SBI Growth

OCTOBER 29, 2012

Sign up for the SBI Make the Number tour to learn how peers are building sales comp plans. Most sales were incremental or competitive displacement when prospects were in an active buying cycle. Any one of these areas could be a land mine that blows up your 2013 sales comp plan. That would make 2013 worse than this year!

Compensation 253

Compensation Hiring Incentives Incentive 253

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

MAY 29, 2022

As we start posing these questions, the responses provoke us to follow up with the “What if… , Have you considered… , How might things change if… ? Almost universally, manages say, “Do more—do more prospecting, find more opportunities, fill up your pipeline.” Why Does This Happen?

Pipeline 77

Pipeline Analysis Sales Cycle Opportunity 77

DiscoverOrg Sales

APRIL 11, 2016

But the dialogue gives viewers some insight into the importance of leads, which are the lifeblood of selling. Weak,” or “bad” leads are old, incomplete, inaccurate, irrelevant, or used up. I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

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. Could human-based selling disappear all together? Again, the case for 100% decision and buying cycle complete.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Partners in Excellence

AUGUST 22, 2019

Also, your average sales cycle will probably decrease, freeing time up for people to look for more qualified opportunities. Think of the time you can free up simply by chasing the right opportunities. These customers may buy, eventually, you will want to nurture them. Look at “time available for selling.”

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

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. Too many times, I see salespeople pushing boulders uphill, selling for their own reasons and not the buyer’s reasons. It usually ends up in the trash. But guess what?

Territories 49

Territories Quota Forecasting Pipeline 49

SBI

JANUARY 29, 2014

Decision makers listen to only 9 seconds of a cold-call voicemail before they hang-up. A sales friend of mine sells industrial furnishings. 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. No excuses.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Cincom Smart Selling

OCTOBER 31, 2017

Most of these promises are based on speeding up the quote-to-cash time interval or accelerating the speed of business. Before you commit to purchasing a CPQ system, you are going to want more than a promise backing up your funding request. Configure-price-quote covers a lot of functional territory. But, do they deliver?

Discount 48

Discount Call-back Enterprise Enterprise 48

Cincom Smart Selling

OCTOBER 31, 2017

Most of these promises are based on speeding up the quote-to-cash time interval or accelerating the speed of business. Before you commit to purchasing a CPQ system, you are going to want more than a promise backing up your funding request. Configure-price-quote covers a lot of functional territory. But, do they deliver?

Discount 48

Discount Call-back Enterprise Enterprise 48

Customer Centric Selling

OCTOBER 2, 2013

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of nokhoog_buchachon at FreeDigitalPhotos.net In 20 years of delivering sales process consulting and sales training , I''ve concluded B & C sellers mirror the behavior of electricity: They follow the path of least resistance.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

SBI

MAY 28, 2015

Don’t sell features, sell benefits. People buy from people they like. The art and science of selling has gotten progressively more complex. Decision makers listen to only 9 seconds of a cold-call voicemail before they hang-up. A sales friend of mine sells industrial furnishings. And the list goes on.

BANT 50

BANT Sales Qualified Lead Quota Lead Rank 50

Customer Centric Selling

MARCH 4, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling®. Decades ago, while selling clients their first business computer systems, I learned a valuable lesson: Software is only as good as the data that’s entered. There was a phrase used in our office -- "With bad data, technology just speeds up the mess.".

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

Sales Evangelist

SEPTEMBER 1, 2019

When the sales come in through marketing or via the website, the sales development reps will get more information making them the first line of contact with the SDRs.They talk to potential clients, qualify them, and set them up for appointments. This scenario will be different if you’re selling a simple product.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Jonathan Farrington

MAY 15, 2014

In a recent post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time. Because most sales professionals tend to inhibit their influence in important accounts by making one or two strong contacts, and then believe they have it all sown up.

Customer 47

Customer Face-to-face Account Margin 47

Jonathan Farrington

APRIL 10, 2014

What has happened/is happening is that selling has become de-personalized. As buyers enter the buying/selling cycle much further up the chain, they already know everything about your products/solutions/company. Understanding the customer’s agenda, buying cycle and best interests.

