Partners in Excellence

JANUARY 6, 2025

Even then, too often, they are choosing to minimize or eliminate sellers, preferring rep free buying experiences. Ultimately, sellers are deterred in engaging customers until very late in the buying cycle, and when/if customers want that engagement. And, somehow, organizations seem to meet their growth goals, we have to change!

Customer 133

Customer Revelation Buying Cycle Retention 133

SalesFuel

JUNE 5, 2025

B2B buying cycles have become more complex. In this way, each customer interaction and outcome depend on their relationship with, and their value to, their client. This is a departure from the commission-based and often short-term connection of B2C or retail affiliations. Customers expect more accountability.

Sales Process 59

Sales Process Hiring Decision Maker Scale 59

Partners in Excellence

APRIL 16, 2025

All the parts of managing customers through their buying cycles, growing our business with those customers, how we acquire new customers are inter-related. What we learn in managing deals well, gives us the knowledge and experience to more impactfully prospect (which might cause us to rethink some of our SDR strategies.).

Objections 116

Objections Face-to-face Maximizer Buying Cycle 116

Zoominfo

FEBRUARY 11, 2025

Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. The list goes on.

Strategy 147

Strategy Scale Marketing CRM 147

Partners in Excellence

JUNE 5, 2025

Or those that engage us, wait until the very last moments in their buying cycle. While we are supposed to be experts in helping our customers change, they aren’t finding us performing as that “expert.” ” The majority would prefer to make the changes themselves, without our help.

Buying Cycle 95

Buying Cycle Report Up-Sell Follow-up 95

Zoominfo

JUNE 1, 2025

Some of the world’s biggest brands have achieved remarkable results by abandoning outdated methods and thinking, and embracing responsive, data-driven workflows: SAP cut its buying cycle by two-thirds and doubled pipeline by using 40+ AI tools to personalize outreach.

Ideal Customer Profile 130

Ideal Customer Profile SAP Engineering Report 130

The Sales Collective

MAY 27, 2025

Supportive Buy Cycle: The Mirror Effect One of the most surprising findings is the impact of a salesperson’s own buying habits on their selling effectiveness. This “Supportive Buy Cycle” competency reveals hidden bias that can undermine even the most experienced seller.

Hiring 104

Hiring Cost per Acquisition Buying Cycle Real Estate 104

Lead411

NOVEMBER 7, 2024

Prioritize Leads with Intent : Focus on prospects showing high buying intent, as they are further along in the buying cycle. Use this data to identify companies likely in-market for your solution.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Sales Process B2B 52

Partners in Excellence

JULY 9, 2025

So often, it comes very late in the buying cycle. By implication, we are saying, “We are different because these great companies have chosen to do business with us… ” This is the way we’ve handled this question for decades. This is what we’ve trained our customers to expect when they ask that question.

Face-to-face 72

Face-to-face Buying Cycle Construction Vendor 72

SalesFuel

DECEMBER 5, 2024

When you treat referrals as a sales process you can qualify more prospects and shorten the buying cycle. The author suggests you focus on the ideal customer who is most likely to recommend you to a high-value prospect. This involves identifying your ideal customer profile and buyer persona. But first… are you worthy?

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

PandaDoc

OCTOBER 15, 2024

Analyze Look into the buying cycles, pricing, products, conversions and more of the area. This customer base can be comprised of customer data from sales representatives. Once you know your customer needs, you can better determine your sales strategy and revenue forecasting.

Territories 52

Territories Ideal Customer Profile Analytics Proposal 52

Partners in Excellence

DECEMBER 31, 2024

At one time, we were focused on reducing the buying cycle. It leads to recurring business and huge referrals. Every once in a while, we have looked at other metrics as we focused on certain performance areas. We applied design thinking to our meeting management, reducing meetings to close by 50%.

Ideal Customer Profile 127

Ideal Customer Profile Top of Funnel Pipeline Lead Rank 127

Allego

JANUARY 16, 2025

Demo-to-Deal Conversion Rate: Tracking the percentage of demos that convert to deals allows you to help reps improve their sales conversations , close more deals faster, and shorten the buying cycle. Average Deal Size: Tracking average deal size allows you to determine if business is growing, dropping, or remaining unchanged.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

PandaDoc

JUNE 2, 2025

When possible, engaging with the true decision-maker can shorten the buying cycle and minimize the risk of late-stage surprises. This individual may belong to a different department (finance), or may operate at a senior level within the organization.

Sales Qualified Lead 52

Sales Qualified Lead Top of Funnel Ideal Customer Profile Decision Maker 52

Partners in Excellence

JUNE 15, 2025

Our pipeline coverage is bloated, our outreach isn’t reaching, buying cycles are unpredictable, win rates declining, engagement (employee and customer) is plummeting, expenses are sky rocketing—and we have AI, the cure to all our worries. They’re not!

