The Pipeline

JULY 9, 2019

Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. You can see how to implement this process for time optimization in the Sales Happen In Time white paper. By Tibor Shanto. He gives a great example, what if you took that hour every day, and read a book?

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Hubspot Sales

APRIL 3, 2018

For instance, make a phone call and suggest a white paper that might answer some of the prospect’s questions, then send the content via email. Ignoring the buying cycle. Don’t mistake your sales cycle for your customer’s buying cycle. Let your buyer dictate the timing.

Revenue 91

Revenue Buying Cycle Social Media Media 91

SBI Growth

SEPTEMBER 2, 2012

Does the stage of the opportunity logged in CRM sync with where the customer is in the buying cycle? White papers offer prospects the greatest deal of information about our product. Marketing is making the buying decision 90% of the time. Look for how the customer is engaging with the sales rep.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Corporate Visions

NOVEMBER 5, 2018

How it creates more effective sales: Having a distinct point of view moves you out and to left of the bake-off and puts you in a position of guiding the customer buying cycle. The white paper is a staple of the B2B sales toolkit. Create a context that makes your prospects care. Use visual storytelling.

Demographics 79

Demographics Face-to-face Buying Cycle Motivation 79

Showpad

MAY 22, 2019

With relevant, up-to-date content on-hand for buyers across stages of the buying cycle, as well as more efficient and insightful sellers, the experience existing and prospective customers have with your sales team will be personal and more memorable. . Leads to better buyer experiences.

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

Pipeliner

JANUARY 28, 2021

For example, when a prospect downloads/reads a white paper on an outcome that only your service (or product) can help them achieve, they should score higher than someone reading an e-book describing your generic product category. Deal Winning Value Identified & Validated by Buying Cycle Stage.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Sales Hacker

OCTOBER 19, 2020

Share a piece of content with them — such as a case study or white paper — and ask for feedback. The most successful sales professionals are those with a targeted plan for reaching prospects early in the buying cycle. Request a simple thumbs up or thumbs down on whether they’re interested or not. What’s the takeaway?

Buyer 107

Buyer Data Lead Rank Lead Scoring 107

Allego

SEPTEMBER 29, 2020

Many companies are either slowing their buying cycles or freezing them completely. Virtual Adaptation : Document the entire buying journey for each account and share it with the prospect. But technology isn’t all sellers need.

Face-to-face 98

Face-to-face Ideal Customer Profile Conference Travel 98

SBI Growth

SEPTEMBER 27, 2012

We have entered into a new era of the self-directed buyer being more skilled at the art and science of buying. The reality is buyers may know more than you do at any given time during a buying cycle. Then go full bore into developing white papers, blogs, webinars, and the gamut without this crucial understanding.

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

The ROI Guy

JUNE 22, 2010

One of the best ways we have found to connect with customers one-on-one is through interactive white papers. The results – interactive white papers are more than 65% more effective than their static counterpart at attracting qualified leads and speeding up the sales process.

Case Study 40

Case Study Marketing Buying Cycle Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. This white paper will give you a road map for how to attract more customers and win more deals in a rapidly changing B2B landscape. You must prepare your contacts with materials that can help them gain buy-in from other stakeholders.

B2B 64

B2B B2C Lead Rank Lead Scoring 64

The ROI Guy

MARCH 9, 2011

Interactive White Papers: Most often with new concepts, white papers are used to educate a prospect as to the opportunities a new concept can address, and provide validation that a solution indeed exists to address the opportunity.

Marketing 61

Marketing Comparison ROI Survey 61

Pointclear

OCTOBER 2, 2012

He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.—sellers Buying cycles are changing. sellers invariable say they use 15% to 20% of those things. On the sales side, really embrace social and listen in.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The ROI Guy

JANUARY 13, 2016

However, according to new research from MHI Global, “as buying cycles lengthen and decision dynamics become more complex, identifying and calculating the costs and benefits of any product or capability have grown in importance”. In fact, the demand for ROI calculations has increased more than 50% over the past five years.

