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?

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.

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.

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

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?

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.

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.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.

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.

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.

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 ?

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.

What’s In Your Playbook?

Sales and Marketing

Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation. Issue Date: 2014-11-01.

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.

Handling the Gatekeeper and Engaging Executives

Sales and Marketing

If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy. Long sales cycles. There are several advantages of making proactive attempts to start buying cycles: You can start at levels that have the authority to create budget. If there’s little chance of a buying decision, buyers won’t waste their (or your) time. This approach aligns with the way senior executives want to buy.

The Purpose of Process


The only way to ensure that your sales process creates value is to begin first with the buying process. Uncover the steps in their buying process. Who gets involved at each stage in their buying process and why? Ensure that they understand that the reason to engage in sales activity is to move the buyer through the stages of the buying cycle. They solve problems and they help people buy. The purpose of process is to ensure consistency.

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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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®.

5 Keys to shortening the selling process

The Pipeline

What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems.

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.

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.

The More and Less of B2B Marketing

Sales and Marketing

And it’s even more effective to concentrate not just on the potential revenues across the board, but which accounts have entered an active exploration or buying process. It’s called buying by committee. Now, imagine if you could influence that complex internal buying journey much earlier - reaching everyone who could influence your project. Anonymous research has become a significant part of the buying cycle today, covering at least 60 percent of the journey.

B2B 234

“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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Buyers: Take Your Rep To Work Day

The Pipeline

This has inadvertently added complexity to the buying cycle and process. The real value sellers can add for buyers by reduce complexity of their buying process and experience. This allows them to have a front-line view of the buying process.

Buyer 208

The Virtuous Sales Cycle—3 Best Practices

No More Cold Calling

Last week we heard from Andy Paul about the Vicious Sales Cycle —bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales performance.

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).

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.

How to save the life of a tradeshow sales lead

Sales and Marketing

Customers - Routine 'keep in contact' but not in the buying cycle segment. Prospects - Known, 'keep in contact' but not in the buying cycle segment. Most clients get excited about the 5 percent who need to be converted quickly; the problem is that they are being picked up right at the last stages of a prospect’s buying cycle, and other competitors maybe involved at this stage, which diminishes the opportunity.

Leads 190

Give Your Buyers The Gift of Time – Sales eXecution 319

The Pipeline

Recent Research released by CEB, show that buying cycles are often twice as long as the buyers themselves anticipated. I have seen many sales people give up because the buy did not take place in a timeframe that suited the seller.

Buyer 219

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: 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.

The Easiest Path To Change

The Pipeline

Just as sellers look for “buying signals”, buyers are also seeking and taking in signals, signals that are loud and clear even when not verbal. By Tibor Shanto.

Buyer 214

There Are No Rules In Sales

The Pipeline

You think only sellers buy and read sales books; you think that sellers are the only ones who can subscribe to sales blogs and update. With buyers who have gone through a few buying cycles, are likely more familiar with “Seller Personas” than many sellers are with buyer personas.