Zoominfo

APRIL 12, 2021

One thing’s for sure: it’s not always simple. Marketers must manage complex governance and multiple stakeholders, resulting in decreased agility. One of the more difficult enterprise marketing challenges is making sure your technology stack — your ERP, CRM, and MAT tools — can connect complex, org-wide processes.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. But as the world adjusted to the pandemic and more sales teams began working remotely, managing complex sales became even more challenging. Managing complex #sales can be difficult, especially when working remote. Tweet This!

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

Partners in Excellence

MARCH 23, 2023

Somebody wanted to talk to me about the consumerization of B2B buying and selling. The sender had the position that, “most B2B transactions like buying, selling, and customer onboarding will feel the same as B2C transactions today – asynchronous, delightful, and quick.” But, complex B2B buying is far different.

B2B 62

B2B B2C Face-to-face Buying Cycle 62

Sales Hacker

JANUARY 23, 2023

Complexity bias — our tendency to value complexity over simplicity — is part of being human. Let’s talk about how to spot overcomplication in your sales process and what to do about it. Occam’s razor I’ll start by explaining two fundamental, oppositional principles: complexity bias and Occam’s razor.

Sales Process 76

Sales Process Hiring Cold Calling Proposal 76

The Pipeline

AUGUST 18, 2014

You often hear people talk about how the complexity of their sale makes it different. But all sales are complex in their own way, just because one may have more moving parts than another, does not make it more complex or different. The “sophistication of the solution”, does not equate to “different” or “complex”.

Conference 303

Conference Proposal Call-back Negotiation 303

Partners in Excellence

OCTOBER 29, 2020

The next gen methodology should be focus on helping the customer navigate their buying process more effectively. Each buying journey is different, even within the same organization. The problem with current sales methodologies is they don’t easily accommodate differences in buying journeys.

Sales Methodology 105

Sales Methodology Analytics Face-to-face Churn 105

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

Sales Process 94

Sales Process Lead Rank Ideal Customer Profile Channels 94

Alice Heiman

DECEMBER 20, 2022

Years of trust can evaporate in a matter of moments if you forget this simple rule. Dmitri Leichik learned the hard way that customers are not buying your product, they are buying your commitment to their success. Only then can you automate the process. [5:14] The moment they perceive a transactional motive, you’ve lost.

SalesForce 131

SalesForce B2B Motivation Referrals 131

No More Cold Calling

NOVEMBER 4, 2014

Don’t buy into the hype. Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the widely quoted but ill-advised statistics floating around sales circles. Your clients still need you. Read the rest of the article.)

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

Crunchbase

JANUARY 24, 2022

Product-led growth (PLG), the process of putting the product at the center of the buying journey, has excellent benefits for organizations looking to easily set up their sales and product strategy. Think of PLG for complex solutions like a self-driving car. However, sometimes customers need a little guidance. . Search less.

Scale 98

Scale Hubspot Lead Rank Engineering 98

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. Yet, generally speaking, a lead can be considered anyone who begins to exhibit buying behaviors. Lead Scoring.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

No More Cold Calling

OCTOBER 12, 2017

Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to devise a strategy and assign a myriad of tasks. You practice intensely, and thus make extremely difficult tasks appear simple.

Account 278

Account Cold Calling Segment Buyer 278

Zoominfo

APRIL 12, 2021

One thing’s for sure: it’s not always simple. Marketers must manage complex governance and multiple stakeholders, resulting in decreased agility. If back-office ERP and front-office CRM don’t connect, teams can’t “see” the complete buying process. Keep in mind that your technology stack is only as good as its data.

Scale 130

Scale Enterprise Enterprise Account Based Marketing 130

Zoominfo

SEPTEMBER 14, 2020

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Even the most evergreen processes need some upkeep once in a while. And today, we’re telling you to give your sales process a little TLC.

Top of Funnel 162

Top of Funnel Sales Process Ideal Customer Profile Sales Qualified Lead 162

Zoominfo

APRIL 5, 2023

As companies add and reallocate talent, enter new markets and territories, and adopt more security tools, corporate email systems are becoming increasingly complex. Over time, they could move from a simple name-based system to one that incorporates numbers or other unique identifiers. Take the professional services firm Deloitte.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 130

PandaDoc

MARCH 4, 2024

Any complex financial transaction that would be done by the bank in a physical location — raising capital, launching an IPO, mergers and acquisitions, etc. — Buy-side M&A On the other side of the same coin, buy-side M&A participants use data rooms to help determine the projected profitability of the merger or acquisition.

Banking 52

Banking Benefit Data Negotiation 52

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. Imagine trying to select a pair of socks on Amazon and then scale that up to choosing between complex business solutions. Wary of Complexity These customers are intimidated by solutions that seem overly complex or time-consuming.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

Janek Performance Group

SEPTEMBER 5, 2023

It is the process organizations undertake to understand why a customer bought your product or service. When you consider the process, including interviews, questionnaires, and surveys, it can be a lot. This would make it a negative process, not only for your sellers. Today, the buyer’s journey is increasingly complex.

Analysis 62

Analysis Decision Maker Scale Survey 62

BuzzBoard

APRIL 10, 2024

Overview of Why Lead-Nurturing Software Is a Must-Have Tool for Digital Marketing Agencies Lead-nurturing processes are now seen as a necessity for digital marketing agencies aiming for streamlined operations and higher return on investment. CRM integration is another vital factor when choosing lead-nurturing software.

