Pointclear

AUGUST 2, 2012

Create a common language for shared elements of the customer buy cycle— Collaboration requires understanding and communication, so marketing and sales teams should identify key terms and processes and come to an agreement on what exactly they mean.

Compensation 171

Compensation Sales Qualified Lead Lead Qualification Guidelines 171

Pointclear

AUGUST 16, 2018

Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 113

Pointclear

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. But all is not lost.

Demand Generation Agencies 219

Demand Generation Agencies Top of Funnel Lead Rank How To 219

Pointclear

MAY 12, 2011

While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Pointclear

AUGUST 9, 2016

They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 100

Pointclear

OCTOBER 2, 2012

Buying cycles are changing. You know what they want and what’s important to them at a level your competitors just can’t match, and this will create competitive advantage. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Pointclear

JANUARY 31, 2012

Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models. Such as: Buyers have more expansive networks that participate in decision-making. Buyers expect sales reps to be more knowledgeable and better skilled at advising.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Pointclear

NOVEMBER 8, 2012

It looks at how to help salespeople intercept the buying cycle earlier so they have a competitive advantage. It talks about selling to the highly sophisticated, self-educated and risk-averse client and how the models and conversations have to change.

Video 174

Video Journal Up-Sell Education 174

Pointclear

MAY 21, 2015

They’ve already advanced far into the buying cycle by the time they engage with sales. Here are some key points and quotes from my conversation with Linda. Understand the characteristics of the new empowered buyer: Conduct their online research. They’re more risk averse and expect results. What’s the impact on the salesperson?

Conversion 100

Conversion Buying Cycle Sales Methodology Consultative Selling 100

Pointclear

FEBRUARY 8, 2017

Instead, reach out proactively and engage the prospect early on in the buying cycle. So what can b-to-b companies do to get back on track? Don't wait for an inbound lead to come to you before you react. Create value. Pick up the phone and have an intelligent conversation based on what you know about your potential buyer.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

JUNE 8, 2012

Buying cycles are changing. You know what they want and what’s important to them at a level your competitors just can’t match, and this will create competitive advantage. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company.

Customer 145

Customer Social Media Inbound Top of Funnel 145

Pointclear

JANUARY 23, 2017

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. That means they didn’t waste effort on a scattershot approach. Guess how much a traditional, less focused approach that involved reaching out to everyone in the market would have cost?

Account Based Marketing 100

Account Based Marketing Account Sales Qualified Lead Marketing 100

Pointclear

JUNE 15, 2012

Proactive Value-Added Selling Needed Much Earlier in the Buy Cycle. They are successfully using integrated direct marketing programs—combining mail, email and telemarketing in a 1-2-3 punch—to hit very targeted prospects on the upper end of their marketplaces.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113

Pointclear

MARCH 19, 2015

Prospects may move back and forth from marketing to sales multiple times throughout the buying process. The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

PandaDoc

SEPTEMBER 2, 2020

The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. When you show them the rise of Peer Influence in buying cycles, they will get very excited about Peer to Peer Selling and will completely make them rethink the funnel process.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Pointclear

AUGUST 23, 2012

You actually have to build stories for the front part of the buying cycle or sales cycle that include the ‘why change’ discussion and build stories for the ‘why us’ discussion.”. They just say, ‘Well that’s just good salesmanship—discovery and agreement.’ 2012 Recommendations: Don’t Make More Content—Make More Meaning.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Pointclear

OCTOBER 6, 2015

It's built on a totally transparent and aligned relationship between marketing and sales, both of whom first need to agree on which accounts to target and how best to engage them according to where they are in their buying cycle and/or customer lifecycle.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Pointclear

JULY 7, 2015

If you wait for someone to fill out a form, they are deep in the buying cycle. Here’s why: Lead scoring focuses on a very small subset of potential buyers—ones that have made themselves known by filling out lead forms or otherwise raising their hands in some way. What about all the other prospects that remain anonymous?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Jonathan Farrington

JULY 1, 2012

Let’s look at what we know: All of our customers and clients are more informed than ever and typically enter the sales/buying cycle much later than they used to – you must be sick of hearing that, but it’s true.

Customer 38

Customer Buying Cycle Inbound Outbound 38