Partners in Excellence

JULY 18, 2019

They know how to qualify, they know how to move the customer efficiently through their buying cycles, they know how to create value in the buying process. The sales person’s territory is open for 3 months. And we know the typical buying cycle in complex B2B sales is 9-18 months.

Hiring 76

Hiring Territories Buying Cycle Sales 76

The Bridge Group

MARCH 9, 2018

We all know account-based (ABx) strategies are hot. Next, Marketing committed to building a rock-solid content and enablement strategy. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Zignal knew: compensation must evolve alongside of strategy.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

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. We have or should have robust pipelines that we have been developing over the past months.

Buying Cycle 66

Buying Cycle Territories Opportunity Account 66

The Pipeline

NOVEMBER 13, 2014

These are people who of their own volition initiated a buying cycle. If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on. Not everybody is selling social media strategies, inbound programs, or content. Sad but true.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

NOVEMBER 1, 2012

It seems I spend half my life in reviews–territory reviews, pipeline reviews, deal reviews. The first is to get a snapshot or status updated of the “state of the business,” whether it’s a deal, territory, pipeline, account–whatever. How do we compress the buying cycle?

Territories 88

Territories Objections Coaching Pipeline 88

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! They want to see the form, template, or the CRM worksheet completed.

Maximizer 94

Maximizer Territories Account Call-back 94

Partners in Excellence

APRIL 28, 2021

Where they are in their problem solving and buying journeys. Looking at our deal strategies, talking about how we might more effectively position ourselves. We have meetings on deal, pipeline, prospecting, account, and territory reviews. 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

AUGUST 22, 2019

It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. 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.”

Ideal Customer Profile 91

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 91

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

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. Do we have problems closing (late cycle losses)?

Pipeline 94

Pipeline Top of Funnel Revelation Sales Cycle 94

Sales Evangelist

SEPTEMBER 1, 2019

One thing I’ve learned from doing inside sales for the government is that every city government typically has a buying cycle anywhere around the October timeframe or sometime during the summer. This is something you won’t have if you do outside sales working as a lone ranger in a remote territory without a support system.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Sales and Marketing Management

DECEMBER 15, 2017

Like deploying a gadget play or the play-action pass, innovations in strategy and technology are often decisive in winning the game. Regardless of your organization’s size, stage or current position on the B2B playing field, the key to victory is knowing your strategy. Here are four ways to hack your B2B growth with AI. . Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

Partners in Excellence

FEBRUARY 9, 2024

And if the seller didn’t have a predecessor, they are developing their territory from scratch. If we sell sales and marketing tools, we can use customer buying cycles as an indicator of how long it takes to agree on and define the solution. It’s unsustainable! Then there’s the process of defining the solution.

Churn 117

Churn Ideal Customer Profile Loyalty Pipeline 117

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

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. ” We eventually got to mid-six and seven-figure deals but it took a lot longer than it could have because it was basically just a sales strategy.

Scale 67

Scale Enterprise Enterprise How To 67

LeadFuze

MAY 11, 2021

Achieving success in this industry is not as easy as it seems, but with the right strategy and a willingness to do what is necessary for the customer’s satisfaction, anyone can be successful. You’ll be able to tailor their experience with your company by knowing exactly where they are at in the buying cycle. Conclusion.

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 Sales Development Strategy: Avoid These 5 Deadly Mistakes.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

Tony Hughes

MARCH 7, 2018

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? I do this every day and train groups and CXOs to look at their book of business and territory mapping in this novel way. Reinvigorated by this article?

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66