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

NOVEMBER 21, 2013

They struggle to close deals. In turn, they learn to accelerate deals through the buying cycle. This allows them to close more deals than their peers. Net result is opportunities that have 5 times more likelihood of closing. As CEO, you feel like you have seen this movie before. Excuses come from every direction.

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

Partners in Excellence

APRIL 16, 2025

All the parts of managing customers through their buying cycles, growing our business with those customers, how we acquire new customers are inter-related. .” We both see guru’s posting the determining secret to success. Somehow that secret is related to what they sell.

Objections 119

Objections Face-to-face Maximizer Buying Cycle 119

The Pipeline

MARCH 7, 2019

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. On the other hand, if you increase the number of prospects in your pipeline, you will close more business even if your cycle does not shrink.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

Sales and Marketing Management

AUGUST 14, 2017

Let’s take a step back and more closely consider the term “gatekeeper.” 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. Be Proactive.

Gatekeeper 249

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

Close.io

AUGUST 6, 2018

Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time. Understand the buying cycle of the enterprise you're selling into.

Sales Cycle 115

Sales Cycle Closing Buying Cycle Enterprise 115

Partners in Excellence

JUNE 10, 2014

Recently, a number of people have asked me my thoughts on closing skills. I think they are asking me about the 8-12-15… techniques to close. I’ve never been much of a fan of these—do I use the assumptive close, the puppy dog close, …? Yes, we have to Always Be Closing. No related posts.

Closing 114

Closing Face-to-face Buying Cycle Compensation 114

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). Great question. Here are my top 6 reasons why. Hidden weaknesses get in the way.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

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 Face-to-face Objections 247

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. Understanding the buying cycle of large customers helps establish a reasonable quota. Today I have shifted the focus to next year. Making it rain is great, but sometimes (as many reps know) that isn’t enough.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales and Marketing Management

JUNE 27, 2019

As qualifying leads and closing deals require more strategic alignment across sales and marketing, there’s an immediate opportunity for AI-powered solutions to bridge this gap. Predicting consumer trends for goods with short buying cycles.

Marketing 274

Marketing Lead Scoring Lead Rank Sales Qualified Lead 274

The Sales Hunter

MAY 23, 2013

Before the internet became as big it is today, customers would have to engage with a salesperson to find out information, regardless of where they were in the buying cycle. Blog Closing a Sale Cold-Calling Consultative Selling Prospecting closing prospect prospecting sales call sales cycle'

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

SBI Growth

DECEMBER 29, 2012

This “Decision Maker” has the authority to sign appropriate documents to close the deal. A direct link to the Decision Makers can shorten your sales cycles. (N) Whatever the case, you must understand buying cycles to manage your quota. This gets the budget discussion on the table. (A) Others require any two criteria.

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

Zoominfo

SEPTEMBER 10, 2020

[link] — ZoomInfo (@ZoomInfo) March 30, 2020 How Sales Dialers Help Close Deals Faster Sales dialers save you time and take out the chance for manual error. If you’re still not convinced, here are a few ways sales dialers allow your sales team to close more deals, fast. Free Trial 1.

Closing 130

Closing Call-back How To Outbound 130

The Sales Hunter

JULY 23, 2019

Understand the real measurement of their ability to prospect is in their ability to close. Have a marketing plan to remain in touch with those people who aren’t active in the prospecting or buying cycle. Know the most valuable asset they have is their own time. Never rely on one form of communication.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Pointclear

APRIL 24, 2013

In this interview, Jim highlights the problems between sales and marketing departments and necessary changes to improve communication and increase close rates. Analysis of Buying Cycles and Stakeholders. We should definitely start analyzing the metrics so we can be more effective in closing sales and generating better leads.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Plan 2 Win. Pricing: Starts Free, $170/user/year for more advanced features. user/month.

Tools 131

Tools Closing Territories Hubspot 131

Score More Sales

NOVEMBER 14, 2014

Learn about their buying cycle, not your selling cycle. Close More Deals. 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. Increase Opportunities.

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? Story: Prospects are more likely to purchase our software when we include steps such as quantifying the problem; therefore, we should build a lead and sales process that mirrors the buying process.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI

APRIL 29, 2014

Leslie: Unlike our competitors, CallidusCloud provides a complete suite of solutions that automate the entire process from lead generation to closed deal – lead to money. Nancy: How does your solution uniquely address the problem (or in what way do other solutions fall short from solving the problem) ?

