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5 New Rules for Selling to Prospects Late in the Buying Cycle

SBI

And that, all too often, is at the end of the buying cycle. You can win even when prospects engage with you late in the buying process if you play by these rules. On the surface, such a strategy might seem perfectly reasonable (and admittedly, for some types of industries or products, it can be).

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5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

Stay in contact until the buying cycle dictates opening the sales process. This description should include: the industry they operate in. the products they buy. the competitors they buy them from. Do you make more sales to certain sized companies in particular industries in specific geographical markets?

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Buyers want industry navigators — not just thought leaders

Mereo

High-quality content and thought leadership is becoming a norm in industries that have a presence on the internet. The post Buyers want industry navigators — not just thought leaders appeared first on Mereo. Today buyers have more access than ever to invaluable information that can guide their needs, decisions and actions.

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Our Customers Can’t Afford For Us To Wait Until They Are 70% Through Their Buying Cycle!

Partners in Excellence

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.” As a result, the sales professional is key in helping customer initiate the buying cycle.

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Prove ROI and Make the Business Case for Industrial Content Marketing

Speaker: Achinta Mitra, Founder and President, Tiecas Inc.

It's the plight of an industrial marketer: over the course of a 12-18 month long buying cycle, you make contact with a whole host of influencers who read your content.who may or may not actually work in purchasing. buy-in from your higher-ups. and your initial point of contact may be long gone! and win (or keep!)

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“Are You Experienced?”

The Pipeline

There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But in how many times have they actually done this, this case how many times have they gone through a buying cycle? By Tibor Shanto. I mean look at all the information available.

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Selling Banking Technology Solutions

Emissary

In today’s Buyer’s Seat we are going to take a vertical focus and take a closer look at banking – an industry known for taking a conservative approach to purchasing. We will break down the process that banks use to buy technology, walk through the steps of the process from a buyer point of view and highlight why it takes so much time.

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