Sales and Marketing Management

AUGUST 14, 2017

If your offerings are $50K or higher, be prepared when following up to talk with people that: Don’t have the authority to buy. A colleague of mine recently made a warm call (a letter followed by a phone call) to a CEO. If there’s little chance of a buying decision, buyers won’t waste their (or your) time.

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Sales and Marketing Management

AUGUST 6, 2017

Those tasked with this job, have no interest or time for lead follow-up or ROI; they've already moved on to producing the next show. The same is often true when you visit an exhibitor’s booth and although you might have a meaningful conversation with one of the company representatives, your actual request for follow-up never happens.

Sales Qualified Lead 192

Sales Qualified Lead Leads Marketing Qualified Lead Lead Capture 192

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . The Follow-up challenge!

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Partners in Excellence

DECEMBER 26, 2023

Whatever time we tend free up, is immediately filled with something else and we become time poor, once again. I’d call a few days after I sent them, people actually picked up their phones, and we’d have a conversation. When we try to call in follow up, no body picks up on a number that isn’t recognized.

Retention 134

Retention Maximizer Buying Cycle Social Media 134

The Sales Hunter

JULY 30, 2019

Prospecting is about following up. Reaching out to a bunch of people without following up with repeat contacts will never result in any type of success. There’s nothing worse than having “prospects” in your pipeline just taking up your time but never becoming your customers. Follow up promptly.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Allego

JULY 20, 2021

He recounted how they had done this “dog-and-pony show” multiple times together, and they both actually enjoyed it as well as their pre-meeting dinner to get caught up. So what follows from this is you need to have a proper command of what good selling is before you can successfully make the transition. Learn More.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Zoominfo

JULY 5, 2023

In partnering with ZoomInfo, the company was aiming to align its sales and marketing teams around the same goals and metrics, and to target prospects early in the buying cycle to deliver the most tailored experience possible. This better contact information ensures more effective and thoughtful follow-up to potential customers.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. No salesperson can do it all on their own, so learn who can help you achieve your goals and give you back-up when things get tough. 10) Discover the prospect’s buying cycles.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Sales and Marketing Management

JANUARY 26, 2018

Your sales team knows this, and they spend the majority of their time nurturing the best accounts, following the classic 80/20 rule. This sounds counter intuitive in an industry obsessed with measuring the number of replies, clicks, downloads, likes and follows. No downloads or email sign-ups for these slippery characters.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

Pointclear

AUGUST 16, 2018

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. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Zoominfo

SEPTEMBER 3, 2020

Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. How Do You Set up Email Automation? Automated emails encourage leads to move from the product research phase into the buying cycle. Basic Steps. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

MTD Sales Training

NOVEMBER 5, 2018

These may come under a variety of headings, including, but not limited to, the following: How customers find you. How you deal with follow up and the long-term customer experience. Experience: What processes does the customer go through when they are in the buying cycle? Are they following you on Facebook?

How To 224

How To Buying Cycle Social Media Follow-up 224

Zoominfo

SEPTEMBER 10, 2020

Dialers will load a list of people that you want to contact, automatically dial their phone number for you, and move on to the next name on the list as soon as you hang up. Before you click out of this tab, consider the following. Basically, a dialer takes the manual part out of the cold calling process. You’re a sales representative.

Closing 264

Closing Call-back How To Outbound 264

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. Engagement Stage: Keep Showing Up Engagement is not a one-time event. It’s about showing up, each time building trust between you and your customer.

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. Engagement Stage: Keep Showing Up. It’s about showing up, each time building trust between you and your customer. Ask them to follow you on social media.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Sales and Marketing Management

MARCH 26, 2018

Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! Successful salespeople will conduct detailed research in advance and ask professional, yet probing questions to move the buy cycle forward. .

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

DECEMBER 28, 2020

That might include using analytics tools to determine visitors’ time on-page or managing email sign-ups in your CRM. The most straightforward way to access buying signals data is through a third-party vendor. What buying signals are they giving off, allowing you to renew your connection and close the sale? Consider this.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

SBI Growth

JANUARY 13, 2014

Follow the 4 steps and use the Agile Territory Planner to become the master of your domain. Start with the following actions: Familiarize yourself with the territory as much as possible. Offer to buy them a drink at the upcoming sales kickoff meeting. Set up meetings with managers in the geography last year.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

The Pipeline

NOVEMBER 6, 2017

In fact, so important, that it is naïve to believe that we can have meaningful relationships in the same short timeframes that sales cycles take to unfold. There has been a lot written about the importance of “getting in early”, whether that is the time to follow up to a download, to reacting to a trigger like say personnel change.