Ideal Customer Profile 88

Ideal Customer Profile Buying Cycle Buyer Exercises 88

Partners in Excellence

MAY 28, 2025

When we spoke about changes the team needed, looking for different kinds of content, better digital engagement, more marketing engagement through the buying cycle, she was very uncomfortable because it was so different than the way she had been used to doing things.

Channels 108

Channels Buying Cycle Advertising Advertising 108

Partners in Excellence

JULY 3, 2025

We talk about their problems in the context of our solution–but until they are very late in their buying cycle, the way they think about and talk about their problems is very different. They become so natural to us, it’s almost unconscious–yet we aren’t connecting.

Scale 97

Scale Course Buying Cycle Margin 97

Cincom Smart Selling

MARCH 2, 2025

The Ballpark Quote During the early stages of a buy cycle, or even in conversations with existing customers, requests for a ballpark quote are common. Business relationships are built on trust, and pricing information is valuable. You shouldnt give it out without understanding the full context of the customers needs.

Proposal 48

Proposal Face-to-face Buying Cycle Software 48

MarketJoy

JULY 10, 2025

That’s where MarketJoy excels driving effective B2B lead generation for engineering and automation firms with high-converting strategies designed for complex buying cycles. Generic outreach falls flat without acute targeting, industry understanding, and multi-channel follow-through.

Lead Rank 52

Lead Rank Sales Qualified Lead Engineering Lead Scoring 52

Sales Hacker

MARCH 18, 2025

If you’re early in the buying cycle, you’re trying to figure out. Their own unique situation and figure out how this product helps me? Um, is this the right product for me? That’s ultimately what everyone’s trying to figure out. Is this interesting enough to really pay attention to?

Marketing 64

Marketing Scale Case Study Lead Rank 64

SalesFuel

JULY 18, 2025

But vendors selling cloud services may run into purchase cycles that take as long as a year. As the buying cycle gets underway, 37% of B2B prospects develop a short list of viable solutions before they reach out to vendors, according to our B2B BuyerSCAN survey.

B2B 64

B2B Strategy Lead Scoring Lead Rank 64

Highspot

MAY 15, 2025

Without industry alignment, its harder for your sales reps to tailor messaging or navigate complex buying cycles. And with clear account ownership, theres less conflict and fewer coverage gaps. But there are tradeoffs. Territory sales structures also limit specialization. And not all regions are equal.

Territories 52

Territories Scale Lead Rank Sales Qualified Lead 52

Sales Hacker

JUNE 24, 2025

Y Steven Farnsworth: Yeah.

Scale 69

Scale Hiring Trade Show Top of Funnel 69

Partners in Excellence

JANUARY 4, 2025

And when we do this, we drive higher win rates, deal values, and reduce their buying cycles by 30-40%. In in that process, we build trust, confidence, and help them move forward. And when we do this, we increase their success. Stated differently, we drive both customer success and our revenue growth. What if we shift our perspective?

Revelation 126

Revelation Case Study Buying Cycle Study 126

Zoominfo

MARCH 26, 2025

Then engage these buyers earlier in their journey, before they officially enter a buying cycle. Instead of flooding inboxes with generic outreach, start by focusing on identifying key accounts based on intent and behavioral signals, Koussan-Price says.

Ideal Customer Profile 130

Ideal Customer Profile Data Scale Decision Maker 130

The Pipeline

OCTOBER 23, 2014

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.

Buying Cycle 300

Buying Cycle Loyalty Small Business Small Business 300

The Pipeline

JUNE 25, 2019

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.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

SBI Growth

MARCH 16, 2014

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'

Buying Cycle 275

Buying Cycle Sales Enablement Resources Revenue 275

SBI Growth

AUGUST 25, 2013

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.

Collateral 314

Collateral Buying Cycle Software Software 314

SBI Growth

FEBRUARY 16, 2013

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.

Inbound 317

Inbound Marketing Buying Cycle Guidelines 317

Sales Hacker

AUGUST 8, 2022

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.

Buying Cycle 97

Buying Cycle Proposal Enterprise Enterprise 97

Sales and Marketing Management

NOVEMBER 4, 2014

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.

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255

The Pipeline

MAY 28, 2019

“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.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

The Pipeline

SEPTEMBER 11, 2018

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.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

The Pipeline

MARCH 7, 2019

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.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244

The Pipeline

OCTOBER 31, 2012

Further, they shared a couple of “big reveals”; one was that “buyers” will go to the web and the social web long before they will “call a sales person or company”, in fact completing over 60% of the buy cycle.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

Sales and Marketing Management

AUGUST 14, 2017

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.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249