Buying Cycle PointClear Tools 
Pointclear
OCTOBER 10, 2011
This disintermediation with sales has effectively given control of the sales cycle to the buyer. Even when they try to address B2B and the tools and processes required, it’s a 30-minute lecture or 2 paragraphs in a text book (which I recently saw and they had most of it wrong). But all is not lost.
Pointclear
MAY 7, 2015
So they began to sell follow-up as a tool to mix with mail. Marketing became further educated when they asked sales about the customer buying process and the sales selling process. For instance, a middle step may be added for people who aren’t yet ready to buy. So there you have it.
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Pointclear
JANUARY 31, 2012
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. Buying cycles are getting longer with more touches happening before sales engagement. Buyers are relating differently with the use of Enterprise 2.0
Pointclear
NOVEMBER 8, 2012
I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. I think they role model what we’re teaching.
Pointclear
FEBRUARY 8, 2017
For the record, I am an inbound-marketing advocate and an early adopter of marketing automation tools. Instead, reach out proactively and engage the prospect early on in the buying cycle. These measurements drive low-quality leads to sales. Watch this 60-second video to learn more about inbounditis. Create value.
Pointclear
JUNE 8, 2012
She said they are seeing positive signs that there is greater need to support interaction between the two groups and more tools to support that interaction. Buying cycles are changing. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company.
Pointclear
AUGUST 23, 2012
Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets. Tim adds that the vehicles or channels—like smart phones and tablets—that people are consuming content on are optimized for video, so demand gen tools need to be focused on video as opposed to traditional PDF types of assets.
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