Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies.

Trends 65

Trends Study Hiring Sales Management 65

DiscoverOrg Sales

APRIL 11, 2016

Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. Even with the advanced capabilities of modern sales and marketing intelligence solutions, going without one is still a common reality.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

InsightSquared

JUNE 16, 2020

But key steps in the sales process as well as best practices are quickly forgotten once a rep is immersed in their territory. . By analyzing rep activity and understanding the key buying cycle inflection points, your guided selling solution should automatically know when deals require additional insight and information to progress.

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

Partners in Excellence

JANUARY 2, 2020

We should have deals we are working, moving the customer through their buying cycle. We know, at an organizational level, we get new goals, new comp plans, perhaps new territories, and, sometimes, new strategies. The reality is most of what we are doing is a continuation of things that we have been working on for some months.

Buying Cycle 65

Buying Cycle Territories Opportunity Account 65

The Pipeline

NOVEMBER 13, 2014

These are people who of their own volition initiated a buying cycle. The real problem with waiting for buyers, is that according to Chet Holmes and other sources, “About 3 percent of potential buyers at any given time are buying now” ( The Ultimate Sales Machine – by Chet Holmes ). Sad but true.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

MAY 29, 2022

Clearly stalled deals (with ever increasing average sales cycles) could change a healthy pipeline into an unhealthy pipeline (If I have enough high quality deals in my pipeline, but they are stalled… ). Or if we could find a way to help the customer compress their buying cycle, reaching a decision more efficiently.

Pipeline 76

Pipeline Analysis Sales Cycle Opportunity 76

Partners in Excellence

APRIL 28, 2021

We have meetings on deal, pipeline, prospecting, account, and territory reviews. If we are meeting with customers, it could be agreeing on actions and next steps they, we, or together we might make in moving them through their buying cycle. Internally, our meetings may be about a lot of things. We have one on ones.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

Partners in Excellence

NOVEMBER 1, 2013

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike.

Maximizer 93

Maximizer Territories Account Call-back 93

SBI

JANUARY 29, 2014

Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. If you have 10,000 monthly website visitors, your marketing automation system will be able to read the digital body language of only 200-400 of them.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Again, the case for 100% decision and buying cycle complete. No humans needed???!!!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Customer Centric Selling

OCTOBER 2, 2013

Marketing organizations by default now own the top of sales funnels. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Proactively when sellers (lead gen or general territory) reach out to prospects. Many appear to be taking a similar path to finding new opportunities.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Complex Markets? – Complex products? Complex pricing?

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. At the same time, the nature of buying as changed as well. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Complex Markets? – Complex products? Complex pricing?

Discount 48

Discount Call-back Enterprise Enterprise 48

Partners in Excellence

AUGUST 22, 2019

These customers may buy, eventually, you will want to nurture them. These customers will tend to move through the buying cycle more quickly, there is a smaller likelihood of “no decision made.” The sales process represents our best practice in aligning our activities with the customer buying process.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Partners in Excellence

OCTOBER 31, 2013

Basically, the pipeline is a key diagnostic tool the sales person can use to answer 4 questions about their own performance and territory management: Will I Achieve My Goals: Here pipeline shape, velocity/flow, composition, and balance become key determinants in addressing this issue.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Jonathan Farrington

FEBRUARY 9, 2014

It is my view, that the organizations that are surviving - even thriving - are the ones that have demonstrated that they are willing to adapt and be prepared to change direction when market conditions dictate that they should. Understanding the customer’s agenda, buying cycle and best interests.

Buying Cycle 36

Buying Cycle Construction Territories Customer Service 36

Jonathan Farrington

JUNE 20, 2013

Never a “gentle amble” for me) with all of the financial uncertainty that we are still destined to face on a daily basis, the organizations that are surviving - even thriving - are the ones that have demonstrated that they are willing to adapt and be prepared to change direction when market conditions dictate that they should.

Sports 46

Sports Face-to-face Buying Cycle Construction 46

The Bridge Group

MARCH 9, 2018

This included the heads field sales, marketing, sales operations, and sales development. If an account, required significant marketing and sales expense to acquire—but also delivered significant lifetime value—it was placed in the top right quadrant. Next, Marketing committed to building a rock-solid content and enablement strategy.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

SBI

MAY 28, 2015

The outcomes of the meetings are what matters and whether they’re meeting with the right people at the right time to maximize the revenue from their territory. Digital Body language tracking only works when you have an identified contact i.e. they’ve completed a webform or you have their details from some other marketing activity.

