SBI Growth

OCTOBER 23, 2012

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?”. Here’s an example of the average buying cycle for this type of software purchase. Your greatest chance of closing is through differentiation. The answer is No.

Customer 293

Customer Buying Cycle Software Software 293

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

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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Close More Deals. Many of our clients don’t take advantage of these tools yet though.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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

Allego

JANUARY 9, 2025

Further, regulatory pressures, complex buying cycles, and the rise of digital technology have transformed the way sales teams must operate. The Need for Sales Certifications Gone are the days when product knowledge and a friendly pitch were enough to close a deal. And long sales cycles leave no room for guesswork.

Hiring 62

Hiring Marketing Exercises Scale 62

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentive 61

Anthony Cole Training

JULY 28, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). compelling reasons to buy (8). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Tonys Top Ten. Sales and a Fish Story.

Hiring 133

Hiring Buying Cycle Ideal Customer Profile Margin 133

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

Score More Sales

MAY 16, 2012

Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. Most systems are under-utilized because of a poor roll-out and non-existent ongoing training. Two of his deals moved forward, and one closed simply because of awareness and creating a plan of action.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Anthony Cole Training

SEPTEMBER 24, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). compelling reasons to buy (8). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Tonys Top Ten. Sales and a Fish Story.

Hiring 175

Hiring Ideal Customer Profile eBook Webinar Metrics 175

Pointclear

JANUARY 31, 2012

For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In creating and evolving CustomerCentric Selling®, a cornerstone of our methodology has been trying to provide superior buying experiences. When being closed a buyer should know: 1.

Closing 45

Closing Training Buying Cycle Incentive 45

MTD Sales Training

JULY 26, 2016

You’ll have heard of open questions and closed questions. Should I be asking more closed questions now?”. It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts. Happy selling!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Understanding the Sales Force

JULY 17, 2023

While both of these unrelated events are analogous to selling, I would like to first share the story of how the Veterinarian closed me for surgery in a one call close. Closed in ten minutes. They continue to demo, quote and close and they wonder why their win rates are so low.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Allego

OCTOBER 14, 2020

In today’s uncertain climate, many companies are slowing their buying cycles or freezing them completely. Nurturing prospects and closing deals when you can’t meet in person is the new normal for sellers in most industries. There are many more ways to close a deal. 8 Essential Elements of Virtual Sales Training.

Face-to-face 125

Face-to-face Buying Cycle Sales Enablement Video 125

Allego

JANUARY 16, 2025

Also known as everboarding , continuous learning supports and enables sales reps to effectively meet the challenges of constantly evolving buying committees, buyer preferences, and market conditions. Unlike traditional classroom sales training , continuous learning is embedded into reps day-to-day workflow, without impacting productivity.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

Miller Heiman Group

AUGUST 20, 2020

Sellers who excel at providing perspective and insights during the sales process have a substantial impact on win rates compared to those who fall short of expectations: their deal close rates increase by 23%. There’s no single “right” way to deliver perspective: the key is to tailor your conversation to each buying influence’s needs.

Customer 111

Customer Negotiation Buying Cycle Top of Funnel 111

Anthony Cole Training

FEBRUARY 27, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). compelling reasons to buy (8). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Tonys Top Ten. Sales and a Fish Story.

Hiring 154

Hiring Ideal Customer Profile Webinar Metrics Sales Qualified Lead 154

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Sales Qualified Lead 100

Sales Qualified Lead Lead Scoring Lead Rank Leads 100

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. Front-line sales managers can incorporate the complexity of the sale, as well as, the nuances customers present during the buying cycle. ? ©2014 Sales Momentum®.

Lead Rank 117

Lead Rank Training Face-to-face Buying Cycle 117

Zoominfo

MARCH 29, 2023

This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. If you’re looking to close deals faster , ZoomInfo can help.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. The Good Buying cycles initiated proactively by competent sellers start at Key Player levels.

