Sales cycles: An actionable guide to sales cycle management

Close.io

Companies with a defined sales process see 18% more revenue growth than companies without one. Are you making as many sales as you want to? But if you think your sales team can do more, welcome. This is the ultimate guide to sales cycles (also known as sales life cycles).

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

Is Shortening the Sales Cycle Worth the Hurry?

Increase Sales

Yes I know longer sales cycles reduce cash flow. Yes I know by shortening the sales cycle a small business or sales professional increases efficiency and effectiveness while reducing client acquisition costs. Marketing is not sharing what you do.

7 Sales Demo Tips for Selling Software

DiscoverOrg Sales

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer.

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. We partnered with noted sales linguist and author Steve W. Vendor market position advantages.

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Are you Targeting the Right IT Decision Makers?

The ROI Guy

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO.

How to Shorten Your Sales Cycle with Social Media

Zoominfo

The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle.

Why Sales Is Like a Taco

DiscoverOrg Sales

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. But how do you use this data to make an informed, relevant sales pitch? Don’t make a discovery sales call to the CIO. To wit: Two of our CIO panelists mentioned the importance of having a very focused sales pitch. Who do you think made the sale?

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole.

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5 Strategies To Accelerate Your B2B Sales Cycle And Get More Customers

LeadFuze

After mere minutes, somebody from your sales team reaches out on the phone with a quote. The phone call proves that they’re a qualified lead, and a sale with them is just waiting to close. Why do B2B sales cycle take so long? For one thing, every B2B sale is different.

Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg Sales

Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve. This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. In some sales situations, it is necessary to align with the buyer’s thought process in order to win; these buyers are experienced and knowledgeable about their business and technical fields.

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Your Sales Cycle Dilemma in 2013

The ROI Guy

With more financial constraints, more stakeholders, and more scrutiny on each purchase, buying cycles have been extended by almost 10% over the past three years. In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles.

It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. So with a more empowered buyer and simpler solutions, why are your sales cycles still lengthening?

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. So here’s what CMOs really want – and what they want sales to know.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. Set up Marketing SLA Reporting.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

This seemingly simple chart is one of the most effective tools your sales team has. Include decision-makers in email for better response rates. The sales team might have a name to reach out to … but that person might not end up signing off the deal.

Surf’s Up! Riding the Pipeline to the Shores of Success

The Pipeline

This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. You’ve also probably encountered those who want to make a decision now, and don’t require a lot of handholding. Master the Marketing Message.

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

The Sales Signals We’re Ignoring Could Be Worth Millions. Now, let’s apply it to sales. “If If you’re like most enterprise sales organizations you’ve invested in processes, tools, personnel, market research….and Each of these “Sales Signals” can impact your sales cycle.

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What B2B Marketers Can Learn from B2C

Sales and Marketing Management

There is an opportunity for sellers to serve as trusted advisors and to engage buyers earlier in the sales journey. The current state of market pulse insights. From focus groups to user surveys, marketing turns to the audience to hear firsthand what is resonating and what is not?—?and After all, sellers have a pulse on the market, so this must be sales’ responsibility. Yet this means sales becomes the single voice of the buyer?—?and

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An Allbound Marketing Approach Closes Your Revenue Gaps

Pointclear

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

The Mighty Weak Link – Sales eXchange 162

The Pipeline

Most of the time in sale we focus on ensuring we connect with and sell to the key decision makers, influencers, those driving the strategy, in order to build a solid understanding of the buying organization’s objectives and capabilities to realize those objective.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. This is a lonely time for a sales rep.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Pick a sales strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy?

Get 3X B2B Marketing ROI by Nurturing Leads

Pointclear

Lead nurture can triple the return on most marketing campaigns. By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. But it’s often the most underutilized marketing activity at a marketer’s disposal. These contacts need to be worked, even if they’re past the point of diminishing return in a given touch cycle.

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Are You Making Selling a Lot Harder?

Increase Sales

I would agree given there are more small businesses popping up in the marketplace along with extra layers of decision makers. Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today. Education Based Marketing Works.

Sales Will Always Be Simple Though Not Necessarily Easy

Increase Sales

Sales is a simple. What has changed is the easiness of sales. With more decision makers, more competitors, the sales process from attracting attention to closing the deal or earning the sale becomes harder and harder.

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. survey results also revealed that almost 25% of the decisions are now made wholly outside of the IT department.

Improve Your Trade Show ROI: A Guide for Marketers

Zoominfo

That’s why trade shows and industry events are so valuable to B2B marketers. of their total marketing budget to events and exhibiting ( source ). With so much money being spent on trade shows, how can marketers get the most bang for their buck? Your pre-show marketing strategy?

5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. Best Dreamforce sessions for Marketing. Have a relatively small target market.

Trickle Down Uncertainty Is The Shadow Obstacle Behind Sales Objections

Increase Sales

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. Another result of trickle down uncertainty is the extension of the sales cycle.

3 Keys to Collaboration for Sales and Marketing

Velocify

At Sales & Marketing 2.0 in San Francisco and B2B Marketing Forum in Boston last month a common theme emerged – the idea of putting the “and” back in sales and marketing. World ) sales “and” marketing departments need to adapt and evolve.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Use Act-On for all your online marketing campaigns. Fantasy Sales Team.