Focus on Buying Cycle to Shorten Sales Cycle

The Pipeline

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. Buying Process. By Tibor Shanto.

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.

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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

Prove ROI and Make the Business Case for Industrial Content Marketing

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

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.

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: 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

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?

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.

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.

Creating Unforgettable Moments in Key Phases of Your Customer Journey

Sales Benchmark Index

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

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.

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.

Q4: A CMO’s Best Friend

Sales Benchmark Index

Article Marketing Strategy account management analyze bottom of funnel business development buy buyer data buyer's journey buyers buying buying cycle Chief Marketing Officer CMO CMOs collect creative ideas cycle insights kpi leader leverage Marketing MCL MQL opportunity Q4 Randall LaVeau report right data sale sales sales leader tactic tactics team top of funnel touchpoints

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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.

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.

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.

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.

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.

Today’s Challenging State of Selling


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.

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.

How B2B Content Wins in 2019

Accent Technologies

We all know that content plays an important part in the B2B buying cycle, but how do you know what content is moving things along and what’s falling flat?

Don’t Sell Yourself Short

The Pipeline

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch. By Tibor Shanto.

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.

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 ?

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

All Business is Good Business – Oh No it Isn’t!

Jonathan Farrington

It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle […]. General Sales Qualification

Own Your Time

The Pipeline

This provides a couple of specific ways sellers can use the time to improve buying and selling. How much time is this buy going to suck out of my life and days over the next three months?” Which means they will have allocated a certain amount of time to buying. By Tibor Shanto.

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.

“Are You Experienced?”

The Pipeline

But the reality in a buy/sale cycle is the exact opposite. But in how many times have they actually done this, this case how many times have they gone through a buying cycle? For a 20-deal rep, closing 1 of 3, we’re looking at 60 cycles started, five a month.

Reaping the Value of Long-term Leads


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.

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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.

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

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?

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. Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action.

Is There a Silver Bullet for B2B Marketing Data?

Smart Selling Tools

Achieving breakthrough results in a customer-driven buy cycle requires having the right data. Today, it’s all about helping customers buy. Is There a Silver Bullet for B2B Marketing Data? Real Advantages Companies are Gaining Right Now.

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