Sales and Marketing Management

JANUARY 26, 2018

Traditional marketing instinct tells us that more leads are better so we pour good money after bad on “wide and thin” lead gen programs whose only objective is to increase volume, not quality. Anonymous research has become a significant part of the buying cycle today, covering at least 60 percent of the journey.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

MTD Sales Training

NOVEMBER 25, 2018

2) Where are you currently in the buying cycle? This will give you clarity on what the next decisions are going to be in the buying process and stops you from going too fast too soon. 4) What goals and objectives do you see the company achieving in the next two to three years?

Buyer 175

Buyer Face-to-face Buying Cycle Vendor 175

MTD Sales Training

DECEMBER 7, 2017

10) Discover the prospect’s buying cycles. 21) Technology is changing the buying cycles of buyers, so build your knowledge of all the technological advances in your industry. 29) Uncover potential objections early on. 30) Practice dealing with sales objections in a safe environment.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Anthony Cole Training

JUNE 11, 2013

At The Objective Management Group, Dave Kurlan, the president of the company and creator of the sales force evaluation, defines this as "Buy Cycle". Our own personal buying process can, and will, often influence how we sell. Once you finish this process, do the same thing - the same exercise - with your sales people.

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

Partners in Excellence

JANUARY 25, 2024

The old Challenger data shows customers typically involve vendors when they are about 60% through their buying process. That data is at least 10 years old, and based on what we see in most buying cycles is that buyers defer vendor engagement until as late as possible. And we see buying cycles reduce by 30-40%.

Competition 109

Competition Customer Buying Cycle Vendor 109

The Pipeline

NOVEMBER 30, 2015

In prior posts I have presented our Actionable Definition of value: Those services and/or products that remove barriers, obstacles, or help bridge GAPS between where the buyer is now – and – their OBJECTIVES! are common objectives for buyers. Therefore one of the best value adds you can deliver is bending time in favour of your buyers.

Buyer 120

Buyer Buying Cycle Objections Lead Rank 120

The Pipeline

OCTOBER 31, 2012

Further, they shared a couple of “big reveals”; one was that “buyers” will go to the web and the social web long before they will “call a sales person or company”, in fact completing over 60% of the buy cycle. Real decision makers are seeking clarity and judgement above all.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

The Pipeline

JULY 30, 2019

Based on their last buying experience, four years ago, the buying cycle took about four months. There is only one way to engage with the Status Quo, that is through objectives. On the other hand, if you led with objectives they may have, (you’d know from the 360 Degree Deal View ), they may want to engage.

Buyer 277

Buyer Collateral Harvest Demographics 277

The Pipeline

MAY 15, 2018

Studies from the CEB, TrustRadious, and others show that buyers are more overwhelmed than ever, and are taking twice as long to make decisions as they had thought going into their buying cycle. Perhaps they should not be wandering the desert on their own for 57% of their journey?

Education 222

Education Buyer Buying Cycle Objections 222

The Sales Hunter

JULY 30, 2019

Top performing salespeople are successful regardless of what they sell, because they know their objective is to help others; what they sell is merely the means in which they do that. You won’t know if your process works unless you’ve executed it for a period of time that is twice the length of your average buying cycle.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Zoominfo

MAY 25, 2021

“Continuous training can help overcome challenges and associated stress of technology adoption,” he notes, “and also build confidence and the belief that technology tools can help salespeople and marketers achieve their goals and objectives.” . The Rise of Cross-Functional Teams.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales and Marketing Management

NOVEMBER 16, 2020

This includes prospects and people who aren’t in a buying cycle for your product but who may share common attributes with your customer base. By removing the pressure of a sales pitch, you can ask all the things you’d want to know in a sales situation, such as their reaction to pricing, buying objections and pain points.

Conversion 177

Conversion Marketing Customer Trade Show 177

Vengreso

JUNE 14, 2019

3 Stages Of The Buying Cycle And How Stories Fit Each One. Through telling stories that enable you to accomplish the objective of the particular stage you are in. Learn the 3 stages of the buying cycle and how you can effectively tell stories that fit each one. Connect with the buyer ? Change their mind ?

Buying Cycle 103

Buying Cycle Google Engineering Twitter 103

Partners in Excellence

JULY 20, 2022

And for those decisions, buying cycles are getting longer! Customers say the team members had, “different and conflicting objectives” in making a choice. We see some commonality across both the buying efforts that ended in no decision made and those that were made, with high regret. And why is this happening?

Customer 68

Customer Buying Cycle Face-to-face Discount 68

The Digital Sales Institute

JANUARY 23, 2024

You customize your presentation and write out any likely objections plus prepare responses that will overcome these objections. Be open to objections and take the time to ask for additional details and context so you can understand the root of the problem. Align with your prospect’s buying cycle.

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52

Zoominfo

JANUARY 11, 2021

Evaluation Stage: Crush Buyer Objections with Personalized Service Your customers have buying options, and the competition is chomping at the bit to close the same deal or snap up that renewal. Goodbye, objections. ACTION TIP: Ask customers to give a short video response (versus the standard written review).

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

Evaluation Stage: Crush Buyer Objections with Personalized Service. Your customers have buying options, and the competition is chomping at the bit to close the same deal or snap up that renewal. Goodbye, objections. ACTION TIP: Ask customers to give a short video response (versus the standard written review).

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Understanding the Sales Force

APRIL 9, 2012

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. They possess a Non-Supportive Buy Cycle. They have Difficulty Recovering from Rejection.

