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. Do they have any incentives to work hard? Who are these people? Some are obvious. All are important. Your prospect. We start with the obvious first.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Customer Centric Selling

MARCH 5, 2014

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. Whatever the reasons, buyers feel pressured when they aren''t ready to buy.

Closing 61

Closing Training Buying Cycle Incentives 61

Hubspot Sales

JANUARY 16, 2020

First, buying cycles continue to involve more people. Harvard Business Review reported that the number of people involved in B2B purchasing decisions climbed from 5.4 That’s a 25% increase in the size of a buying committee in just two years. people in 2015, to 6.8 people in 2017.

Sports 97

Sports Scale Up-Sell Follow-up 97

The ROI Guy

APRIL 12, 2013

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Some incentives are not tied to money, but instead relate to achieving company goals, objectives and directives.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

OnePageCRM

SEPTEMBER 2, 2020

Buying cycles now involve more and more people. According to Harvard Business Review, the number of people involved in B2B purchasing decisions climbed to 6.8 Each person on a buying committee comes with their own expertise and expectations of your product or service. Here’s how: Combine your expertise.

Ideal Customer Profile 37

Ideal Customer Profile Referrals Follow-up Lead Rank 37

LeadFuze

JUNE 17, 2021

What are B2B Scarcity Examples. B2B scarcity examples are a powerful way to get your prospective customers’ attention. 8 Winning B2B Scarcity Examples. So let’s look at eight B2B scarcity examples working today. B2B’s can use this to constantly be cleaning out their list. 1 Limited stock.

Examples 100

Examples B2B Ideal Customer Profile Webinar Metrics 100

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. This includes: 1- Direct influencers: (e.g., 2- Trust (Why you?)

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

The Spiff Blog

DECEMBER 1, 2022

The average B2B customer journey takes 192 days from first touch to deal won ( source ). But for large B2B companies (>250 employees), the buyer’s journey takes approximately 40% longer than it does for medium and small companies ( source ). During complex buying cycles, a single detail can sway the prospect’s emotions.

Closing 71

Closing Decision Maker Cold Calling Follow-up 71

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. But they used a different incentive… Alternative currencies. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 8, 2017

If you’re selling a thousand dollar B2B server,99 looks trivial. But they used a different incentive… Alternative currencies. Your sales process should already have established how the prospect buys (their stakeholders, decision-makers, buying cycle) and determined that they’re a good fit for your product.

Strategy 20

Strategy Discount Lead Rank Enterprise 20