Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. How are you spending your time?

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Your Content Strategy. Engaging, relevant content will foster a dialogue at each stage of the buying cycle. Ensuring your messaging and content are up to date and reflect your go-to-market strategy.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

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

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 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

Partners in Excellence

MAY 29, 2022

They are critical as we look at our own strategies and performance. If we are pursuing the right deals and executing that right engagement strategies, it’s actually pretty easy to have win rates far in excess of 50%. Or if we could find a way to help the customer compress their buying cycle, reaching a decision more efficiently.

Pipeline 75

Pipeline Analysis Sales Cycle Opportunity 75

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. Even our sales training teaches us about the importance of these things.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

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