Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

SBI

JANUARY 29, 2019

Return-on-investment (ROI) calculations have always been the cornerstone of rationalizing and prioritizing business investment decisions, regardless of the state of the economy. When it comes to Sales Enablement, there a number of ways to justify an investment and answer the question, “What’s the ROI on the platform?”.

Sales Enablement 93

Sales Enablement ROI Salary Buying Cycle 93

Highspot

JANUARY 14, 2024

This shift isn’t limited to simple transactions; even complex buying cycles are navigated virtually, requiring careful planning. Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. Lean into strategy development, customer needs, communication, and ongoing training.

Quota 52

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

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. Cost vs. benefit or ROI analyses to justify potential expenditures.

Research 92

Research Buyer Buying Cycle Vendor 92

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. the conversations they have and messages they present to prospective customers.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Score More Sales

MAY 16, 2012

You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

FEBRUARY 20, 2019

He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy. Sales readiness goes beyond education to provide sales reps with the confidence, capabilities, and credibility they need to effectively engage prospects.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40

Pipeliner

AUGUST 30, 2019

First, the pain of discount-trained customers lasts far beyond today’s closed deal celebration. Clients routinely recouped their entire investment in 2-6 months (remember, six months represents a 200% 1st year ROI). Once prospects anticipate such results for themselves, price becomes unimportant. Look at it another way.

Discount 73

Discount Negotiation Sales Methodology Scale 73

The ROI Guy

MAY 18, 2017

It is most common for buying teams to spend between three and six months in each major area of the buying cycle. According to Gartner, in the past 12 months, 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

The ROI Guy

MARCH 30, 2011

Empowered: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Marketing 79

Marketing Lead Rank Remedy Forecasting 79

ROI4Sales

OCTOBER 5, 2016

Do you really know what your prospects are looking for? Were you told by your development group or marketing why your prospects buy? Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. Remember that sales training you sprang for?

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

Hubspot Sales

DECEMBER 16, 2020

The second layer is encouraging reps to balance empathy with prospects. “[To Instead, focus on the value, so your sales process is rooted in what's good for [the prospect].”. Sure, it would have been easier for his team to reduce the amount of training, but that would have led to lower team morale and poor performance.

Real Estate 139

Real Estate Face-to-face Forecasting Hubspot 139

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! Don't just install it, train your people on it thoroughly, weekly and quarterly. You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. It's a modern twist on an ancient classic.

Social Selling 66

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

The ROI Guy

APRIL 12, 2013

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Overcoming this bias is important to increase sales tool adoption and usage, vital to meet evolving buyer expectations, facilitate buying cycles and fight Frugalnomics.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The ROI Guy

SEPTEMBER 3, 2010

Sales enablement seeks to address these challenges, providing the practices, resources, training and tools needed to help fight Frugalnomics.

Sales Enablement 40

Sales Enablement Face-to-face Collateral Sales Cycle 40

Sales and Marketing Management

SEPTEMBER 18, 2019

Technology provides more ways than ever to reach prospects, but that’s a double-edged sword. The fact that it’s easier than ever to get in front of prospects makes it more difficult to get their attention. If statistics are to be believed, this is the era of the self-educated buyer, B2B buying teams of 9.6 The dark funnel.

Lead Rank 166

Lead Rank Lead Scoring Top of Funnel Leads 166

Allego

DECEMBER 20, 2023

Digital Sales Room software transcends traditional sales models by creating personalized, interactive spaces where sellers and buyers can connect and collaborate throughout the entire buying cycle. Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it.

Software 125

Software Software Lead Rank Vendor 125

LeveragePoint

MARCH 23, 2018

This evaluation stage of the buying cycle is the point where free trials or paid pilots may come into play and where the sales rep draws on the expertise of other members of the sales team for group presentations and engagement with the buyer team. Be ready to demonstrate your solution’s value vs the status quo with its ROI.

Sales Cycle 20

Sales Cycle Case Study Customer Comparison 20

Salesmate

JUNE 4, 2021

More customers are interacting with both humans as well as computers at various stages of a buying cycle. Sales reps will always be needed as a part of the consultative process to listen to the prospects’ needs, identify pain points and provide a viable solution. Courses and training .

Incentives 105

Incentives Incentive Compensation Motivation 105

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98