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The “Squishy” Buying Cycle

Partners in Excellence

Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner. I think there is a different view of the buying cycle, one that is more “squishy.” I think this picture represents a lot of what I see in B2B buying cycles.

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Buyers Get Smarter Through The Buying Cycle

Partners in Excellence

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! No related posts. Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling.

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Selling Possibility

Partners in Excellence

My friend, Hank Barnes, is rethinking the buying process with a fascinating concept he calls The Advantage Factor. ” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. And the buying cycles are shorter!

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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 has changed the buying process and cycle, but not all related habits.

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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. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive.

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It’s Too Late – You’re Done!

The Pipeline

One of those seasonal trends is the steady drip of time-related content that is rolled out at specific times depending on the time of year, you can almost visualize their “publishing calendar.” More importantly how long the buying cycle is. What do they think it is going into the cycle. Do The Math.

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Our Customers Can’t Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!

Partners in Excellence

It’s that time of year again, there are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” As a result, the sales professional is key in helping customer initiate the buying cycle.