MTD Sales Training

JULY 26, 2016

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Partners in Excellence

JANUARY 25, 2022

It’s the functional equivalent of waiting until the customer is 85% through their buying cycle. The majority of the work the customer undertakes and where we can create the greatest value is in constructing the RFP. And this process is not much different than buying journeys that don’t have a formal RFP process.

Government 72

Government Buying Cycle Construction Up-Sell 72

Jonathan Farrington

MAY 15, 2014

” Outstanding sales results depend on the ability to think from the customer’s point of view and understanding the customer’s agenda, buying cycle and best interests. But it’s OK, your company probably absorbed those costs and it didn’t affect your commission?

Customer 47

Customer Face-to-face Account Margin 47

Mindtickle

MARCH 11, 2020

Constructive feedback from peers and managers. Instead, CEB found that sales reps who are prescriptive by clearly recommending and rationalizing a certain course of action, and present a specific offering helps ease the purchasing process by 86%. Obviously, there are benefits to each of these traditional approaches.

Buyer 64

Buyer B2B Lead Rank Lead Scoring 64

Mindtickle

MARCH 11, 2020

Constructive feedback from peers and managers. Instead, CEB found that sales reps who are prescriptive by clearly recommending and rationalizing a certain course of action, and present a specific offering helps ease the purchasing process by 86%. Obviously, there are benefits to each of these traditional approaches.

Buyer 52

Buyer B2B Lead Rank Lead Scoring 52

Jonathan Farrington

FEBRUARY 11, 2013

Of course …. ” Outstanding sales results depend on the ability to think from the customer’s point of view and understanding the customer’s agenda, buying cycle and best interests. But it’s OK, your company probably absorbed those costs and it didn’t affect your commission?

Customer 45

Customer Face-to-face Account Margin 45

Tony Hughes

FEBRUARY 22, 2018

The 57% statistic on 'buying cycle' by CEB is a bit of a red herring because great sellers know they can uncover demand or even create it in any economy. Over-achievers are communicators and leverage every channel conceivably available to get to the target - whatever it takes, maintaining integrity but staying the course.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66