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. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.
Sales and Marketing Management
OCTOBER 26, 2020
Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.
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Cincom Smart Selling
JULY 14, 2016
It was one of our field sales reps. Visibility into your sales channel will help you find the RFPs sitting in the sales inbox before the rep even knows they are there. Technology is enabling buyer-driven selling/buying cycles. It was precisely 4:48 p.m. I picked up the phone and answered. The post Incoming!
Partners in Excellence
FEBRUARY 8, 2024
I’ll address the problems of these short tenures in a separate post, but this is just a simple example of too much of the flawed thinking I see expressed in our social channels. What might change is we figured out, “How do we create great buying experiences through our sales people?”
SBI Growth
FEBRUARY 16, 2013
A trend is emerging among Sales SVPs: they Make the Number every other year. And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. In sales, knowing when a prospect is in the market is the Holy Grail. These markets have natural buying cycles.
DiscoverOrg Sales
DECEMBER 18, 2017
This pattern is traditionally understood through the sales funnel. It starts before the customer fully realizes that they need a product—perhaps it’s a pain point, or the perception of an opportunity—and it ends with your sales team closing a new account. Sales should also understand prefered methods of engagement and buying cycles.
Pointclear
MAY 12, 2011
Few companies have the sales and marketing resources to adequately cover their markets. While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Probably more often than you’d like.
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