Lead Rank 52

Lead Rank Lead Nurturing Lead Scoring Software 52

Partners in Excellence

FEBRUARY 28, 2022

We see pricing from the producers changing very frequently, so if we are selling products where oil is a major component (or the product), pricing becomes very complex and competing on price becomes untenable. Classically, customer procurement processes looked at, negotiated, and ordered products individually. A good example is oil.

Lead Rank 85

Lead Rank Lead Scoring Discount Competition 85

Cincom Smart Selling

MAY 8, 2023

Depending on the complexity of the use case, this may happen with or without external help. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor! Which means it is necessary to have a closer look at their current business processes.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

Depending on the complexity of the use case, this may happen with or without external help. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor! Which means it is necessary to have a closer look at their current business processes.

ROI 62

ROI Discount Licensing Vendor 62

Zoominfo

FEBRUARY 17, 2020

B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. Personal value is two times more influential on buying decisions than perceived business impact. As a marketing technique, sentiment analysis can be as complex or as simple as you make it.

Analysis 130

Analysis B2B Airlines Marketing 130

Gong.io

APRIL 23, 2019

I bet you’d HATE talking to a salesperson to buy a book on Amazon. You’d rather buy with “one-click” and be done! An Amazon book rep would introduce friction to an otherwise seamless buying process. It’s a simple buying decision and people want to get through it. Sales AI will replace some salespeople.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

Gong.io

JANUARY 2, 2023

We’ll also cover the different sales qualification frameworks you can use to streamline your qualifying process. Sales qualification is a key step in the sales process in which a salesperson determines whether a prospect is a good fit for a product or service. What are the steps in the sales qualification process?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Zoominfo

AUGUST 29, 2018

B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. . Personal value is two times more influential on buying decisions than perceived business impact. This begs the question: If emotional response is so important to buying decisions, how can you measure them?

Analysis 176

Analysis B2B Airlines Marketing 176

Zoominfo

MARCH 10, 2021

Each model considers price and complexity—more complex services have a higher price than less complex services. When you leverage a self-service model you’re able to keep the prices and complexity low because you don’t have to hire as many developers to create the product or salespeople to sell it. Don’t do this.

Company 100

Company Hiring Enterprise Enterprise 100

Partners in Excellence

MARCH 15, 2022

Most of our “sales processes” are failing us. Second, we have outdated views of the sales process. Despite knowing the customer buying process is very squishy and wandering, we design our processes to be relatively rigid, rigid to the point of being highly scripted. As a result, they get lost.

Sales Process 81

Sales Process Face-to-face Sales Relationals 81

Zoominfo

SEPTEMBER 14, 2020

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Even the most evergreen processes need some upkeep once in a while. And today, we’re telling you to give your sales process a little TLC.

Top of Funnel 130

Top of Funnel Sales Process Ideal Customer Profile Sales Qualified Lead 130

Partners in Excellence

MAY 30, 2019

In this post, I’ll do a deep dive into how we sell into organizations operating in the Simple Quadrant. As a recap, the Cynefin model is displayed below: The Simple Quadrant, is characterized by “known-knowns.” For example, many manufacturing processes are very challenging and difficult.

Customer 81

Customer Chemicals Face-to-face Enterprise 81

Cincom Smart Selling

AUGUST 18, 2020

Depending on the complexity of the use case, this may happen with or without external help. Customers may want to consider selecting the system integrator with a similarly thorough process as the CPQ vendor! Which means it is necessary to have a closer look at their current business processes.

ROI 118

ROI Discount Licensing Vendor 118

Sales Hacker

DECEMBER 9, 2022

But what if you could provide sellers with a more holistic picture of an account’s ability to buy? Consider leveraging predictive analytics to further identify buying patterns and buyer propensity to further maximize your sellers’ efforts. But as the organization scales and matures, these rules become quite complex.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Partners in Excellence

MARCH 29, 2022

We were taught the various stages of the selling process. What I learned and sought to apply, for decades, is no different from what every sales person has learned about the selling process. We’ve trained thousands of people in the selling process, leveraging it for their deal strategies.

Top of Funnel 71

Top of Funnel Proposal Intent Maximizer 71

Partners in Excellence

NOVEMBER 8, 2022

But you have to dive into the research to understand it The research actually shows, buying groups tend to spend a total of 17% of their time meeting with suppliers. There’s a whole bunch more data in that report, The B2B Buying Journey. We know 60% of their buying efforts fail through FOMO/FOMU.

Customer 88

Customer Vendor Buyer B2B 88

Partners in Excellence

FEBRUARY 23, 2022

We learn how to ask a series of questions to understand their needs, to understand who will be involved in the buying decision, to understand their budgets, to understand their decision criteria and timeframe. With due respect to Neil Rackham, we’ve learned questioning techniques to support our discovery process.

Sales Methodology 82

Sales Methodology Analysis Positioning Opportunity 82

Cincom Smart Selling

FEBRUARY 19, 2020

Among managed services sales challenges, perhaps the biggest is found in the complexity of the selling process, itself. We’ve discussed how managed services providers (MSPs) handle product complexity and also the complexity of pricing associated with the solutions managed service providers offer. The Buying Committee.

Face-to-face 77

Face-to-face ROI Buyer Up-Sell 77