Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. Other posts here on trust: Inside Sales Power Tip – Build Trust.

Lead Scoring 236

Lead Scoring Lead Rank How To Buying Cycle 236

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Where will it end and how will jobs be affected?

How To 218

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

Score More Sales

JANUARY 31, 2012

Sales Tips and Strategies to Grow Revenues. Sales Tips for the End of the Pipeline. The sales opportunity has stalled – which we talked about last week. By understanding their urgency you will know more about their buying cycle. Consulting. by Lori Richardson on January 31, 2012.

Lead Scoring 275

Lead Scoring Lead Rank Pipeline Top of Funnel 275

MTD Sales Training

NOVEMBER 5, 2018

Experience: What processes does the customer go through when they are in the buying cycle? For example, under the heading ‘How customers find you’ you can log the marketing processes you use that gains the attention of the customer. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

How To 224

How To Buying Cycle Social Media Follow-up 224

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? How Do You Set up Email Automation? Aligning Sales and Marketing. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Many sales reps are forced to accept a quota that is neither. Bottom-Up Quota Setting.

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Quota Ideal Customer Profile Territories Demographics 306

The Pipeline

NOVEMBER 26, 2012

While the sales industry continues to improve and move the dial on “pitching” less, and asking more questions, adopting the “Don’t Ask – Don’t Sell” [link] philosophy. Sadly one contributor to this shortcoming are sales experts in my own field. Many actively tell their clients not to ask ‘Why”.

Buying Cycle 276

Buying Cycle Buyer Follow-up Motivation 276

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

SalesFuel

DECEMBER 5, 2024

How about if I show you how to positively influence the buying motivations of your next purchaser? This powerful tool to master sales is asking for a referral. This Master Sales Technique is Underutilized Salespeople report that only 30% of their clients have given them a sales referral in the past year.

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

Pointclear

OCTOBER 10, 2011

Who is teaching the CMO how to sell? If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do! The line between sales and marketing is becoming more blurred every day. Who doesn’t want this?

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

The Pipeline

OCTOBER 31, 2012

Last week I got an e-mail from one of the traditional providers in the sales enablement business. It seems they have discovered social media, Sales 2.0, You can tell your friends and family that you are in sales, but if that’s you, you’re an order taker, end of story. and felt they had to let the world know.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

DiscoverOrg Sales

DECEMBER 18, 2017

Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. This pattern is traditionally understood through the sales funnel. HOW to engage.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Zoominfo

MARCH 6, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

The Pipeline

SEPTEMBER 11, 2018

Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. ” One is about to begin, the endless noise about what to do in the “Last Quarter”, or “Q4 Secrets”, or the how to “maximize the last 90 days.”

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Openview

SEPTEMBER 19, 2017

AM: Your research indicates over 40% of millennials are either making the buying decisions or influencing them today. What does this mean for marketing and sales tactics? AD: That’s right, marketers and sales reps need to get ahead of the game and start to adapt to this new environment.

Buying Cycle 76

Buying Cycle B2C Demographics Intent 76

The Pipeline

MARCH 7, 2019

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch. How to deal with obstacles, internal and external.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

Understanding the Sales Force

FEBRUARY 19, 2013

Understanding the Sales Force by Dave Kurlan The single question that salespeople ask more than any other is, "When I'm with purchasing, they don't seem to have a compelling reason to buy and don't care about our value add. Why are their sales managers, VP's, Presidents and CEO's content to allow the bus rides to continue?

Transportation 247

Transportation Buying Cycle Decision Maker Comparison 247

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. But the people we''re working with, sales people, are in the same exact business – SELLING.

Buying Cycle 195

Buying Cycle Education Objections Insurance 195

Score More Sales

FEBRUARY 22, 2012

Sales Tips and Strategies to Grow Revenues. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. As a seller you are working hard to create a full pipeline (funnel) and now that you have all of these companies and some actual sales opportunities on your radar, how will you bring them to closure? Consulting.

Top of Funnel 284

Top of Funnel Lead Scoring Lead Rank Lead Nurturing 284

No More Cold Calling

FEBRUARY 14, 2013

How to operate in “zero-time” and deliver maximum impact to your customers and your bottom line. This week, we turn to the more positive, aspirational, and achievable virtuous sales cycle. Change your sales around. Here’s how. Good Sales Practices Beget Good Sales Results. “A Here it is!).

