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?

129

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.

309

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.

128

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

83

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

Openview

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?

73

Sales Tips: 2 Factors That Determine the Length of Buying Cycles

Customer Centric Selling

Sales Tips: 2 Factors That Determine the Length of Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales Training sales tips selling tips sales training workshop sales training workshops sales process sales methodology sales training company improve sales performance sales training success sales approach sales training approach selling process sales technique sales tip selling technique sales performance selling approac

52

Sales Training Article about the Foundation of Buying Cycles

Customer Centric Selling

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?

63

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.

73

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.

104

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.

96

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.

56

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.

56

It’s Too Late – You’re Done!

The Pipeline

Most sellers have no clue how long their sales cycle is. As I have shared before when you ask sellers how long their cycle is, most respond “depends.” And sadly they are encouraged to continue to travel blind by many of the idiot pundits who tell things like sales cycles and numbers don’t matter. And while different team members will have different length of the cycle, I can now take steps to change it to improve outcomes and working smarter.

160

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.

176

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.

79

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.

66

Three Moments of Truth In Every Sales Cycle

Sales and Marketing Management

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.

261

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.

242

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 ?

247

In Sales, What Is Insight and Why Do It?

Sales and Marketing Management

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.

263

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

SalesforLife

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

69

Reaping the Value of Long-term Leads

Pointclear

Often hot leads are really buying companies that have already been sold by another vendor. 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.

141

What’s In Your Playbook?

Sales and Marketing Management

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.

334

How to shorten the sales cycle (and close deals faster)

Close.io

Enterprises typically have very long buying cycles. Understand the buying cycle of the enterprise you're selling into. Have a clear vision of their buying journey. You ask the prospect: "What is it going to take for you guys to buy?

83

Seeking New Sales Techniques? Look Beyond Digital

No More Cold Calling

McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. The best prospecting strategies require a human touch.

289

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.

270

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.

58

Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

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.

251

Long-Term Leads Demand Attention Now

Pointclear

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.

138

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®.

86

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.”.

212

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.

222

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?

102

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.

231

The More and Less of B2B Marketing

Sales and Marketing Management

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.

242

PowerViews with Tony Zambito: Buyer Predictability

Pointclear

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle.

207

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.

220

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.

263

This Popular Sales Stat Is Wasting Your Time

A Sales Guy

It’s the stat that says most buyers are 60% through the sales cycle before they reach out to a salesperson. When this happens, it doesn’t matter how far a prospect is in their buying cycle. There is a stat out there we see often.

131

PowerMinute: How to Establish a Meaningful Lead Definition

Pointclear

Truth is, many companies buy solutions that have never been budgeted. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle. If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! BANT is an outdated methodology responsible for more lost opportunities than your CEO and CFO care to hear. Because the value of the solution has not yet been realized by the buyer.

186