Partners in Excellence

SEPTEMBER 4, 2013

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.

Buying Cycle 98

Buying Cycle Compensation Engineering Customer 98

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. So what are the first steps to get the most out of buyer intent data? It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

MTD Sales Training

NOVEMBER 25, 2018

Here are five questions that will allow you to really understand your buyer and build that longer term relationship with them: 1) What do you put your past successes down to? The answer will help you see what direction the buyer is coming from, and accentuate any positives they have experienced in the past. Happy Selling! Sean McPheat.

Buyer 175

Buyer Face-to-face Buying Cycle Vendor 175

Partners in Excellence

JANUARY 19, 2015

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. Andy Paul and I exchanged emails on my post The Heisenberg Uncertainty Principle And Selling. He had written a similar post [See Here].

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

The Pipeline

MARCH 23, 2017

It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. This has inadvertently added complexity to the buying cycle and process. stakeholders involved from the buyer organization these days. Illuminating the buyer’s journey.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. As a general rule, sellers push to get orders earlier than buyers are ready to make decisions. Buyers don’t purchase and expect discounts weeks later. Sellers push so hard buyers decide not to buy. Many sellers fail to establish value.

Buying Cycle 76

Buying Cycle Discount Energy Incentives 76

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles.

Customer 108

Customer Buying Cycle Buyer Sales Cycle 108

SBI Growth

NOVEMBER 9, 2013

Most do not accurately follow the ebb and flow of buyers. Instead, you must account for the fluidity in the buyer’s journey. You can do this by incorporating dynamic personas and buying process maps. These tools help to anticipate buyer trends and keep pace with the buyer. However, it cannot be viewed in isolation.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

Openview

SEPTEMBER 19, 2017

The buying environment is becoming increasingly complex. A few reasons are likely top of mind including the emergence of new competitors, frequency of touchpoints, ever-shortening buyer attention span, and so on. Our hope is that organizations will begin to consider how tactics should vary based on the generation of their buyer.

Buying Cycle 76

Buying Cycle B2C Demographics Intent 76

SalesLoft

JANUARY 22, 2020

Like it or not, brands like Amazon set the gold standard for buyer experience. Well, in addition to being expert data collectors, Amazon mastered the art of meeting the buyer where they are. This comedy of errors happens all too often for B2B buyers. Sales cycles are a grind. How did they do it? They listened to us.

Sales Process 122

Sales Process Buyer Buying Cycle Hubspot 122

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Customer Centric Selling

NOVEMBER 5, 2014

Sales Tips: How to Begin Buying Cycles with Pain vs. Goals. One of the fundamental concepts of CustomerCentric Selling® is that buying cycles begin when Key Players share goals or admit problems they’re willing to spend money to achieve or address. The major exception to this rule is doing business development.

Buying Cycle 90

Buying Cycle How To Lead Rank Lead Scoring 90

SBI

JULY 17, 2012

Tweet Up until 15-20 years ago, and out of necessity, buyers would rely on salespeople to get information on products and services of interest to them. The Internet has forever altered the balance of power, to the buyer’s advantage. Buyers simply aren’t willing to cede power to a salesperson needlessly.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

The Pipeline

NOVEMBER 30, 2015

And while this is a fact that sales people have to deal with every day, we often forget that our buyers have to deal with the exact same limitation every 24 hour day. are common objectives for buyers. are common objectives for buyers. Therefore one of the best value adds you can deliver is bending time in favour of your buyers.

Buyer 120

Buyer Buying Cycle Objections Lead Rank 120

Zoominfo

DECEMBER 28, 2020

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. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Partners in Excellence

JANUARY 18, 2024

When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives. They don’t know how to buy. ” I keep going back to the data we know about decision confidence and buyer regret. But are they asking us the right questions?

Customer 127

Customer Revelation Buying Cycle Lead Rank 127

The Pipeline

JULY 6, 2021

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. If you go back and look at how purchases unfold, you’ll find buyers are not as confident or clear as they posture.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Bernadette McClelland

NOVEMBER 2, 2011

Who needs to change – buyer or seller? Are sales cycles either nonexistent or getting even longer? The problem is not you or the sales cycle – they are just symptoms of the real problem. Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down?

Buyer 231

Buyer Gatekeeper Buying Cycle Loyalty 231

Sales Hacker

OCTOBER 19, 2020

Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. Sales reps only have 14 days to engage a buyer before the conversion potential is so low that it’s no longer worth following up. Buyer Silence is Deadly. But is this really true? Is it just a numbers game? After seven days, 6x.

