Poor business fit. Low dollar potential.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

SBI Growth

MARCH 30, 2013

Will it work for complex product/service offerings with 6+ month buying cycles? As a Marketing Leader, you hear Pinterest in the news. The key question is should we be using Pinterest ? The answer rests with the target audience of your Ideal Customer Profile. Will your potential buyer consume content on Pinterest?

B2B 332

B2B Ideal Customer Profile B2C Marketing 332

SBI Growth

OCTOBER 4, 2013

Understanding the buying cycle of large customers helps establish a reasonable quota. This will clearly affect your ability to reach quotas. Account Planning: In large dollar transactions, company knowledge, trends and purchasing habits are crucial. Determine how much of your time is spent in "non-selling" activities.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales and Marketing Management

JANUARY 26, 2018

Anonymous research has become a significant part of the buying cycle today, covering at least 60 percent of the journey. What if you could monitor all influential individuals in your prioritized accounts in real-time, throughout the buying journey? You could educate and influence them with relevant ads and customized, content.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

Understanding the Sales Force

APRIL 17, 2013

Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Tendency to Get Emotional (I was so excited to close the business so I got right to the point).

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

SBI Growth

DECEMBER 29, 2012

Whatever the case, you must understand buying cycles to manage your quota. (T) Timing: The Buyer must clearly communicate their decision timeline. Perhaps there is an upcoming event that necessitates the purchase. Or they are scheduled to change vendors in the near future. The lead does not need all four criteria to qualify.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

The Sales Hunter

JULY 23, 2019

Have a marketing plan to remain in touch with those people who aren’t active in the prospecting or buying cycle. Commit to the customer and their needs, not just on what they sell. Own your prospect’s process. Maintain an optimistic attitude. View prospecting not as an activity, but rather as a lifestyle that you live.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Sales and Marketing Management

AUGUST 6, 2017

Customers - Routine 'keep in contact' but not in the buying cycle segment. Prospects - Known, 'keep in contact' but not in the buying cycle segment. CRM segmentation into the following four key target group should be your first order of the day: Customers - Major targets for significant growth opportunities.

Sales Qualified Lead 192

Sales Qualified Lead Leads Marketing Qualified Lead Lead Capture 192

Score More Sales

NOVEMBER 14, 2014

Learn about their buying cycle, not your selling cycle. Everyone agrees with the top goof up sellers make on LinkedIn as mentioned last week – the old “Quick Connect” as I call it. Stop doing that if you are – and don’t do it if you have not.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

SBI Growth

SEPTEMBER 2, 2012

Does the stage of the opportunity logged in CRM sync with where the customer is in the buying cycle? The quickest way to understand customers is to actually spend time with sales reps and meet with customers. Look for how the customer is engaging with the sales rep.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI Growth

OCTOBER 1, 2012

Set your tracking cookie tags membership duration to at least the same amount of days of your users average buying cycle time. If your buyers on average take 60 days to buy your product or service, set your member duration to at least 60 days. A common mistake made by remarketing is showing the same advertisement for months.

Advertising 297

Advertising Advertising Lead Rank Leads 297

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. It takes time to build trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

SBI Growth

AUGUST 29, 2013

In 2011, the Sales Executive Council reported the average B2B buyer engaged vendors once they were 57% of the way through their buying cycle. Moral of the True Story: People are looking for you online whether you know it or not.Those people might be customers, prospects, business acquaintances or potential employers.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Sales and Marketing Management

OCTOBER 26, 2020

Covid-19 and subsequent office closures forced every sales team to use virtual channels in situations they never would have considered before the pandemic: complex buying cycles requiring careful orchestration by veteran sellers.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

SBI Growth

OCTOBER 23, 2012

Here’s an example of the average buying cycle for this type of software purchase. If I don’t understand everything they want, and WHY they want it, I’m not sure I can answer all their questions sufficiently. When would you like this system in place? Client: By the end of the year. Robert: Great. pulls out Sequence of Events).

Customer 293

Customer Buying Cycle Software Software 293