Sales Cycle 179

Sales Cycle Buying Cycle Lead Rank Lead Scoring 179

Partners in Excellence

APRIL 16, 2025

We started discussing much of what we see about the “secrets to sales success.” For example one sales person at a client happens to be outstanding in prospecting. She has a high win rate, great sales results. ” We both see guru’s posting the determining secret to success.

Objections 121

Objections Face-to-face Maximizer Buying Cycle 121

No More Cold Calling

AUGUST 16, 2018

Far too many sales reps do. Perhaps if what you’re doing isn’t working, new sales techniques are in order? McKinsey summarizes this challenge in “ The secret to making it in the digital sales world: The human touch.” The researchers write: There’s no doubt that digital is rocket fuel for sales organizations.

Fashion 219

Fashion Buying Cycle Cold Calling Survey 219

Allego

JANUARY 16, 2025

Managing a sales team is no small feat. From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. Heres a look at the key responsibilities every sales manager must know how to do. Download the Report.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

SBI Growth

AUGUST 16, 2012

As a quota carrying sales rep, you have a number to hit. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

The Pipeline

JULY 6, 2021

Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. One way to help buyers and you, is to leverage cycles, while changing the buyer’s and your own habits throughout the buying cycle.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Bernadette McClelland

NOVEMBER 2, 2011

Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Are sales cycles either nonexistent or getting even longer? The problem is not you or the sales cycle – they are just symptoms of the real problem. Who needs to change – buyer or seller?

Buyer 231

Buyer Gatekeeper Buying Cycle Sales Cycle 231

Close.io

AUGUST 6, 2018

Enterprises typically have very long buying cycles. Here are two things you can do to accelerate the sales process. Understand the buying cycle of the enterprise you're selling into. Have a clear vision of their buying journey. Once you have mapped out their buying cycle, you move on to the next step.

Sales Cycle 115

Sales Cycle Closing Buying Cycle Enterprise 115

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

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LinkedIn Referrals Buying Cycle Twitter 247

Zoominfo

MAY 25, 2021

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . Marketing and sales operations consequently became more proficient with technology.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

SBI Growth

AUGUST 12, 2012

Are you dependent on the top 20% of your sales force to ensure that you hit quota? 78% of the Sales VPs we speak with are worried about the disparity of their team’s talent. At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. Sales Skills Overview/Best Practices.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Sales Hacker

JANUARY 4, 2023

Mid-Market & Growth Expansion Sales at Drift. You’ll learn: How to take a multithreaded approach to consensus-driven sale cycles. How to leverage low-friction touch points to accelerate sales cycles. Guests : Brooke Freedman – Account Executive Manager at Drift.

Sales Cycle 94

Sales Cycle Buying Cycle How To Account 94

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. How are sellers contributing to the longer buying and sales cycles? But we know how to do this and help our customers.

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Customer Buying Cycle Buyer Sales Cycle 142

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . An effective follow-up strategy gets a sales deal out of the black hole and back on into the light (the sales process).

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Follow-up ACT Up-Sell Sales Qualified Lead 189

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. As buyers are evolving, we’ve seen a strange breed of sales professionals actually devolving. True Story: I recently had the opportunity to interview a regional VP of sales for a Fortune 100 company. How are buyers changing?

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. How do you prioritize? Here’s where the sales dialer comes in.

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Closing Call-back How To Outbound 130

SBI Growth

OCTOBER 10, 2012

Unfortunately, after interviewing many of them I found that most struggled with how to accomplish their top priority. Follow these steps and you will produce quality leads for the sales force: Develop your Buyer Persona(s). Producing Quality Leads. To produce quality leads, you need to first create great content.

Sales Qualified Lead 244

Sales Qualified Lead Buyer Persona Leads Marketing Qualified Lead 244

Zoominfo

NOVEMBER 6, 2018

Therefore, to effectively nurture buyers through the sales funnel and provide them with a rewarding purchase experience, you must tailor your marketing visuals to each stage of the buyer’s journey. How to Leverage Visuals Through the Buyer’s Journey. And today’s blog post explores just that! They aren’t actively researching products.

B2B 153

B2B How To Video Analysis 153