SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Understanding the buying cycle of large customers helps establish a reasonable quota.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

The Pipeline

DECEMBER 18, 2018

When you are in the middle of it, the heat of the experience, be that a sport game or sales or selling, it is easy to assume that the others involved are prepared and as ready as you are, or they should be; especially in a sales, where the buyers seem to be willing participants. Home Team Disadvantage.

Buying Cycle 247

Buying Cycle Buyer Face-to-face Objections 247

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. They haven’t been trained again, because it is still about selling the product. What’s in Your Pipeline? Tibor Shanto.

Buying Cycle 276

Buying Cycle Buyer Follow-up Motivation 276

SBI Growth

NOVEMBER 21, 2013

Are reps pumping up late stage opportunities to save their jobs? In turn, they learn to accelerate deals through the buying cycle. Instead of chasing every opportunity, they carefully assess selling time. They know certain verticals have a greater propensity to buy. They have shorter sales cycles.

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

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

APRIL 29, 2014

With CallidusCloud’s lead to money suite, we are doing the integration at the R&D level, providing a single solution with a seamless user experience that spans the entire buying cycle, to maximize the effectiveness of sales and marketing. Leslie: Are you making it easy for your sales people to sell, and your customers to buy?

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

SBI Growth

NOVEMBER 9, 2013

In this article I cover the value of persona-based selling. You can access the guide when you sign-up for SBI’s Sales & Marketing Research Review. When you understand your buyers, you are better equipped to help them maneuver the sales cycle. These tools help to anticipate buyer trends and keep pace with the buyer.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

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. Increase Opportunities.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

SBI Growth

APRIL 26, 2013

The burden of “selling when a rep isn’t present” has shifted to the marketing department. What things stimulate them to enter a buying cycle. How buying decisions are made. Using follow-up techniques to probe deeper. Unfortunately only about 5-7% of customers actually respond to survey requests.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

SBI Growth

OCTOBER 1, 2012

This cookie is then leveraged to buy advertising from Google that presents your company’s ads on other websites they frequent in the future. Your company’s opportunity to re-engage just went up exponentially. This is the most basic set-up. Visitors who did convert – This could be used for up-sell / cross sells or branding.

Advertising 297

Advertising Advertising Lead Rank Leads 297

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. If you are selling remotely – by phone, email and even video chat – you need to demonstrate to your potential buyer that your solution will fit their needs and that you have helped others solve their business issues as well.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

FEBRUARY 22, 2012

Here are 5 tips to help you gain and nurture more sales opportunities: Re-educate yourself and all that you know about selling. We know it takes ongoing follow-up to not only reach your prospective customer but actually interact to add value – so where is your plan to do this? Searching the web (19%). With educational content (19%).

Top of Funnel 284

Top of Funnel Lead Scoring Lead Rank Lead Nurturing 284

SBI Growth

DECEMBER 29, 2012

If you don’t, you’ll be THAT REP who complains more than sells. Whatever the case, you must understand buying cycles to manage your quota. Whatever you choose, the goal of BANT is to set you up for success. Every new year, top Sales Reps like Geoff ask themselves the two questions. Question 1: Is my new quota fair?

Quota 287

Quota Sales Qualified Lead Top of Funnel Lead Qualification 287

SBI Growth

OCTOBER 23, 2012

I quickly looked up an iPhone repair shop in the area and spoke to the manager. “My Does the battery charger come up?”. But he managed to pull me back in the buying process, and give me the solution I really wanted. Sales reps who don’t back up and identify the root cause risk two things: 1) Losing the deal.

Customer 293

Customer Buying Cycle Software Software 293

The Sales Hunter

JULY 23, 2019

Keep the pipeline clean by not allowing it to fill up with prospects that aren’t going anywhere. Commit to the customer and their needs, not just on what they sell. Have a marketing plan to remain in touch with those people who aren’t active in the prospecting or buying cycle. Use the telephone heavily.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

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. Unfortunately, most people, including salespeople, surrender their day from the time they wake up.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Lead Generation — Don''t Just Turn Up the Volume. Analysis of Buying Cycles and Stakeholders.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Sales 2.0

MARCH 4, 2012

I keep reading this one: “buyers complete 75% of their sales cycle on the web before ever talking to a sales person” But just over the last few weeks of selling for our Internet start up I’ve found several examples where taking this data is best ignored. They had not defined their need formally.

