The Pipeline

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Focus on Buying Cycle to Shorten Sales Cycle

The Pipeline

The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles. The post Focus on Buying Cycle to Shorten Sales Cycle appeared first on TiborShanto.com. The misses generally happen when the reason for the initiative was wrong from the start.

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Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

The Pipeline

You can, by using every stage in the buy cycle to your advantage. What is the Buy Cycle? Here’s how you can incorporate full-circle sales at each stage in the buy cycle. Before a customer buys from you, she has to know you exist. Sooner or later, your customer will want to buy more. Repurchase.

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It’s Too Late – You’re Done!

The Pipeline

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.

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Don’t Sell Yourself Short

The Pipeline

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions.

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Breaking Habits, Breaks Cycles And Predictability

The Pipeline

One way to help buyers and you, is to leverage cycles, while changing the buyer’s and your own habits throughout the buying cycle. Breaking habits, breaks cycles and predictability. This regularity leads to people developing habits in response, action – reaction.

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Own Your Time

The Pipeline

“How much time is this buy going to suck out of my life and days over the next three months?” Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Which means they will have allocated a certain amount of time to buying.

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“Are You Experienced?”

The Pipeline

But in how many times have they actually done this, this case how many times have they gone through a buying cycle? The average B2B rep may do 10, 20 30, more deals a year, meaning that they will have initiated and gone through some portion of a sales cycle, two, three or four times their deal number.