Partners in Excellence

JANUARY 18, 2024

As we spoke, it struck me how we revel in these questions. I go back to the data on how buying cycles are getting longer, customers are uncertain, they wander, they shift priorities, they struggle with getting alignment, they start, stop, and too often, fail. Why shouldn’t we be answering those questions?”

Customer 140

Customer Revelation Buying Cycle Lead Rank 140

Partners in Excellence

JANUARY 25, 2024

The old Challenger data shows customers typically involve vendors when they are about 60% through their buying process. That data is at least 10 years old, and based on what we see in most buying cycles is that buyers defer vendor engagement until as late as possible. ” We revel in this strategy.

Competition 132

Competition Customer Buying Cycle Vendor 132

Partners in Excellence

DECEMBER 2, 2012

Some terribly mistaken souls actually revel in this saying, “it really shortens my sales cycle!” If the only value we create is to be walking, speaking data sheets, then by all means, the customer should engage us as late in the buying cycle as possible. But that’s not what great sales professionals do.

Revelation 116

Revelation Education Buying Cycle Social Media 116

Partners in Excellence

OCTOBER 31, 2013

” Unfortunately, too many managers view it in the same way, reveling in the concept of being able to watch and micromanage. For example, with one client, Proofs Of Concepts were very critical in the sales cycle. Typically, these were done very late in the sales cycle.

Pipeline 103

Pipeline Top of Funnel Revelation Sales Cycle 103

Partners in Excellence

JUNE 6, 2018

Great sales people are constantly looking for customers by prospecting, filling their pipelines with high quality opportunities, helping the customer navigate their buying cycle. Too often, we find sales people unconsciously reveling in the distraction from being with customers—being with customers is tough work!

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52