Top of Funnel 218

Top of Funnel Funnel Cold Calling Inbound 218

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. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . The Follow-up challenge! Know when to Follow up!

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. But there is a singular erroneous assumption that goes into pieces, making them all but useless, and often get in the way of selling. But the vast majority of salespeople I meet admit that they need to sell to other prospects as well.

Buyer 277

Buyer Collateral Harvest Quota 277

SBI Growth

AUGUST 16, 2012

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 profiles should sell your strengths. Create A Brand Called You.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI Growth

AUGUST 12, 2012

Click on this link to sign up for the Make The Number Tour. I’m going to walk you through how our product helps him in each of these areas, and the questions John will ask you through each stage in his buying cycle”. Use follow up questions to dig deep into their thoughts. The Performance Conditions You Put Them In.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Zoominfo

SEPTEMBER 10, 2020

Dialers will load a list of people that you want to contact, automatically dial their phone number for you, and move on to the next name on the list as soon as you hang up. Also, I’m no math whiz, but if you add up the amount of time you spend manually dialing numbers, I’d say it would add up. You have hundreds.

Closing 264

Closing Call-back How To Outbound 264

SBI Growth

OCTOBER 29, 2012

Sign up for the SBI Make the Number tour to learn how peers are building sales comp plans. Most sales were incremental or competitive displacement when prospects were in an active buying cycle. Any one of these areas could be a land mine that blows up your 2013 sales comp plan. That would make 2013 worse than this year!

Compensation 253

Compensation Hiring Incentive Incentives 253

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Sales and Marketing Management

DECEMBER 15, 2017

Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. To avoid wasting time on targets that are a bad fit, you need rich, nuanced, up-to-date insights that go deeper than the usual tip-of-the-iceberg profiles. Prospects expect cold calls and emails to be personalized. Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

The Pipeline

MARCH 23, 2017

This has inadvertently added complexity to the buying cycle and process. Not that buyers needed help in that, given the numerous internal interests involved in any given purchase, CEB research showing there are up to 6.8 This allows them to have a front-line view of the buying process.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

MTD Sales Training

NOVEMBER 5, 2018

How you deal with follow up and the long-term customer experience. Experience: What processes does the customer go through when they are in the buying cycle? The journey gives you indications at each point what makes up the customer’s overall experience. Happy Selling! How you research their business. Sean McPheat.

How To 224

How To Buying Cycle Social Media Follow-up 224

The Pipeline

MAY 15, 2018

The changes which grab headlines are generally significant, unexpected, and because it sells, disastrous. They are wound up by the marketing team and sales managers, drinking the Kool Aide of how disruptive their product is, how transformational it is, hoping it will make them stand out. It does for being risky.

Education 222

Education Buyer Buying Cycle Objections 222

Zoominfo

AUGUST 7, 2020

You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. Ultimately, this makes it easier to cross-sell, upsell, and retain customers. Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account?

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

Partners in Excellence

JANUARY 19, 2015

Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling. Buyers Get Smarter Through The Buying Cycle. Buyers get smarter through their buying cycle. By the way, be sure to buy Andy’s latest book, AMP Up Your Sales. Related Posts: Wake Up!

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Scoring 48

Partners in Excellence

JANUARY 18, 2024

These are the discussions we strive to get since it is all about us and what we sell. When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives. Afterword: For more information about our Business Focused Selling approaches, pleas reach out.

Customer 147

Customer Revelation Buying Cycle Call-back 147

No More Cold Calling

APRIL 10, 2014

Customers don’t buy your technology. They buy what your technology does for their businesses. So pick up the damn phone , engage with your buyer, find out what he really needs, and deliver. The recipient might actually respond to some of these messages, and perhaps even sign up for a webinar. People still buy from people.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

Partners in Excellence

OCTOBER 3, 2023

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. One of the things he discusses in the concept of “Selling Possibility.” Too often, sellers catch customers who are very late in their buying cycle. And the buying cycles are shorter!

Buying Cycle 147

Buying Cycle Up-Sell Google Opportunity 147

Allego

JULY 20, 2021

As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020. Mastering the Art of Virtual Selling. What will it take for you to go all in?

Buyer 133

Buyer B2B Buying Cycle Face-to-face 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. note: clean up your pipeline by removing long stalled deals. slow follow-up. talking up the deal before it has come to closure. Your prospect.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. No salesperson can do it all on their own, so learn who can help you achieve your goals and give you back-up when things get tough. 10) Discover the prospect’s buying cycles.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169