Buyer 104

Buyer Data Lead Rank Lead Scoring 104

The Pipeline

MARCH 7, 2019

The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions. Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

The Pipeline

SEPTEMBER 11, 2018

But if managers were to actually use these tools, they would learn that sales cycles are much longer than many pretend, all while buying cycles are running much longer than buyers themselves expected when they started their buying cycle. More importantly how long the buying cycle is.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Customer Centric Selling

AUGUST 7, 2013

Sales Training Article: The Foundation of Buying Cycles. As a practical matter it means buying cycles do not begin until a buyer has shared a goal (or a problem) they are willing to spend money to achieve (or address). Does this mean a buying cycle has begun? Buyer: Potential sales are lost?

Buying Cycle 53

Buying Cycle Training Buyer Positioning 53

Hubspot Sales

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. Buyers have an abundance to pick and choose from.". In 2022, many buyers don't trust sales. Let's dive in.

Top of Funnel 104

Top of Funnel Buyer Data Buyer Intent 104

The Pipeline

MAY 28, 2019

Buyers look at the time invested in a sale a couple of ways. How much time is this buy going to suck out of my life and days over the next three months?” Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Lend or Stretch. And I hope it did for you.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Cincom Smart Selling

OCTOBER 12, 2017

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Early in a buy cycle these needs are less fully developed and lack specificity. CPQ Software Elevates Confidence during the Buy Cycle. This is how buyer confidence is built.

Software 59

Software Software Buyer Buying Cycle 59

Cincom Smart Selling

OCTOBER 12, 2017

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Early in a buy cycle these needs are less fully developed and lack specificity. CPQ Software Elevates Confidence during the Buy Cycle. This is how buyer confidence is built.

Software 59

Software Software Buyer Buying Cycle 59

Highspot

SEPTEMBER 22, 2022

The advantages are two-fold: A more streamlined experience for reps that frees up their time to focus on what matters most: delivering a great experience for their buyers. Engagement Genomics takes away the need for reps to manually tie buyer engagement through Pitches to specific Salesforce records. Don’t have Highspot yet?

Buyer 52

Buyer SalesForce Lead Rank ROI 52

The Pipeline

DECEMBER 18, 2018

There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But the reality in a buy/sale cycle is the exact opposite. And no, I am not going to say that it is the sellers who are unprepared, that’s not the case, it is usually the buyers.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

SugarCRM

AUGUST 11, 2021

Buyers demand it. Personalized content has been a no-brainer in the B2C world for many years now, but what about B2B buyers? In today’s content-driven world, personalization is becoming more and more important for new, digitally savvy, fast-paced B2B buyers as well. We said it once and we’ll say it again, personalized content.

Buyer 49

Buyer Marketing Buying Cycle Campaigns 49

Zoominfo

MARCH 29, 2023

This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. Don’t Get Cute Neu sums it up simply: urgency is important in times of turmoil.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

SugarCRM

NOVEMBER 25, 2021

How Changes in B2B Buying Behavior Impact Website Strategy. Today’s buyers’ behavior has changed, as 68% of B2B buyers indicate an increase in the length of their buying cycle in the last year. Buyers expect to feel less pressed to make an impulsive decision when considering a solution. Surveys and Polls.

Buyer 55

Buyer Lead Rank Lead Scoring Face-to-face 55

Customer Centric Selling

MARCH 20, 2013

Sales Training Article: Electronic Starts to Buying Cycles By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. It is likely many do before vendors are contacted.

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

SalesforLife

APRIL 13, 2018

The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.

Sales Talent 69

Sales Talent Buyer Buying Cycle Sales Methodology 69

Mereo

OCTOBER 9, 2019

Today buyers have more access than ever to invaluable information that can guide their needs, decisions and actions. And while all that information, insight and education is “free” for the tuned-in, savvy buyer, it can also overwhelm to the point of indecision, avoidance and confusion. Tomorrow they will have even more.

Industry 65

Industry Buyer Buying Cycle eBook 65

Mindtickle

NOVEMBER 6, 2020

Sales professionals and buyers alike have quickly accepted and adopted this new reality. Cited reasons are safety due to the Covid-19 pandemic, ease of scheduling, and expediting the buying experience. The motivating news is that those same buyers believe the new sales model is just as or more effective than the face-to-face model.

Sales Enablement 81

Sales Enablement Buyer Hiring Face-to-face 81

Sales and Marketing Management

AUGUST 14, 2017

There are several advantages of making proactive attempts to start buying cycles: You can start at levels that have the authority to create budget. By taking buyers from latent to active need their requirements lists are clean sheets of paper. This approach aligns with the way senior executives want to buy.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Miller Heiman Group

NOVEMBER 11, 2019

Sellers today face a huge challenge when engaging prospective buyers: apathy. Most buyers—70%—wait to engage a seller until after they’ve finalized their needs and are ready to move forward with a solution. Buyers’ delayed engagement of sellers is the result of what we call the buyer apathy loop. Meaningful interactions.

Buyer 50

Buyer Face-to-face Buying Cycle Retail 50