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

Score More Sales

FEBRUARY 22, 2012

Work closely with marketing so that you are getting good educational content to where your prospective customers are before they contact you. According to IDG Connect*, less than 40% of buyers say they spend their time in the buying process either interacting with your sales team or reviewing promotional content.

Top of Funnel 284

Top of Funnel Lead Scoring Lead Rank Lead Nurturing 284

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. Close More Deals. It takes time to build trust. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Increase Opportunities. Expand Your Pipeline.

Lead Scoring 236

Lead Scoring Lead Rank How To Buying Cycle 236

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. What is Email Automation? Especially in the B2B Realm?). Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

SBI Growth

OCTOBER 23, 2012

Here’s an example of the average buying cycle for this type of software purchase. Your greatest chance of closing is through differentiation. 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? Robert: Great.

Customer 293

Customer Buying Cycle Software Software 293

Partners in Excellence

DECEMBER 31, 2024

At one time, we were focused on reducing the buying cycle. We applied design thinking to our meeting management, reducing meetings to close by 50%. Every once in a while, we have looked at other metrics as we focused on certain performance areas. Once we got that wired in, we stopped tracking it.

Ideal Customer Profile 127

Ideal Customer Profile Top of Funnel Pipeline Lead Rank 127

Score More Sales

AUGUST 26, 2014

By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. Close More Deals. Many of our clients don’t take advantage of these tools yet though. Finally, start measuring this information (see tools above). Increase Opportunities. Expand Your Pipeline.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Pointclear

FEBRUARY 23, 2012

From the customer buying cycle and lead nurturing to sales and marketing alignment, lead quality vs. lead quantity, and effective sales processes, he consistently zeros in on root causes and identifies key actions that help close more deals and improve revenue results. Forget about branding. Outsource marketing.

Outsourcing Services 170

Outsourcing Services Top of Funnel Strategy Lead Nurturing 170

Zoominfo

DECEMBER 28, 2020

You’re armed with your prospect’s buying signals, right? What Are Customer Buying Signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. How to Spot Buying Signals When B2B buyers need to solve a problem, they start researching online.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

The Pipeline

JULY 9, 2019

Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. The day is yours; you need to control it right from the start, the minute you wake up, till you close your eyes at night. By Tibor Shanto. Change how You Greet YOUR Day.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Partners in Excellence

JANUARY 19, 2015

Buyers Get Smarter Through The Buying Cycle. We’re taught about a process that’s relatively static: Qualify the customer; establish their needs, requirements, priorities; understand their decision-making process; present a differentiated solution that offers superior value; close. Are you getting smarter with them?

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

Sales and Marketing Management

DECEMBER 15, 2017

A study of high-performing marketing teams shows they are twice as likely to have a close collaboration with their sales counterparts. When a salesperson closes a great new deal they inevitably wish they could find 10 more prospects “just like that one”. Here are four ways to hack your B2B growth with AI. . Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

SBI Growth

SEPTEMBER 27, 2012

If you look at this phrase closely, this may have been true in traditional marketing and selling. We have entered into a new era of the self-directed buyer being more skilled at the art and science of buying. 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

DECEMBER 18, 2017

There is much twisting and turning along the way to close-won. It starts before the customer fully realizes that they need a product—perhaps it’s a pain point, or the perception of an opportunity—and it ends with your sales team closing a new account. Sales should also understand prefered methods of engagement and buying cycles.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. If it is not as profitable but has other redeeming qualities, make a consensus decision so that you’ll have internal support once the deal closes.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Zoominfo

JULY 17, 2018

The end goal of any marketing or sales strategy is to close deals– and webinars are no different. Webinar attendees may be at various stages of the buying cycle. But, quantifying revenue from webinars can be trickier than with other campaigns.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Allego

JULY 20, 2021

Michael had completed this transaction to help his customer buy software they needed to adapt to the virtual selling world, and he had done it all without leaving his house. After this deal closed, Michael decided to go all in on virtual selling, and he had the second best year in his sales career in 2020, despite a global pandemic.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Pointclear

OCTOBER 10, 2011

” Further, in companies in which marketing fully participates in the revenue cycle we see improved closed rates, lower cost of sale, and improved revenue results versus the competition. This disintermediation with sales has effectively given control of the sales cycle to the buyer. Who doesn’t want this?

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219