Call-back 194

Call-back Insurance Insurance Buying Cycle 194

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. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

SBI Growth

NOVEMBER 9, 2013

Most do not accurately follow the ebb and flow of buyers. You can do this by incorporating dynamic personas and buying process maps. You can access the guide when you sign-up for SBI’s Sales & Marketing Research Review. When you understand your buyers, you are better equipped to help them maneuver the sales cycle.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Bottom-Up Quota Setting. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Understanding the buying cycle of large customers helps establish a reasonable quota. Follow @JPTMcCabe.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI

JANUARY 21, 2020

This is often an overlooked aspect where there is such a flurry of activity to close an initial deal, but if the buying cycle timing isn’t absolutely correct it may take a year or two to close. Scanning a badge with Zuant is easy, and just the start of streamlining your lead qualification and follow-up.

Sales Qualified Lead 112

Sales Qualified Lead Lead Qualification Follow-up Inside Sales 112

SalesLoft

JANUARY 22, 2020

At SalesLoft, we’ve witnessed the power of aligning the sales process with the buying cycle. “By When a prospect sees you tailoring the buying experience to them, trust follows. In a buyer-centric sales process, the customer’s goals and priorities are paramount, not yours. How to Be a Buyer-Centric Seller.

Sales Process 122

Sales Process Buyer Buying Cycle Hubspot 122

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. It takes time to build trust. We’ll talk more on that later.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Apptivo

DECEMBER 7, 2022

Follow up with event attendees. Today, the buying cycle is complex. Maintaining systems up to date can be challenging, unless the business uses a CRM to track contacts, prospects & deals, and that has options to automate marketing emails. Follow up with event attendees. The magic of Automation.

Sales Qualified Lead 97

Sales Qualified Lead Lead Rank Lead Scoring Leads 97

Partners in Excellence

DECEMBER 6, 2022

At the same time, the same old issues keep coming up. “Acceptable” win rates are now less than 20%—“we’ll make it up in volume… ” Average deal values declining. Buying cycles have gotten longer. What Happened To The Follow-Up? Spending on technology has skyrocketed.

Face-to-face 104

Face-to-face Maximizer Report Buying Cycle 104

SBI Growth

APRIL 26, 2013

The answer that followed wasn’t so crisp. What things stimulate them to enter a buying cycle. How buying decisions are made. Using follow-up techniques to probe deeper. Follow @GeorgedlReyes. Follow @MakingTheNumber. She mainly talked about their customer surveys. Author: George de los Reyes.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

Zoominfo

MAY 25, 2021

He points out that companies often make the mistake of introducing a new tool and then failing to follow up to ensure that employees are using it effectively. Perhaps this drawn-out buying cycle explains why automation has taken so long to truly gain hold at companies despite Harvard Business Review’s early endorsement.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

MTD Sales Training

JULY 26, 2016

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. Both these examples use ‘benefit-statements” and a quick-fire question to follow up. Happy selling! Sean McPheat.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

DiscoverOrg Sales

DECEMBER 18, 2017

Every customer journey is different, but most follow a basic pattern. Start by looking for common characteristics that make up your most successful, happiest customers. Sales should also understand prefered methods of engagement and buying cycles. You need to understand your ideal buyers, your best customers.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Gong.io

SEPTEMBER 3, 2020

Questions like: Which competitors are really coming up in my deals? Gong also shows you in which deals you have company, and at what stage your rivals are coming up. . Here’s what it looks like: It’s competitive intel like this that has sales leaders lining up around the block. . How do they set up the buying cycle.

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Crunchbase

MARCH 19, 2021

These prospects aren’t truly ready to buy, which means sales is contacting unqualified or cool leads, wasting their own time and that of their audience. By aligning with the buying cycle , marketing can send sales hot leads who are giving off buying signals (e.g. How to successfully follow up with MQLs .

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

SBI Growth

NOVEMBER 21, 2013

Are reps pumping up late stage opportunities to save their jobs? In turn, they learn to accelerate deals through the buying cycle. Follow @UrteagaSBIi. Follow Sales Benchmark Index @MakingTheNumber. New Budget - Most buyers are making purchases with new budget dollars. How valid is a reps funnel? Best Practices.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Mindtickle

JUNE 22, 2023

8 tips to nail your next cold call Use these tips to warm up your cold calls and have more engaging and impactful conversations. Rather than giving up hopes of engaging the person on the other hand, leave them a message that will grab their attention. Convey some energy and urgency and follow up within a week if you don’t hear back.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

The Pipeline

NOVEMBER 26, 2012

Now it’s one thing if you’re one of those “wait to be found sellers”, the buyer is way ahead of you in their buying cycle, and you’re just one of a number of participants in the bathing suit contest. They haven’t been trained again, because it is still about selling the product. What’s in Your Pipeline? Tibor Shanto.

Buying Cycle 276

Buying Cycle Buyer Follow-up Motivation 276

SBI Growth

OCTOBER 28, 2012

Consider signing-up for SBI's onsite seminar here to see how world class companies implement this and get our best practices guide. Do you have content that targets prospects at each stage in the buying cycle? Without Lead Management, these leads will probably be buying from your competition. Follow @GeorgedlReyes.

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317