BANT 50

BANT Sales Qualified Lead Quota Lead Rank 50

Customer Centric Selling

MARCH 4, 2016

CEO, CFO, VP of Marketing and VP of Sales realize high benefit with minimal disruption from implementing CRM. For new salespeople, a central database of previous interactions their predecessor had with prospects and clients can jump-start up time during their first months in new territories. They are in the “happy quadrant.”.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

Jonathan Farrington

MAY 15, 2014

” Outstanding sales results depend on the ability to think from the customer’s point of view and understanding the customer’s agenda, buying cycle and best interests. Always remember that the one term that sets top performers apart is “customer focus.”

Customer 47

Customer Face-to-face Account Margin 47

Jonathan Farrington

APRIL 10, 2014

Understanding the customer’s agenda, buying cycle and best interests. As client companies branch into new markets and unfamiliar territories, they are demanding unique, flexible solutions from their vendors – customized to support specific goals.

Buying Cycle 40

Buying Cycle Territories Buyer Vendor 40

Jonathan Farrington

SEPTEMBER 17, 2012

As we hurtle towards Q4, with all of the financial uncertainty that we are still destined to face on a daily basis, the organizations that are surviving - even thriving - are the ones that have demonstrated that they are willing to adapt and be prepared to change direction when market conditions dictate that they should.

Face-to-face 39

Face-to-face Buying Cycle Construction Territories 39

Sales Evangelist

SEPTEMBER 1, 2019

When the sales come in through marketing or via the website, the sales development reps will get more information making them the first line of contact with the SDRs.They talk to potential clients, qualify them, and set them up for appointments. You understand marketing messaging and how they communicate with sales.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Jonathan Farrington

FEBRUARY 11, 2013

” Outstanding sales results depend on the ability to think from the customer’s point of view and understanding the customer’s agenda, buying cycle and best interests. Always remember that the one term that sets top performers apart is “customer focus.”

Customer 45

Customer Face-to-face Account Margin 45

Jonathan Farrington

APRIL 29, 2013

Understanding the customer’s agenda, buying cycle and best interests. As client companies branch into new markets and unfamiliar territories, they are demanding unique, flexible solutions from their vendors – customized to support specific goals.

Buying Cycle 38

Buying Cycle Territories Up-Sell Buyer 38

Jonathan Farrington

FEBRUARY 22, 2012

Understanding the customer’s agenda, buying cycle and best interests – think “buying cycle” rather than “sales cycle”. As client companies branch into new markets and unfamiliar territories, they are demanding unique, flexible solutions from their vendors – customised to support specific goals.

Telemarketing 26

Telemarketing Face-to-face Buying Cycle Vendor 26

Sales and Marketing Management

DECEMBER 15, 2017

Growth – more opportunities, higher sales velocity and expanding market segments – is the prize of victory and the successful growth hacking tactics of business to consumer (B2C) companies are becoming more popular in B2B. Identify a common set of target accounts for sales and marketing. AI is a game-changer for truly agile marketing.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Jonathan Farrington

JANUARY 11, 2012

Understanding the customer’s agenda, buying cycle and best interests. As client companies branch into new markets and unfamiliar territories, they are demanding unique, flexible solutions from their vendors – customized to support specific goals.

Buyer 39

Buyer Lead Rank Lead Scoring Buying Cycle 39

Partners in Excellence

FEBRUARY 9, 2024

And if the seller didn’t have a predecessor, they are developing their territory from scratch. Coming on board, they have their own onboarding process: getting to know the organizations, products, markets, people, customers. We can see how devastating this revolving door approach to driving revenue and business growth is.

Churn 110

Churn Ideal Customer Profile Loyalty Pipeline 110

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. John Fernandez , SVP of Marketing @ Gila Sometimes you can produce a bunch of leads upmarket, but if your product is not ready…it can lead to a lot of distraction.

Scale 67

Scale Enterprise Enterprise How To 67

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Partners in Excellence

MARCH 13, 2023

If we have very diverse product lines and buying cycles with those product lines, tracking all of them in a single pipeline may be misleading, masking real performance issues. We fix them in sharpening our deal strategies, prospecting, account development, territory development, call execution, and qualifying.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

LeadFuze

MAY 11, 2021

This can be an educated buyer or someone looking to buy a product to make their life easier and less complicated. Market size. The potential market that you can sell your offering to will be much narrower in B2B. One way to shorten this cycle is by helping your prospects figure out if they want to buy from you.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

Tony Hughes

MARCH 7, 2018

I've opined ad nauseam about the power of content marketing to create an octopus's garden to attract whales and that's an ongoing Challenge endeavor that Marketing and B2B salespeople should undertake together but that does not forego, the proactive whale hunting mentality each day. So it's all focused on engaging early upstream.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

SBI

APRIL 28, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50