Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What is Email Automation? Basic Steps. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

SBI Growth

AUGUST 25, 2013

Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. They work closely with Marketing to build content the buyer demands.

Collateral 314

Collateral Buying Cycle Software Software 314

Score More Sales

JANUARY 31, 2012

You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Through a very strategic conversation with your prospect, both they and you are in agreement, and things get moving forward. Sales Tips for the End of the Pipeline.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

The Pipeline

MARCH 7, 2019

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

Partners in Excellence

APRIL 16, 2025

For example one sales person at a client happens to be outstanding in prospecting. You would think she’s making her number, but she isn’t–she’s not pursuing the volume of deals she needs to make her number, she hates prospecting—again, she has full cycle responsibility.

Objections 121

Objections Face-to-face Maximizer Buying Cycle 121

The Pipeline

SEPTEMBER 11, 2018

Perhaps it speak to their attire when they are asked to telephone prospect). 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.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Sales and Marketing Management

AUGUST 14, 2017

My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking. Let’s take a step back and more closely consider the term “gatekeeper.” This approach aligns with the way senior executives want to buy.

Gatekeeper 249

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

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

The Sales Hunter

MAY 23, 2013

The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. What this means is prospecting does not have the same merit for customers as it used to. This meant a good prospecting salesperson could at least generate a large number of introductory sales calls.

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

The Pipeline

DECEMBER 18, 2018

But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers. But in how many times have they actually done this, this case how many times have they gone through a buying cycle?

Buying Cycle 247

Buying Cycle Buyer Face-to-face Objections 247

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 121

Closing Face-to-face Buying Cycle Compensation 121

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. Is it clear?

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

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

SBI Growth

SEPTEMBER 2, 2012

Does the stage of the opportunity logged in CRM sync with where the customer is in the buying cycle? Outward-in research: Win/loss interviews determined: LinkedIn Groups is where prospects are discussing our product frequently. White papers offer prospects the greatest deal of information about our product.

Data 267

Data Analysis Sales Operations Buying Cycle 267

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. Get educated on professional strategies for brand building online before you start throwing messages to valuable prospective buyers so that you don’t prevent or damage relationships.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

MTD Sales Training

JULY 26, 2016

You’ll have heard of open questions and closed questions. Should I be asking more closed questions now?”. Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. This helps you see what is most important to the prospect. Have I probed enough? Happy selling!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

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. That way, they have more time to prospect.

Closing 130

Closing Call-back How To Outbound 130

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. Take Back Control. And confidence is contagious.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This sales platform helps automate the most repetitive sales tasks while helping you communicate with prospects.

Tools 131

Tools Closing Territories Hubspot 131

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What Is Email Automation?

Prospecting 130

Prospecting Scale Lead Nurturing How To 130

Sales and Marketing Management

DECEMBER 15, 2017

In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. A study of high-performing marketing teams shows they are twice as likely to have a close collaboration with their sales counterparts. Reduce time spent on research.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. Close More Deals. It takes time to build trust. Increase Opportunities. Expand Your Pipeline.

Lead Scoring 236

Lead Scoring Lead Rank How To Buying Cycle 236

Partners in Excellence

JUNE 14, 2022

Some observations: This presentation was intended for initial meetings with prospective customers. I hope the presenters were coached to thank the prospect as they closed the presentation. And this is what we must initiate in our initial conversations with the prospect/customer, reinforcing through their entire buying cycle.

Prospecting 110

Prospecting Face-to-face Buying Cycle Meeting 110

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. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

SBI Growth

OCTOBER 23, 2012

Here’s an example of the average buying cycle for this type of software purchase. Instead of using the prospect-directed sales scramble, Robert gave them a defined path. Your greatest chance of closing is through differentiation. When would you like this system in place? Client: By the end of the year. Robert: Great.

Customer 293

Customer Buying Cycle Software Software 293

Hubspot Sales

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing. Prospecting is hard. The Top 7 Prospecting Objections. How could they be?

Objections 145

Objections Prospecting Call-back Gatekeeper 145

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

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Sales and Marketing Management

MARCH 26, 2018

During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward. High-performing salespeople understand the prospect’s business challenges and can articulate a solution. This gives salespeople time to focus on closing the hottest leads. .

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Sales Hacker

DECEMBER 18, 2020

So, in order to close the sale, you need to find a way to overcome these objections. You’ll be seen as a combatant, and your prospects aren’t going to be heard. Instead of arguing with your prospect, and telling them their viewpoint is wrong, acknowledge their objection. 3 You and your prospect should be on the same side.

Objections 133

Objections Prospecting Ideal Customer Profile Sales Qualified Lead 133

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

Zoominfo

JULY 17, 2018

This format allows companies to engage with prospects and customers and receive feedback in real-time. 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. Among such strategies, webinars come out on top.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Score More Sales

MAY 16, 2012

You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Anthony Cole Training

JULY 28, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). compelling reasons to buy (8). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). It is the way we buy stuff. 23 years ago, I bought an $8 dinner because of my buy cycle.

Hiring 133

Hiring Buying Cycle Ideal Customer Profile Margin 133

Zoominfo

MARCH 6, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sure, you want a pipeline of hot leads that sales will scramble over to close. Pacific Northwest, geographic data will ensure you’re targeting leads in Oregon and Washington.

Segment 204

Segment Account Based Marketing Lead Scoring Lead Rank 204

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

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