SBI

JUNE 3, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. As their manager, do you know what they know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

SBI

JUNE 4, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. Most sales leaders can only wonder what their reps are saying to customers.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Highspot

JANUARY 14, 2024

Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices. This shift isn’t limited to simple transactions; even complex buying cycles are navigated virtually, requiring careful planning. Source: Gartner The move towards virtual sales is what the buyers want.

Quota 52

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

SalesLoft

MARCH 8, 2016

But they forgot to figure out what was happening in the sales meeting. And sales didn’t know what was going on. Deep Selling, the “new” sales development approach, is actually an old one. SDRs need to create personalized, buyer-centric sales processes.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52