Buying Cycle 40

Buying Cycle Territories Buyer Vendor 40

Jonathan Farrington

JUNE 20, 2013

Outstanding sales results depend on: – The ability to think from the customer’s point of view – Understanding the customer’s agenda, buying cycle and best interests. Customer Focus Creates Competitive Advantage : • The one term that sets top performers apart – customer focus.

Sports 46

Sports Face-to-face Buying Cycle Construction 46

Jonathan Farrington

APRIL 29, 2013

There is a saying which has been around for as long as I can remember – and that is a pretty long time – “ People buy people first” What that essentially means of course is before buyers thought about your solution, they needed to be sold on you personally. What effect does this have on “relationship selling?”

Buying Cycle 38

Buying Cycle Territories Up-Sell Buyer 38

Jonathan Farrington

FEBRUARY 22, 2012

New Age Selling” for “New Age Customers”. This week I have been focusing almost entirely on what I think we should term “new age selling” – if you missed any of the posts, please do scroll down and you can catch up. Published by Jonathan Farrington at 2:07 am under General. ” with Anthony Iannarino. One response so far.

Telemarketing 26

Telemarketing Face-to-face Buying Cycle Vendor 26

Jonathan Farrington

FEBRUARY 11, 2013

In yesterday’s post I highlighted the need to focus – and I mean really focus – on your existing accounts, for a reasonable percentage of your scarce selling time. If you missed that, do please scroll down. The motivation to do this should be strong. This is folly.

Customer 45

Customer Face-to-face Account Margin 45

SBI

APRIL 29, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Jonathan Farrington

JANUARY 11, 2012

There is a saying which has been around for as long as I can remember – and that is a pretty long time – “ People buy people first” What that essentially means of course, is before buyers thought about your solution, they needed to be sold on you personally. What effect does this have on “relationship selling?”

Buyer 39

Buyer Lead Rank Lead Scoring Buying Cycle 39

Partners in Excellence

FEBRUARY 9, 2024

Case 1, Individual contributors: For all but the most transactional selling processes, it takes time to ramp, build a pipeline, and achieving success. In complex B2B, it can take 3-9 months to ramp up to where you can take on the job and start producing. Then, we have the buying/selling cycle.

Churn 111

Churn Ideal Customer Profile Loyalty Pipeline 111

Sales and Marketing Management

DECEMBER 15, 2017

Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. To avoid wasting time on targets that are a bad fit, you need rich, nuanced, up-to-date insights that go deeper than the usual tip-of-the-iceberg profiles. Prospects expect cold calls and emails to be personalized. Stay agile.

Demand Generation Targets 222

Demand Generation Targets Ideal Customer Profile Marketo Hiring 222

SBI

APRIL 28, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

Scale 67

Scale Enterprise Enterprise How To 67

Tony Hughes

MARCH 7, 2018

Believe it or not, I always think of these decay rate charts, a phenomenon occurring in many natural systems, when I'm looking at enterprise selling. Then draw another horizontal line or watermark halfway up the Y axis to express the status quo. This is why social selling and social networks are so powerful. Every single day.

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. I’ll minimize repeating what I said in those articles, here they are: Pipeline Quality Win Rates Leveraging Deal Size And Sales Cycle In this article, I want to start tying some ideas together, wrapping up this series.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

LeadFuze

MAY 11, 2021

B2B sales means you’ll be trying to sell your product or service to an educated buyer such as a business owner, a purchasing manager, or an executive. This can be an educated buyer or someone looking to buy a product to make their life easier and less complicated. It also won’t be as profitable as it is in the B2B selling process.

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. As you would expect sales cycles will be longer executing bottom-up sales.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73

Nudge.ai

SEPTEMBER 14, 2017

This article on relationship selling was written by Emmanuelle Skala and originally appeared on Saleshacker.com here. But I want to point out that robots and AI have not yet taken over selling… it’s still mostly human-to-human. So why is everyone so down on relationship selling ? Sure, peg me as “old school”.

Hiring 31

Hiring Survey Call-back Churn 31