Pipeline 260

Pipeline Proposal Forecasting Analysis 260

Partners in Excellence

FEBRUARY 6, 2020

The focus on self interest, of our own goal attainment, as measured by quota and incented in commissions, is no different than the focus of customers in their problem solving/buying cycles. They are driven by their self interest and goal attainment. Selling is no different than any other collaborative process.

Commission 105

Commission Ideal Customer Profile Incentives Incentive 105

Understanding the Sales Force

JANUARY 22, 2012

Objective Management Group identifies five big ones and a dozen or so additional weaknesses that cause problems for salespeople. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections). Most salespeople have at least 3 of the big ones and average a total of 9 weaknesses all together.

Buying Cycle 192

Buying Cycle Sales Methodology Incentives Incentive 192

Understanding the Sales Force

APRIL 15, 2013

Using Objective Management Group''s (OMG) data on 650,000 salespeople for reference, we know that just as many unsuccessful salespeople share those 10 qualities as successful salespeople. When styles and traits are combined, they become qualities.

Research 291

Research Insurance Insurance Face-to-face 291

SBI Growth

NOVEMBER 21, 2013

They understand their objectives and fears. In turn, they learn to accelerate deals through the buying cycle. Understand the buyer- A world-class sales force has deep knowledge of their buyers. They internalize who they are. They also know how they make a purchasing decision. They learn to speak the buyer’s language.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Allego

MAY 17, 2023

Conversation intelligence allows sales leaders to coach from “game tape,” observing exactly how sellers interact with buyers in the field, the precise language they use, how they describe the company’s value proposition, and how they handle (or don’t handle) objections.

Positioning 113

Positioning Hiring Strategy Scale 113

SBI Growth

OCTOBER 1, 2012

The template’s objective is to help your team develop and deploy tracking tags on your website as well as create the compelling offers to get prospective leads to convert. Set your tracking cookie tags membership duration to at least the same amount of days of your users average buying cycle time. Call to Action.

Advertising 297

Advertising Advertising Lead Rank Leads 297

BuzzBoard

APRIL 10, 2024

Also, consider exploring lead-scoring software tools that assign values to leads based on exhibited interest in your content and their buying cycle stage. When making a decision, always bear your agency’s objectives and clients’ goals in mind.

Lead Rank 52

Lead Rank Lead Nurturing Lead Scoring Software 52

Gong.io

SEPTEMBER 3, 2020

How do they set up the buying cycle. To be able to quickly identify where particular competitors, pain points, objections, etc come up in calls feels like magic. And no, I don’t mean a “one-size-fits-all” good. I mean Your Company, Inc’s definition of good. Stuff that works for your team. . Who do they bring in their deals.

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

SBI Growth

APRIL 26, 2013

What things stimulate them to enter a buying cycle. How buying decisions are made. You want insight into your buyer’s goals & objectives, obstacles & fears. What insight are you specifically looking to gain? For example: What are they doing when they are not in the market for your solution.

Customer 316

Customer Buyer Persona Survey Demand Generation 316

The Spiff Blog

AUGUST 22, 2023

Optimize your buying cycle from lead to close. By optimizing your buying cycle from lead routing to onboarding, you can ensure that there are fewer unnecessary drop off points and inefficiencies along the way. We’ll keep it simple: shared information and shared objectives.

Strategy 74

Strategy Compensation Commission ROI 74

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. Is that something you’d benefit from too?” . Would you ever require a service like that?”.

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. These are people who of their own volition initiated a buying cycle. I am not here to argue the stats, but I do want to point out that both stats refer to BUYERS.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

APRIL 10, 2018

Too often, we get to the end of a buying cycle and pricing becomes the issue. Managing the pricing objection must start early in the buying process and you must continue to focus the customer on the value of the change through the process. Related Posts: You Can’t Win The Price Objection By Talking About Price!

Buying Cycle 53

Buying Cycle Discount Objections Revenue 53

SBI Growth

OCTOBER 28, 2012

Do you have content that targets prospects at each stage in the buying cycle? In a 2010 study, SiriusDecisions found that 80% of leads a sales rep deems “unqualified” end up buying within (24) months. Without Lead Management, these leads will probably be buying from your competition.

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

Cincom Smart Selling

OCTOBER 12, 2017

Early in a buy cycle these needs are less fully developed and lack specificity. As the buy cycle evolves, the prospect acquires knowledge about their needs and also about possible solutions to mitigate the pain associated with those needs. CPQ Software Elevates Confidence during the Buy Cycle.

Software 59

Software Software Buyer Buying Cycle 59

Cincom Smart Selling

OCTOBER 12, 2017

Early in a buy cycle these needs are less fully developed and lack specificity. As the buy cycle evolves, the prospect acquires knowledge about their needs and also about possible solutions to mitigate the pain associated with those needs. CPQ Software Elevates Confidence during the Buy Cycle.

Software 59

Software Software Buyer Buying Cycle 59

The Sales Hunter

MAY 23, 2013

Before the internet became as big it is today, customers would have to engage with a salesperson to find out information, regardless of where they were in the buying cycle. Your objective is to use what they say to help guide you as to what level of re-education you need to do.

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

InsideSales.com

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. These variables should be taken in context with other data like customer needs and buying cycles. While organizations continue to grow, sales attainment is slipping.

Quota 81

Quota Strategy Lead Rank Lead Scoring 81

SalesLoft

JANUARY 8, 2020

According to TOPO, you must provide sellers with three things in your sales process: “Clearly stated seller objectives, process steps, and exit criteria take individual opinions off the table, enabling managers and reps to communicate effectively on the best course of action.” – Craig Rosenberg, co-founder and chief analyst at TOPO.

Sales Process 52

Sales Process Report Buying Cycle Scale 52