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How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. How to spot buying signals. When B2B buyers need to solve a problem, they start researching online.

Lead Rank 309
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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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Buyers Get Smarter Through The Buying Cycle

Partners in Excellence

Buyers Get Smarter Through The Buying Cycle. They do their own research, further learning, further adjusting their goals, objectives, needs, and requirements. 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!

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Don’t Sell Yourself Short

The Pipeline

Buying cycles have expanded more than measurably. As highlighted in a piece on LinkedIn , based on research by the then CEB, while there is no shortage of information available to buyers, value as a salesperson now is in providing context, insight and confidence in moving forward.

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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.” There is too much at stake for them to wait.

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How ZoomInfo Helped Three Customers Propel Their GTM Strategies

Zoominfo

They rely on ZoomInfo throughout their sales cycle for comprehensive data about accounts they’re targeting — and new accounts that can expand their market. Sendoso used intent spikes to see which accounts were searching specifically for their product or searching for related keywords like “direct mail automation.”

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Adapting to the World of Virtual Selling

Sales and Marketing Management

This technology must be combined with research, engagement and technical aptitude in order to be effective and produce results. As many companies currently slow their buying cycles or freeze them completely, intelligent virtual selling is one of the only ways to overcome these uncertainties. You had to get it right.