Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Cincom Smart Selling

APRIL 27, 2017

The pricing question can come up at any time during the buy cycle, and it can even come up outside of a buy cycle. Many times (particularly during the tire-kicking phase of a real buy cycle or perhaps in a discussion with an existing customer) there will be a request for a ballpark quote. The Ballpark Quote.

Buying Cycle 54

Buying Cycle Proposal Construction Scale 54

Mindtickle

MARCH 11, 2020

Classroom training allows you to teach your reps in a controlled setting, in large or small groups, free from the distractions and pressures of their work environment. Plus, classroom training can help build teamwork across people who need to collaborate, such as pre-sales engineers and sales reps, and account managers and customer success.

Buyer 64

Buyer B2B Lead Rank Lead Scoring 64

Mindtickle

MARCH 11, 2020

Classroom training allows you to teach your reps in a controlled setting, in large or small groups, free from the distractions and pressures of their work environment. Plus, classroom training can help build teamwork across people who need to collaborate, such as pre-sales engineers and sales reps, and account managers and customer success.

Buyer 52

Buyer B2B Lead Rank Lead Scoring 52

Tony Hughes

FEBRUARY 22, 2018

Don't just install it, train your people on it thoroughly, weekly and quarterly. Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser. When I train sales people I train them to execute. To use these constructs powerfully requires responsibility.

Social Selling 66

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

Highspot

SEPTEMBER 30, 2020

As Dave Mattson, CEO and President of Sandler Training explained, “Businesses need our sales team to be on the same page. Who should use it: This approach is best for complicated deals with protracted buying cycles and is an effective way to approach major enterprise buyers. Integrate, integrate, integrate.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85