The “Squishy” Buying Cycle

Partners in Excellence

Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. I think there is a different view of the buying cycle, one that is more “squishy.” Do the customers really know how to buy?

Sales Tips: Accelerating Sales and Buying Cycles

Customer Centric Selling

Sales Tips: How to Accelerate Sales and Buying Cycles. Sellers push so hard buyers decide not to buy. sales tips selling tips sales technique sales tip selling technique sales cycles buying cycles

Buyers Get Smarter Through The Buying Cycle

Partners in Excellence

Buyers Get Smarter Through The Buying Cycle. But the buying process is very dynamic. The gap continues to widen as we focus on where they were in their buying process, not where they are and where they are going. Buyers get smarter through their buying cycle.

The Most Important Phase of the Entire Sales/Buying Cycle?

Jonathan Farrington

It is essential that all frontline sales professionals fully understand both the value and importance of rigorous objective qualification, not just at the front end but right the way through the sales cycle. At the very highest selling levels i.e. strategic “big-ticket” selling and marketing, clearly the sales cycle is much more protracted, complex, and typically moves through four stages i.e. Rigorous opportunity assessment.

How Millennials Impact the Buying Cycle: What You Need to Know and How to Adapt


The buying environment is becoming increasingly complex. But have you considered how a generational shift in your prospects’ demographics might impact the buying environment as well? Want more information on how Millenials are impacting the buying cycle?

Why You Need Full-Circle Sales at Every Stage in the Buy Cycle

The Pipeline

You can, by using every stage in the buy cycle to your advantage. What is the Buy Cycle? Here’s how you can incorporate full-circle sales at each stage in the buy cycle. Before a customer buys from you, she has to know you exist.

Sales Training Look into the Electronic Starts to Buying Cycles

Customer Centric Selling

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.

Sales Training Insight into Agreed Upon Buying Cycles

Customer Centric Selling

Sales Training Article: Agreed Upon Buying Cycles By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As mentioned in my last blog article , “no decision” is a common outcome of buying cycles that sellers participate in.

Sales Tips: How to Begin Buying Cycles with Pain vs. Goal

Customer Centric Selling

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. Once a goal has been shared (or a problem admitted) a buying cycle has begun. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

When is the Right Time to Deploy CSMs?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy csm customer buying cycle customer success customer success - timing of a CSM customer success leader customer success manager Customer Success Professionals customer value early engagement introduction introduction to csm Professional Services sales campaign sales process timingIn our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions.

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.” Or perhaps they want to, perhaps it’s easier just to become RFP fodder, churning out responses to customers who have figured out what they need through the 57, 70, 90% of the buying process.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. Welcome to our biweekly blog feature.

They Are Still Marching – But Not to Your Drum!

Jonathan Farrington

How often have you read that prospects and customers are coming into the traditional buying cycle, as much as 70% up the curve? More tomorrow … General Buying Cycles Sales Cycles Transactional Selling Yes, it is true, customers and prospects are still marching, but they are no longer marching to our drum – by “our” I mean us sellers. They have wrestled the drum away from us and they are now organizing their own marches.

CMO: Can You Rely on Sales for the New Product Release?

Sales Benchmark Index

Sales enablement alignment to the customers buying cycle is required. Misalignment can result in missing the buying cycle completely. Timing and preparation for new product releases is everything. Your 2014 number requires net new revenue from new product launches.

3 Tips to Find Sales Talent That Can Engage with the Modern Buyer


The modern buyer is drastically different and the buying cycle has changed significantly as well. Who is the “right” sales talent in today’s business environment? 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 Management

Selling to the c-suite … timing is everything – A sales tip

Sales Training Connection

Senior executives are not equally engaged throughout the buying cycle. In general, they are involved early and late and delegate most decisions in middle part of the buying cycle to others. Selling to the C-Suite. Selling to the c-level ?

Three Moments of Truth In Every Sales Cycle

Sales and Marketing

Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates.

Audio Tip: How to Make Your Presentation “Sticky” – So Buyers Can’t Forget You!

Performance Sales and Training

Long buying cycles and increasingly complex sales mean most of today’s presentation or demonstration ends don’t end in a signed contract. [link]. But they do ensure the sales process moves forward – IF – the buyer can remember them! In this audio you’ll learn how to make sure that your message is remembered after you walk out the door – and not confused with that of your competition? You need to make your presentation sticky.

Sales Tips: Avoid Death by Presentation

Customer Centric Selling

Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level. Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®.

Selling at C-level and the too late-too little puzzle

Sales Training Connection

Senior executives are not equally engaged throughout the buying cycle. They are involved early and late and tend to delegate the middle of the buying process to others. Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition.

