Expert insights. Personalized for you.
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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? MORE
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 ? MORE
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. MORE
decision makers involved in a deal and the sales cycle stretching beyond 5 months. When buyers finally do engage sellers, it’s too late in the cycle for sellers to offer meaningful differentiation, and buyers remain unimpressed, forming a cycle that we call the buyer apathy loop. MORE
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 MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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 MORE
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? MORE
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. MORE
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 MORE
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. MORE
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. MORE
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? MORE
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 MORE
And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. These markets have natural buying cycles. Sometimes they are because of product life cycle, or evolving technology. Most of the time, though, leads aren’t ready to buy. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
Buying Cycle Related Topics The Pipeline
JUNE 25, 2019
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.
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.
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Partners in Excellence
SEPTEMBER 4, 2013
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?
Customer Centric Selling
JUNE 26, 2014
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
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. By the time the RFQ comes in, the original project might be completely different. and your initial point of contact may be long gone! Meanwhile, the purchase somehow takes place, and Sales claims all the glory. How is a marketer supposed to make the business case for better content marketing? Join Achinta Mitra, Founder and President of Tiecas, Inc, as he explains how, despite the long, grueling buying cycle, you can prove the ROI of your content marketing. and win (or keep!) buy-in from your higher-ups.
Partners in Excellence
JANUARY 19, 2015
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.
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Smart Selling Tools
JULY 17, 2012
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.
Customer Centric Selling
JANUARY 19, 2018
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
Customer Centric Selling
AUGUST 7, 2013
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?
Customer Centric Selling
NOVEMBER 5, 2014
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.
Customer Centric Selling
MARCH 20, 2013
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.
|
Customer Centric Selling
APRIL 24, 2013
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.
Sales Benchmark Index
JULY 22, 2019
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.
Partners in Excellence
JANUARY 25, 2015
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.
Sales Benchmark Index
FEBRUARY 1, 2018
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.
Jonathan Farrington
OCTOBER 6, 2014
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.
Sales Benchmark Index
OCTOBER 5, 2018
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
The Pipeline
SEPTEMBER 11, 2018
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 Tools
JUNE 3, 2014
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.
Sales Benchmark Index
MARCH 16, 2014
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.
Jonathan Farrington
FEBRUARY 2, 2014
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.
Sales and Marketing Management
DECEMBER 10, 2015
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.
SalesforLife
MARCH 30, 2019
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.
Accent Technologies
AUGUST 1, 2019
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?
Sales and Marketing Management
NOVEMBER 22, 2013
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.
The Pipeline
MARCH 7, 2019
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.
Sales Training Connection
OCTOBER 28, 2013
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 ?
SalesforLife
APRIL 13, 2018
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
Jonathan Farrington
APRIL 17, 2019
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
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. Issue Date: 2014-11-01.
The Pipeline
MAY 28, 2019
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.
Sales Benchmark Index
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. Companies that live in the second half of the sales cycle will increasingly find themselves in a competitive battleground.
Pointclear
AUGUST 16, 2018
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.
Close.io
AUGUST 6, 2018
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?
The Pipeline
DECEMBER 18, 2018
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.
The Sales Hunter
JULY 23, 2019
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.
Pointclear
AUGUST 9, 2016
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.
Accent Technologies
AUGUST 1, 2019
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?
Sales Benchmark Index
FEBRUARY 16, 2013
And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. These markets have natural buying cycles. Sometimes they are because of product life cycle, or evolving technology. Most of the time, though, leads aren’t ready to buy.
Miller Heiman Group
JUNE 4, 2020
decision makers involved in a deal and the sales cycle stretching beyond 5 months. When buyers finally do engage sellers, it’s too late in the cycle for sellers to offer meaningful differentiation, and buyers remain unimpressed, forming a cycle that we call the buyer apathy loop.
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