Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. The customer/problem focused sellers always out perform the product focused sellers—enormously!

Customer 113

Customer Scale Buying Cycle Discount 113

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. ZoomInfo’s data enrichment gives BlueOcean’s marketing and sales teams the same full-scope view of each customer and prospect.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Membrain

OCTOBER 17, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.”.

Buying Cycle 136

Buying Cycle Customer Opportunity Sales Management 136

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. While we claim to want to help the customer solve their problems, we aren’t.

Competition 116

Competition Customer Buying Cycle Vendor 116

Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. sales tips selling tips sales technique sales tip selling technique sales cycles buying cycles' By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of ddpavumba at FreeDigitalPhotos.net.

Buying Cycle 76

Buying Cycle Discount Energy Incentives 76

Zoominfo

MARCH 6, 2021

When you get customer segmentation right, you not only show leads content that makes sense to them, but you get your audiences excited about buying from you. What Is Customer Segmentation? Customer segmentation is a marketing strategy that organizes buyers into groups. Why Is Customer Segmentation Analysis Important?

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

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.

Buying Cycle 58

Buying Cycle Training Company Sales 58

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.

Buying Cycle 90

Buying Cycle How To Lead Rank Lead Scoring 90

Partners in Excellence

JULY 20, 2022

We work to find a customer with a need to change. They assemble a buying team, over the years, for complex sales the size of this team has grown. We dig into our “bag of techniques,” to find ways to get the customer to buy. The customer doesn’t order. We qualify them. ” Sometimes it works.

Customer 68

Customer Buying Cycle Face-to-face Discount 68

Partners in Excellence

JANUARY 19, 2015

Buyers Get Smarter Through The Buying Cycle. If we are doing our job engaging with the customer, we are teaching them–helping them understand new approaches to achieving their goals and getting them all hot and lathered to change. Through this entire process, the customer is learning and getting smarter.

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

Sales and Marketing Management

NOVEMBER 16, 2020

Author: Ron Carson Just about every marketer today has been told to listen to the voice of the customer to inform marketing strategy. Second, if you only talk to customers, you are only speaking to people who already drink your Kool-Aid. Your existing customers may not get you to your next customers.

Conversion 177

Conversion Marketing Customer Trade Show 177

Partners in Excellence

OCTOBER 3, 2023

” It’s related to much of what I’ve written about Inciting Customers To Change. Too often, sellers catch customers who are very late in their buying cycle. The sellers simply respond to the customers’ questions, trying to prove the superiority of their offerings, getting the customer to buy.

Buying Cycle 126

Buying Cycle Up-Sell Opportunity Google 126

Partners in Excellence

JANUARY 5, 2023

In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” Customers have, for months, been: Much more selective about what projects they move forward with. Customers will be crying for help! We help them do better.

Face-to-face 104

Face-to-face Customer Cancellation Groups 104

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.” Playing the numbers and pricing game to win their fair share of RFP’s.

Buying Cycle 48

Buying Cycle Ideal Customer Profile Customer Education 48

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? Buyer: Potential sales are lost?

Buying Cycle 53

Buying Cycle Training Buyer Positioning 53

SBI Growth

APRIL 26, 2013

Meeting with their leadership team, I asked “ Do you know your customer? ” Yes… we better know our customer”, was the response from the head of marketing. She mainly talked about their customer surveys. Unfortunately only about 5-7% of customers actually respond to survey requests. Are my customers spending?

Customer 316

Customer Buyer Persona Survey Demand Generation 316

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? What about the customer success manager who must ensure a flawless customer buying process?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? What about the customer success manager who must ensure a flawless customer buying process?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

MARCH 5, 2021

When you get customer segmentation right, you show leads content that gets them excited about buying from you. What Is Customer Segmentation? Customer segmentation is a marketing strategy that organizes buyers into groups. To build out customer segments, marketers use data based on multiple segment types.

