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Focus on Buying Cycle to Shorten Sales Cycle

The Pipeline

The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles. The post Focus on Buying Cycle to Shorten Sales Cycle appeared first on TiborShanto.com. The misses generally happen when the reason for the initiative was wrong from the start.

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3 Secrets to Speeding Up Your Buying Cycle (Insights from Sending 570K Proposals)

Sales Hacker

The post 3 Secrets to Speeding Up Your Buying Cycle (Insights from Sending 570K Proposals) appeared first on Sales Hacker. Ways to control your proposal process. How to structure your proposal to speed up/positively influence your buyer’s decision-making process.

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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. Sooner or later, your customer will want to buy more. Repurchase.

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The “Squishy” Buying Cycle

Partners in Excellence

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.

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Prove ROI and Make the Business Case for Industrial Content Marketing

Speaker: Achinta Mitra, Founder and President, Tiecas Inc.

It's the plight of an industrial marketer: over the course of a 12-18 month long buying cycle, you make contact with a whole host of influencers who read your content.who may or may not actually work in purchasing. buy-in from your higher-ups. By the time the RFQ comes in, the original project might be completely different.

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Sales Tips: Accelerating Sales and Buying Cycles

Customer Centric Selling

Sales Tips: How to Accelerate Sales and Buying Cycles. sales tips selling tips sales technique sales tip selling technique sales cycles buying cycles' By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of ddpavumba at FreeDigitalPhotos.net.

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Buyers Get Smarter Through The Buying Cycle

Partners in Excellence

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].

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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.

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

Openview

Want more information on how Millenials are impacting the buying cycle? The post How Millennials Impact the Buying Cycle: What You Need to Know and How to Adapt appeared first on OpenView Labs. You must look for signals of intent to engage when they are ready and have captivated their attention.

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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? Buyer: Potential sales are lost?

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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.” As a result, the sales professional is key in helping customer initiate the buying cycle.

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

SBI

And that, all too often, is at the end of the buying cycle. You can win even when prospects engage with you late in the buying process if you play by these rules. When salespeople are invited to a discussion late in the buying cycle, rest assured that the prospect has already formed opinions shaped by what they’ve read or seen.

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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. Delays are potential red flags.

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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. Need some help with your sales performance?

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Is this problem important for your customer to solve?

Membrain

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.”.

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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. read more

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

SBI Growth

Sales enablement alignment to the customers buying cycle is required. Misalignment can result in missing the buying cycle completely. A poor launch will waste R & D dollars. Lack of sales enablement will cause you to miss the number. CMO Resources CMO New Product Sales Enablement Sales Readiness'

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Get to the C-Suite Faster: How to Navigate Unpredictable Sales Cycles in 2023

Sales Hacker

Guests : Brooke Freedman – Account Executive Manager at Drift. Katie Miles – Account Executive at Outreach.

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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. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc.

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It’s Too Late – You’re Done!

The Pipeline

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.

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Handling the Gatekeeper and Engaging Executives

Sales and Marketing Management

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. Be Proactive.

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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. 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.

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Why A Rising Win Rate Can Be a Bad Sign

SBI Growth

Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. The reason was simple.

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Don’t Sell Yourself Short

The Pipeline

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. 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.

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3 Imperatives for Engaging Today’s B2B Buyer

Allego

Balancing Selling and Buying Cycles: What Good Selling Is. Good selling, of course, is grounded in creating an exceptional buying experience. They tend to focus on the selling cycle versus the buying cycle. But the selling cycle, of course, is all about you and your timeline. Learn More.

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Selling Banking Technology Solutions

Emissary

Banks have a reputation for a long buying cycle and can take up to two years or more. Banks in particular noted severe limitations in their legacy core processing systems and rigid architectures. A natural sensitivity to risk has anchored organizations to these outdated elements.

Banking 98
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Today’s Challenging State of Selling

SalesforLife

Today’s modern buyer is drastically different than buyers of the past, and the buying cycle has also changed significantly. Turning potential prospects into customers is no longer easy for salespeople. The modern buyer is being transformed. What can salespeople do to adapt to these changing times?

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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. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Leads 113
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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. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

Leads 157
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How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Predicting consumer trends for goods with short buying cycles. Being in the know about consumer trends is a responsibility for both sales and marketing professionals - especially for consumer goods with short buying cycles.

Sales 274
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Why A Sales Leader Should Care About Marketing Methodology

SBI Growth

These markets have natural buying cycles. Sometimes they are because of product life cycle, or evolving technology. Also, today’s Buyer is likely to resent your efforts to “push” them into buying. It lets the prospect’s natural buying cycle work for you instead of against you. You kiss a lot of pigs.

Sales 317
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How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

How to respond to buying signals. Accessing a visitor’s intent data helps marketing understand where B2B decision-makers are in the buying cycle. Related: How Business Search Behavior has Shifted During the Coronavirus. Consider this. That’s the name of the game for 2021. Do you have the tools you need to get on board?

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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. It's a mistake because more often than not, they haven't told you their whole buying cycle yet. Sounds good!". Why is that a mistake?

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What Do I Need to Do to Become Great at Prospecting?

The Sales Hunter

Have a marketing plan to remain in touch with those people who aren’t active in the prospecting or buying cycle. Commit to the customer and their needs, not just on what they sell. Own your prospect’s process. Maintain an optimistic attitude. View prospecting not as an activity, but rather as a lifestyle that you live.

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Breaking Habits, Breaks Cycles And Predictability

The Pipeline

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. This regularity leads to people developing habits in response, action – reaction.

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Own Your Time

The Pipeline

“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. Which means they will have allocated a certain amount of time to buying.

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How to save the life of a tradeshow sales lead

Sales and Marketing Management

Customers - Routine 'keep in contact' but not in the buying cycle segment. Prospects - Known, 'keep in contact' but not in the buying cycle segment. CRM segmentation into the following four key target group should be your first order of the day: Customers - Major targets for significant growth opportunities.

Leads 192
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The More and Less of B2B Marketing

Sales and Marketing Management

Anonymous research has become a significant part of the buying cycle today, covering at least 60 percent of the journey. What if you could monitor all influential individuals in your prioritized accounts in real-time, throughout the buying journey? You could educate and influence them with relevant ads and customized, content.

B2B 236
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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. The likely outcome will be a short meeting with a referral to someone lower in the organization.

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“Are You Experienced?”

The Pipeline

But in how many times have they actually done this, this case how many times have they gone through a buying cycle? The average B2B rep may do 10, 20 30, more deals a year, meaning that they will have initiated and gone through some portion of a sales cycle, two, three or four times their deal number.