Bernadette McClelland

NOVEMBER 2, 2011

Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? The problem is not you or the sales cycle – they are just symptoms of the real problem. Leadership Questions Sales Buying Process Change Modern Day Salesperson Sales Training Trusted Advisor Value'

Buyer 231

Buyer Gatekeeper Buying Cycle Loyalty 231

Sales Hacker

AUGUST 2, 2019

Stay in contact until the buying cycle dictates opening the sales process. In other words, how long is the typical buying cycle. For example, you use your car every day, but you only buy a new one every few years. If not, file it in your CRM system until the prospect’s buying cycle determines further sales contact.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Tony Hughes

FEBRUARY 22, 2018

Don't just install it, train your people on it thoroughly, weekly and quarterly. When I train sales people I train them to execute. 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. The folly of Sales 2.0

Social Selling 66

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

Sales Training Advice

OCTOBER 5, 2012

In addition to higher win rates, referrals can result in faster buying cycles and improved sales performance. Recommended Reading Gatekeepers By Sharon Drew Morgen Salespeople – Position Yourselves with Power By Dave Kahle Who says image is everything? Collaboration In All Aspects Of The Sale.

Hiring 42

Hiring Referrals Strategy Airlines 42

Tenbound

JANUARY 3, 2024

2- “design and deliver high-impact sales training programs” 3- “Manage a network of external training partners.” sales leaders) 2- Gatekeepers: (e.g., sales leaders) 2- Gatekeepers: (e.g., The goal of your message is to move your prospect at least one stage deeper into the buying process. 2- Trust (Why you?)

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

LeadFuze

DECEMBER 31, 2021

A gatekeeper is usually a person who has to procure products or services for others in their organization, but they dont actually have ownership over solving that problem themselves. If the buyer is this far along in their buying cycle, youve missed your chance to influence them and it will be difficult for you to win.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52