Partners in Excellence
SEPTEMBER 4, 2013
Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.
Partners in Excellence
JANUARY 19, 2015
His post reminded me of something too many sales people overlook in their sales strategies. Buyers Get Smarter Through The Buying Cycle. But it creates a real challenge for us as sales people. Our sales processes are built around the flow from one set of static events to the next. Related Posts: Wake Up!
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Sales and Marketing Management
JUNE 27, 2019
This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. However, sales is also an area ripe for innovation when it comes to AI-powered solutions. While sales drives the bottom line, marketing helps sales find and qualify leads.
The Pipeline
JULY 6, 2021
Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. One way to help buyers and you, is to leverage cycles, while changing the buyer’s and your own habits throughout the buying cycle.
The Pipeline
SEPTEMBER 11, 2018
Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. 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.”
The Pipeline
MARCH 7, 2019
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.
Zoominfo
DECEMBER 28, 2020
By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. How to spot buying signals.
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