Openview

SEPTEMBER 19, 2017

AM: Your research indicates over 40% of millennials are either making the buying decisions or influencing them today. What does this mean for marketing and sales tactics? AD: That’s right, marketers and sales reps need to get ahead of the game and start to adapt to this new environment.

Buying Cycle 76

Buying Cycle B2C Demographics Intent 76

Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Buying Cycle 76

Buying Cycle Discount Energy Incentives 76

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. How do you prioritize? Here’s where the sales dialer comes in.

Closing 264

Closing Call-back How To Outbound 264

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. How are sellers contributing to the longer buying and sales cycles? But we know how to do this and help our customers.

Customer 102

Customer Buying Cycle Buyer Sales Cycle 102

Sales Hacker

JANUARY 4, 2023

Mid-Market & Growth Expansion Sales at Drift. You’ll learn: How to take a multithreaded approach to consensus-driven sale cycles. How to leverage low-friction touch points to accelerate sales cycles. Guests : Brooke Freedman – Account Executive Manager at Drift.

Sales Cycle 73

Sales Cycle Buying Cycle How To Account 73

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Where will it end and how will jobs be affected?

How To 218

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

MTD Sales Training

NOVEMBER 5, 2018

Experience: What processes does the customer go through when they are in the buying cycle? For example, under the heading ‘How customers find you’ you can log the marketing processes you use that gains the attention of the customer. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

How To 224

How To Buying Cycle Social Media Follow-up 224

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? How Do You Set up Email Automation? Aligning Sales and Marketing. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Sales and Marketing Management

AUGUST 6, 2017

Too often potential sales leads are left to die a slow death on the showroom floor. Given the tremendous potential of tradeshows to produce high quality sales leads, let’s highlight what a day in the life of a tradeshow sales lead should look like to deliver ROI. . Clearly tradeshows are a win-win scenario.

Sales Qualified Lead 192

Sales Qualified Lead Leads Marketing Qualified Lead Lead Capture 192

Zoominfo

MARCH 6, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

DiscoverOrg Sales

DECEMBER 18, 2017

Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. This pattern is traditionally understood through the sales funnel. HOW to engage.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Zoominfo

JUNE 28, 2023

At ZoomInfo, we think of go-to-market as encompassing the entire revenue-generating lifecycle: a cohesive motion that targets ideal customers through aligned sales and marketing strategies, built with high-quality data, seamless outreach and engagement, and scalable automation and orchestration.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. How do you prioritize? Here’s where the sales dialer comes in.

Closing 130

Closing Call-back How To Outbound 130

Close.io

AUGUST 6, 2018

Enterprises typically have very long buying cycles. Here are two things you can do to accelerate the sales process. Understand the buying cycle of the enterprise you're selling into. Have a clear vision of their buying journey. Once you have mapped out their buying cycle, you move on to the next step.

Sales Cycle 115

Sales Cycle Closing Buying Cycle Enterprise 115

Allego

JUNE 28, 2022

Today’s sales managers face tremendous pressure to achieve ambitious targets. Now more than ever, you need to up your game to increase sales performance. But choosing which sales metrics to measure can be tough. 6 Sales Performance Metrics to Track. Sales Lead Quality. Sales Call Quality.

Ideal Customer Profile 62

Ideal Customer Profile How To Top of Funnel Lead Rank 62

Pointclear

OCTOBER 8, 2013

If you are using BANT (Budget, Authority, Need, and Timeframe) to define a sales-ready lead, it’s time to STOP! Truth is, many companies buy solutions that have never been budgeted. Watch today''s PowerMinute to learn how to establish a meaningful lead definition that matches today’s buy cycle.

Lead Rank 230

Lead Rank Lead Scoring Leads Marketing Qualified Lead 230

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Here’s a snapshot of buying signals.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Mindtickle

APRIL 27, 2022

Yet many shy away from taking on such an initiative, thinking it’s impossible to achieve given the current size of their sales team and available resources. And it often begins with your sales team. Spreadsheets and paper documents no longer support complex buying cycles — technology is a must-have in today’s business environment.

Data 52

Data Lead Rank How To Lead Scoring 52

The Pipeline

SEPTEMBER 11, 2018

Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. ” One is about to begin, the endless noise about what to do in the “Last Quarter”, or “Q4 Secrets”, or the how to “maximize the last 90 days.”

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. As we spoke, it struck me how we revel in these questions. When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives.

Customer 121

Customer Revelation Buying Cycle Lead Rank 121

Score More Sales

NOVEMBER 1, 2013

That’s why there is a buying cycle– why most people don’t buy on the spot. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. Other posts here on trust: Inside Sales Power Tip – Build Trust.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? How Do You Set Up Email Automation? Craft educational content for each of those stages.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. This brief overview will outline the best practices, tips and tricks to get the most out of your buyer intent data so you can join and successfully leverage this powerful marketing/sales tool. You know buyer intent is important. Start Simple. Recent Posts.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

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)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

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

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)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Hubspot Sales

NOVEMBER 28, 2021

Maybe you have a sales development rep (SDR) who spends their days prospecting and qualifying leads before passing them along to an account executive (AE). When they grasp how much easier it will make their jobs and how much more successful they can be, they’ll be eager to use it. Increase Teamwork. Provide the proper training.

CRM 132

CRM Strategy How To Loyalty 132

The Pipeline

MARCH 7, 2019

Buying cycles have expanded more than measurably. Other sources confirm this trend in lengthening buy cycles. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch. How to deal with obstacles, internal and external.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

Zoominfo

MARCH 5, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques.

Segment 100

Segment Account Based Marketing Lead Rank Lead Scoring 100

The Pipeline

JULY 6, 2021

Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. One way to help buyers and you, is to leverage cycles, while changing the buyer’s and your own habits throughout the buying cycle.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Pointclear

FEBRUARY 8, 2017

Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales.

Inbound 100

Inbound Pipeline Direct Mail Cost per Lead 100

Sales Hacker

NOVEMBER 1, 2019

The problem in sales is that we tend to be “givers.” Let’s dig in… RELATED: How to Walk Away from a Bad Deal. Brainstorm what your client has asked of you during the sales process, whether that’s discounts, proposals, trails, etc. Keep track as you go through the sales process. Ask for it.

Negotiation 85

Negotiation Discount How To Buying Cycle 85

LeadFuze

JULY 3, 2023

Realizing how to make esteem in deals is an indispensable aptitude that can separate you from your associates. This ability not only enhances the perceived worth of your product or service offers but also facilitates customer engagement and boosts sales success. Build value in sales like a superhero with LeadFuze.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

No More Cold Calling

AUGUST 16, 2018

Far too many sales reps do. Perhaps if what you’re doing isn’t working, new sales techniques are in order? McKinsey summarizes this challenge in “ The secret to making it in the digital sales world: The human touch.” The researchers write: There’s no doubt that digital is rocket fuel for sales organizations.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

LeadFuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. A great salesperson knows the difference between convincing their leads to buy to convincing them to buy now. Negative comments can drag down the success of a sale, so it’s important to eliminate them. 7 Techniques on How to Close a Sales Deal.

Closing 98

Closing How To Decision Maker Top of Funnel 98

MarketJoy

NOVEMBER 26, 2019

If you sell to other businesses, you know how challenging it can be to close a sale. Because closing a B2B sale requires you to connect and convince not just one buyer, but several of them. Now the question is how can you convince people and boost your B2B Sales? Focus on the complete buying cycle.

B2B 59

B2B Referrals How To Buying Cycle 59