ROI 56

ROI Decision Maker Case Study Face-to-face 56

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. We call this the “Internet fueled buying cycle.&#

ROI 45

ROI Buyer Buying Cycle Social Media 45

Partners in Excellence

JULY 13, 2015

It doesn’t matter how I’ve engaged the company, whether I’ve asked for a white paper or an eBook, whether I’ve enrolled in a webinar, the immediate “nurturing response” is an endless series of phone calls and emails from a sales person. I can’t take it, I don’t want it, it is not helpful.

Buying Cycle 48

Buying Cycle Lead Gen Education Webinar Metrics 48

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Cincom Smart Selling

APRIL 30, 2020

Early in the buy cycle, the prospect is revealing clues and facts about the issues they are confronting. These clues may include online behaviors such as white paper downloads, browsing product literature, selected video or other content perused on your webpage. Inadequate Discovery.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

Partners in Excellence

OCTOBER 18, 2017

For example, I may download certain white papers, I may go to certain parts of the web site, I may look at certain articles at the site. But the challenge is, at least very early in their buying cycles, they don’t know what they don’t know. All the time, my activity is being tracked.

Customer 57

Customer Fashion Analytics Buying Cycle 57

SalesLoft

MAY 10, 2016

How do they buy? Where do they land in the entire buying cycle? There are a few core personas in the average buying cycle: the Champion, the Influencer, the Decision Maker, and the Executive. Say you’re selling to a Sales Ops person ( likely an influencer or decision maker within the buying cycle).

Top of Funnel 52

Top of Funnel Scale Customer Decision Maker 52

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

ROI 40

ROI B2B Social Media Buying Cycle 40

Showpad

NOVEMBER 20, 2019

However, large enterprises tend to buy more carefully, because the deals in question are also larger and more expensive. This means that you’ll encounter higher numbers of people involved in the buying process – including procurement teams – as well as longer buying cycles and potentially framework agreements.

How To 49

How To Scale Retention B2B 49

Cincom Smart Selling

APRIL 19, 2016

Buyers are much more likely to arrive in the buying cycle equipped with product knowledge, solution alternatives and a general idea about cost. Today, buyers do their own early cycle research, and when the time does come to speak with a salesperson, they are very likely to be close to a decision.

Buying Cycle 67

Buying Cycle Cold Calling Buyer Distribution 67

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Media 40

Media Marketing Advertising Advertising 40

SalesLoft

MAY 24, 2016

Once you’ve identified the personas that you want to approach, both by function and where they live within the buying cycle, it’s finally time to uncover their pain points — specific to their function — and how your solution is going to help relieve those pains. Read: You can put more of them into that funnel.).

Lead Rank 52

Lead Rank Decision Maker Buyer Persona Scale 52

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. White Papers are Influence Kings, But Need Persona.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

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 91

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 91

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

The ROI Guy

NOVEMBER 18, 2010

This will include an understanding of what white papers, opinion posts, product data sheets and case studies already exist and could be leveraged, and most importantly, will highlight what is missing. Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”.

Marketing 40

Marketing Buying Cycle Case Study Comparison 40

Customer Centric Selling

JULY 3, 2013

This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. Most are product, not outcome focused.

Training 45

Training Buying Cycle Hiring Vendor 45

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Company 40

Company B2B Buying Cycle Ideal Customer Profile 40

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. The more independent the content, the more credible it is.

Social Media 58

Social Media ROI Media Webinar Metrics 58

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Partners in Excellence

DECEMBER 4, 2015

We are partners in creating value for our customers in with every touch, whether it’s an email, a voicemail, a white paper, a phone call, a social channel interaction, or a face to face meeting. We have to work together to create meaning and value through the customer engagement and buying cycles.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Partners in Excellence

JULY 8, 2015

It’s those outcomes–linked together that produce the overall results we expect (For example, each customer interaction elicits commitments and agreements with the customer as they move through the buying cycle.). Consequently, the outcomes are the critical metrics not the activities that produce the outcomes.

Lead Rank 48

Lead Rank Lead Scoring Sales Qualified Lead Case Study 48