Hubspot Sales

OCTOBER 5, 2020

SDRs need to prioritize meaningful connections with prospects. Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product. Remain Curious and Intentional to Have Meaningful Conversations. But how can you make sure those connections aren't trivial?

Hubspot 136

Hubspot Intent How To Buying Cycle 136

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. These are people who of their own volition initiated a buying cycle.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

DiscoverOrg Sales

APRIL 11, 2016

According to Investopedia , “A sales lead is a prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information.”. What if I’m responsible for prospecting but don’t have access to sales intelligence? So, what is a lead in a sales context?

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

JANUARY 22, 2019

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Larger companies, typically, have more complex buying cycles, more sophisticated internal processes, and more specialization throughout their org.

Social Media 179

Social Media Media LinkedIn Data 179

Partners in Excellence

MAY 29, 2022

Almost universally, manages say, “Do more—do more prospecting, find more opportunities, fill up your pipeline.” 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… ).

Pipeline 77

Pipeline Analysis Sales Cycle Opportunity 77

Partners in Excellence

APRIL 28, 2021

We talk to prospects/customers. 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. We spend our day in meetings.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

Pipeliner

MARCH 15, 2018

Technology has been the main driver of these changes—not just in making sales more efficient, but in fundamentally shifting the buying cycle forever. Janice consults her clients to reach for the executive level in a prospect company. “A It doesn’t matter whether you manage one account or an entire territory.

Territories 49

Territories Quota Forecasting Pipeline 49

Customer Centric Selling

OCTOBER 2, 2013

By that I mean their entry points within prospect organizations are low, but willing to talk with them. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Reactively when prospects contact a vendor or a seller. If prospect companies aren''t looking, there''s no budget.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

SBI

JANUARY 29, 2014

If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. 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. Well that’s preposterous.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Are they filling out call reports, win/loss reports and effort reports, or are they putting together quotes for prospects? Complex products?

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

Configure-price-quote covers a lot of functional territory. In many ways, what used to be called a selling or sales cycle has now become better described as a buying cycle. Are they filling out call reports, win/loss reports and effort reports, or are they putting together quotes for prospects? Complex products?

Discount 48

Discount Call-back Enterprise Enterprise 48

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. Boggles my mind just thinking about it.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

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

Customer Centric Selling

MARCH 4, 2016

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. Initial contact attempts will result in calls and hopefully buying cycles. 2) One size does not fit all transactions.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

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

Sales Evangelist

SEPTEMBER 1, 2019

The business development reps may be the ones finding new prospects for the business. If you’re on outbound sales then your job includes taking the first appointment, having a deeper discussion with the prospect, and building value with the prospects. For some companies, the sales development reps are focused on the inbounds.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Jonathan Farrington

MAY 15, 2014

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times - as much to locate, qualify and sell to a new prospect as it does an existing customer. The motivation to do this should be strong. Always remember that the one term that sets top performers apart is “customer focus.”

Customer 47

Customer Face-to-face Account Margin 47

The Bridge Group

MARCH 9, 2018

Next, they moved to mapping out prospect personas. When prospecting the mid-market, it’s much easier to swap out contacts as needs dictate. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Questions included: what departments are key to our sale?

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 will alert you to buyers early in the buying cycle if and only if they’ve completed a web form or you already have their contact information.

BANT 50

BANT Sales Qualified Lead Quota Lead Rank 50

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 11, 2013

To begin with, it now costs fifteen times – yes, that’s what I said , fifteen times – as much to locate, qualify and sell to a new prospect as it does an existing customer. The motivation to do this should be strong. 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

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

Sales and Marketing Management

DECEMBER 15, 2017

In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Prospects expect cold calls and emails to be personalized. Allow sales to prospect intelligently. Reduce time spent on research. Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Partners in Excellence

FEBRUARY 9, 2024

Customers don’t want to talk, we struggle to find enough qualified prospects to build healthy pipelines. Then, we have the buying/selling cycle. And if the seller didn’t have a predecessor, they are developing their territory from scratch. Then we have to start building pipeline. It’s unsustainable!

Churn 111

Churn Ideal Customer Profile Loyalty Pipeline 111

Partners in Excellence

MARCH 13, 2023

We do want to track the “above” the pipeline activity–that is prospecting, the qualifying process, and related information. 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.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

LeadFuze

MAY 11, 2021

This will enable you to define specific actions that are crucial for moving prospects through your sales funnel. You’ll also want to map out the customer journey for each of your target personas to understand how prospects see your sales process, as well as what issues they might encounter along their way to making a purchase.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

Growbots

APRIL 17, 2018

A Players are selective about vendors they work for and favor start-ups that offer large territories, lucrative commission structures, and potential equity. B and C Players often start buying cycles with lower levels within prospect organizations. READ 6 Secrets to Successful Sales Prospecting.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

Tony Hughes

MARCH 7, 2018

What truly constitutes an ideal prospect? But who is teaching, don't even compete in an existing buying cycle that has a decay rate. What about the novel idea of triggering the buying cycle yourself? Write this down on paper to memorialize it. Understand every facet of the whale almost like a marine biologist.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Nudge.ai

SEPTEMBER 14, 2017

I did a survey of 50 VPs Sales/CROs in Tech: 87% of respondents said that their teams are missing key occasions to reach out to prospects, and touch points are falling through the cracks. If you don’t have a relationship with a prospect, it’s easy to miss out on the best opportunities to reach out.

Hiring 31

Hiring Survey Call-back Churn 31