Segment 100

Segment Account Based Marketing Lead Rank Lead Scoring 100

Zoominfo

DECEMBER 28, 2020

You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. How to respond to buying signals. Retain (and delight) existing customers.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

SBI Growth

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.

Customer 192

Customer Tools Strategy Leads 192

Partners in Excellence

SEPTEMBER 29, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.” And then after our customers have made a decision, we learn there is high decision regret.

Customer 77

Customer Buying Cycle Intent Opportunity 77

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. Need some help with your sales performance?

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

Partners in Excellence

JANUARY 16, 2024

As a result, the only thing they talk about is the product–it’s features and functions, customers using the solutions, how great their company is, and how the product is better than competition. They don’t understand the customer, as a result, can’t translate what the solutions mean to the customer.

Enterprise 116

Enterprise Enterprise Buying Cycle ROI 116

Pipeliner

JANUARY 28, 2021

In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. Customer satisfaction scores are close, measuring perceived value delivered , but are “too-late-to-fix-anything” trailing indicators – nothing to manage to. So, do your KPIs reflect value’s importance?

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

SBI Growth

OCTOBER 23, 2012

However, we’ve found that these rush job sales efforts result in a lower win rate, and a worse overall solution for the customer. Customers misdiagnose their own problems. Click here to get a copy of a tool we use to help slow the customer down in early stage purchasing efforts. When would you like this system in place?

Customer 293

Customer Buying Cycle Software Software 293

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The thing is, salespeople tend to assume that providing customers with more information makes it easier for them to buy from you. So how do you go about making it easier for prospects to buy throughout the sales process? Gartner recommends conceptualizing your customers’ buying cycle as a three-stage journey.

Customer 59

Customer Analysis Buying Cycle B2B 59

Allego

JULY 20, 2021

However, one offhand comment from his longtime customer Tim caused him to rethink the significance of this profound change in the world of selling. Michael had completed this transaction to help his customer buy software they needed to adapt to the virtual selling world, and he had done it all without leaving his house.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Partners in Excellence

OCTOBER 16, 2018

As sales people, our goal is to become the “go-to” resource for our customers in helping them solve their business problems. We want to position ourselves as trusted advisors to our customers. But customers aren’t responding, increasingly, they rely on other resources for help in solving their business problems.

Customer 82

Customer Face-to-face Vendor Buying Cycle 82

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

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Analysis of Buying Cycles and Stakeholders. Companies need to be more customer- and solution-centric.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ The final arbiter of value received must be the customer. It’s All About Value.

Retention 74

Retention Ideal Customer Profile Customer Decision Maker 74

KLA Group

FEBRUARY 1, 2022

When does the customer experience begin? This is when most businesses begin to consider their customers’ experience. However, more successful companies understand that they need to think about the customer experience from the very beginning of the Buyer’s Journey. Once the product is delivered or service rendered?

Lead Generation 96

Lead Generation Leads Marketing Qualified Lead Customer 96

Partners in Excellence

JANUARY 30, 2024

We talk about the problems our products and solutions solve… ” But this isn’t the issue many customers face. Until the prospect of customer begins to address, understand, and internalize these issues, any discussion of solutions fall on deaf ears. Some of you may react, “But Dave, we do this.

Face-to-face 97

Face-to-face Buying Cycle Outbound B2B 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

Sales and Marketing Management

JUNE 27, 2019

AI has promised to transform digital marketing – from creating highly detailed customer profiles to enabling campaigns that are personalized to every individual. As more data and knowledge of customers is created, AI can add these to the mix of existing information to provide a more accurate view of where the opportunities and risks lie.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Partners in Excellence

FEBRUARY 8, 2024

In others it’s “customers want rep-free buying experiences.” What about customers wanting “rep free buying experiences.” What might change is we figured out, “How do we create great buying experiences through our sales people?” In this case, it was 17 months tenure.

Buying Cycle 122

Buying Cycle Outbound Data Channels 122