Research 92

Research Buyer Buying Cycle Vendor 92

SBI

FEBRUARY 27, 2018

They trust the authentic testimony of someone who’s “been there, done that, and thrived,” which is why more companies are incorporating customer advocacy into every stage of the buying cycle. RO Innovation’s platform changes the game by: Activating customer advocacy end-to end in sales cycles. No database searching or guessing.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Sales Training Connection

SEPTEMBER 21, 2011

This small difference yields a huge dividend in sales training. Practice + Feedback = Effective Sales Training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. When it comes to changing sales performance “practice makes perfect” is a partial truth.

Face-to-face 109

Face-to-face Lead Rank Buying Cycle Training 109

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call. Miss your Q1 target?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Hubspot Sales

DECEMBER 16, 2020

If you’re struggling as the year comes to a close, you’re not alone. Sure, it would have been easier for his team to reduce the amount of training, but that would have led to lower team morale and poor performance. Zach shared a few of his favorite tools for remote training: Slack. Post-training materials.

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Sales Training Connection

AUGUST 24, 2012

A Sales Training Connection Classic. This small difference yields a huge dividend in sales training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. We’ve all attended countless sales training programs – as participants, facilitators, and observers.

Face-to-face 100

Face-to-face Lead Rank Coaching Training 100

Partners in Excellence

JANUARY 22, 2024

We are trained, expertly, to talk about what we want to talk about. And we are surprised when customer prefer a rep-free buying experience. (Hmm, We haven’t been trained in how to do this, we don’t get coaching in how to do this. Buying cycles reduce by 30-40%! No decision made plummets!

Customer 145

Customer Face-to-face Enterprise Enterprise 145

Zoominfo

AUGUST 1, 2018

The B2B buyer’s journey is long and complex compared to the B2C buying cycle. In B2B deals, the buying committee consists of multiple stakeholders. The technology’s effectiveness at conveying the product experience can rapidly speed up the decision-making process and help your organization close deals faster.

B2B 154

B2B B2C Scale Transportation 154

Braveheart Sales

JANUARY 7, 2020

Have you spent money on sales training without seeing rewards? Many sales training organizations focus on tactics and strategies only. And that statistic doesn’t seem to be improving, even though there are numerous sales training options, sales enablement systems and varied selling avenues such as social selling.

Training 59

Training Sales Cycle Account Coaching 59

Sales Training Connection

OCTOBER 24, 2011

The sales cycle is decreasing - the buying cycle is taking over. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision. I beg to differ.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Highspot

MAY 15, 2025

Get it right, and your team moves faster, closes more deals, and delivers a better buyer experiences. Without industry alignment, its harder for your sales reps to tailor messaging or navigate complex buying cycles. That means access to industry content, training, and data. And how do we scale without slowing things down?

Territories 52

Territories Scale Lead Rank Sales Qualified Lead 52

The Pipeline

SEPTEMBER 17, 2019

Many people involved in the buying process are not only reluctant to make a decision but at times seem discouraged from doing so. Perhaps the art to revive in sales is not the art of closing, but the lost art of decision making. This can be through direct suasion or systemic realities, or just plain lack of practice. The Future Is.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

No More Cold Calling

MAY 12, 2015

My manager would want to be involved in the negotiation and would push to close ASAP. Because of that, I would ‘massage’ the probability of closing this prospect at 10 percent, so I can have some breathing room to actually work with the customer on his buying cycle. Let’s say 50 percent,” explains Tiffani.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Customer Centric Selling

APRIL 22, 2015

Sales Tips: "Always Be Closing". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making a decision when buying sales training or process is difficult. Part of the problem has been the misguided emphasis people place on closing. If only it was that easy.

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. Go-to-market efficiency is a hot topic for companies looking to succeed in the current market. BlueOcean is also using retrospective research to capitalize on new opportunities.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Customer Strategy 130

SBI

JULY 26, 2018

Administer to Expert: Our beta testing methodology and training ensure your administrators get the help and expertise they need. Deployment & Training: Multiple options for both deployment and training ensure your sales teams are ready to go! Trade show ROI improvement by lead to sales time and close rate.

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95