How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process. Marketing now owns a much bigger piece of the lead-to-revenue cycle.”.

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Why A Rising Win Rate Can Be a Bad Sign

Sales Benchmark Index

Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. Companies that live in the second half of the sales cycle will increasingly find themselves in a competitive battleground.

“But That’s More Than We Planned To Pay!”

Partners in Excellence

Too often, we get to the end of a buying cycle and pricing becomes the issue. Early in their buying process, we have to help the customer understand and quantify the consequences of doing nothing. We have to continue to build on this, reinforcing it and helping the customer internalize it through the buying process. The deal stalls, the customer may discuss a competitor’s lower price, they are looking for concessions.

Long-Term Leads Demand Attention Now


They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). Leads at every stage of the buying cycle are essential for a healthy pipeline.

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Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

They trust the authentic testimony of someone who’s “been there, done that, and thrived,” which is why more companies are incorporating customer advocacy into every stage of the buying cycle. The ability to search customer advocate testimonials and content to help drive sales cycles.

Sales Tips: The Key to Establishing a Peer or Subordinate Relationship with Buyers

Customer Centric Selling

Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with. During buying cycles sellers can be viewed more as peers than subordinates.

In Sales, What Is Insight and Why Do It?

Sales and Marketing

Teaser: By the time a customer engages a salesperson, they’re 60 percent of the way through their buying cycle and have done most of their research online. Issue Date: 2013-11-23. Author: Michael Harris.

Sales: understand past successes and you’ll double future ones

Sales Training Connection

In the sales reps’ defense it is well to remember that in complex B2B sales a lot is going on and it is going on over an extended buying cycle with many players and lots of twists and turns. Sales Strategy.

Sales Article about the Overlooked Source of Revenue

Customer Centric Selling

When going through buying cycles with prospects, sellers are careful to ensure they gain access to Key Players that will be involved in making buying decisions. After buying decisions are made, most of the contact with the account will be with middle to lower levels.

Sales Tips: How to Maintain Key Player Access

Customer Centric Selling

Shorter sales cycles. The later in buying cycles ugly conversations take place the better for sellers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Compressing The Sales Cycle

Partners in Excellence

It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” ” This focuses on what we call wall/calendar time (look at the clock or calendar on the wall, reduce time between meetings–shorten sales cycle).

When Customers Engage Sellers (It’s not when you think)


Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the buying cycle unaided by sellers, evaluating solutions on their own, and only reaching out to suppliers in the late stages of their process. They need to add value when no one is buying.

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Internal champions – why one may not be enough

Sales Training Connection

Complex buying process. In major accounts the buying process is complex. There are a lot of players involved, the buying process is long, consensus is often lacking and there are a lot of tricky situations to be handled. Internal Champions.

How CPQ Software Enhances the Buyer Experience

Cincom Smart Selling

Early in a buy cycle these needs are less fully developed and lack specificity. As the buy cycle evolves, the prospect acquires knowledge about their needs and also about possible solutions to mitigate the pain associated with those needs. Complex problems, solutions or products; complicated pricing and competitive markets all elevate the need for establishing prospect confidence early in the transaction and maintaining it throughout the buy cycle and beyond.

Internal champions – remember you are Not there most of the time

Sales Training Connection

With the rise of more committees, there are more people involved in making buying decisions, sellers are engaged later in the buying cycle, and, increasingly a lot of the selling is going on when you not there. Internal Champion.

Fine-Tune Your Sales Call Cadence and Rock Revenues

Hubspot Sales

It’s created based on the readiness of your prospect to buy, and is tailored to keep the salesperson top-of-mind without being overwhelming. Ignoring the buying cycle. Don’t mistake your sales cycle for your customer’s buying cycle. What is Call Cadence?

The shrinking selling cycle – a guest post by Mark Hunter, “The Sales Hunter”

Sales Training Connection

The sales cycle is decreasing - the buying cycle is taking over. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision.

Why A Sales Leader Should Care About Marketing Methodology

Sales Benchmark Index

And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. These markets have natural buying cycles. Sometimes they are because of product life cycle, or evolving technology. Most of the time, though, leads aren’t ready to buy.

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

DiscoverOrg Sales

Another big change driving tech adoption is the balance of power shifting to the buyer who is now in control of the buying cycle, making it more complex from the seller’s perspective.

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Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

For example, if someone that can’t buy asks for a demonstration, sellers can ask: “You indicated that Janet would be involved in approving this initiative. Shorter buying cycles will often result. Sales Tips: Maintaining Contact with Decision Makers.