2 Selling Shortcuts That Will Always Work

Understanding the Sales Force

Do shortcuts work in sales? Dave Kurlan reaching decision makers shorten sales cycle shortcuts

Top 4 Reasons Salespeople Struggle to Reach Decision Makers

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. Conceptually, he needs to know that he can reach senior decision makers.

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.

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).

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. This is not the place to shorten the sales cycle.

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.

Study 168

8 Surefire Tactics Proven to Shorten the Enterprise Sales Cycle

Sales Hacker

Sales will always be a numbers game. Is It Possible to Shorten the Enterprise Sales Cycle? How most sales reps spend their day may surprise you. of a sales workday for functions directly related to selling. That’s a shame, because time not spent closing the sale isn’t just wasteful, it’s also dangerous. Mistakes and setbacks abound when we don’t proactively manage the close of an important sale. 8 Tactics to Shorten the Sales Cycle.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Couple that with SiriusDecisions’ finding that 67% of a purchase decision is made digitally – not by engaging with a salesperson, but by actually doing research on their own time.

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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.

Baseball, Sales Cycles, and the Quest for Shorter

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Not a day goes by when we aren''t talking with someone about their sales cycle and how long it has become. The quest to shorten the sales cycle is similar to the desire to shorten baseball games.

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.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

Your prospect seems really excited, but you didn’t get them to verbalize what they really liked, what concerns may prevent them from moving forward, or how they are going to arrive at a decision. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Shorten your Sales Cycle with Sales Triggers

Lead411

In today’s sales world, we are surrounded by time savers. One aspect of sales that has been traditionally slow, however, is the sales cycle. Companies battle internally with deciding on the right decision to make.

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?

Sales Cycles Explained in 500 Words or Less

Hubspot Sales

What Is a Sales Cycle? Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. To understand a sales cycle, you must understand the stages it's comprised of.

Upcoming Free Webinar: How to Engage the Top Decision Makers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. QuestionsThatSell™ QuestionsThatGetResults™ Managing Distributor & Independent Sales Rep Relationships. Sales Store. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training.

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

Sales cycles are taking longer than ever, lengthening by 24% over the past two years, this according to research by SiriusDecisions. Just two years ago, the average sales cycle was 6.4 Why the longer sales cycle?

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.

How to Shorten The Sales Cycle

Carew International

There is a universal quest among sales professionals of how to shorten the sales cycle. Afterall, the faster we close the sale, the faster we get paid and the sooner we can move on to other promising leads in our sales funnel. This can also be one of the most frustrating of goals because it is ultimately the customer who sets the pace of the sales cycle, with little recourse on our part for speeding their pace of decision making or purchase commitment.

The Complete Guide to Sales Contracts: 6 Templates to Shorten Your Sales Cycle

Hubspot Sales

Many business owners, managers, and sales reps think contract management is just a matter of getting a signature and storing the contract away in a CRM. Lost leads, sales, and revenue. The reality is that contract management is a fundamental part of the sales cycle.

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?

[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.

Study 120

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.

[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.

[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.

Meet Your Clients Where They ARE and Sell More Faster!

KO Advantage Group

How do you know if you’re talking to a “Decision Maker” or “Influencer” when navigating the sales cycle? These can be both the Decision Maker and Influencer—but ultimately, you draft the pitch with the Decision Maker in mind.

Why Can’t Selling Be Like Taking Candy from a Baby?

Sales Benchmark Index

Today in this post we will demonstrate how to understand how executives make purchase decisions. Failure to understand exactly how executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing.

Selling In The Right Time Frame – Sales eXchange 196

The Pipeline

One common theme here and at other quality sales sources, is the need to cover the entire buying organization, top down, bottom up, and all sides. Sales Language sell better Tibor Shanto Time Time Frame By Tibor Shanto – tibor.shanto@sellbetter.ca.

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. The Pipeline Guest Post - Susan Payton.

The Complexities of Selling Technology to Business

The Pipeline

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

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 You likely have 10+ SalesTech apps your sales team is balancing.

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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.

Straight Commission Can Deliver Twisted Results

The Pipeline

Let’s start by imagining your only sales goal is to get reps to bring in revenue. And that only the sales rep interacts with the customer. If you’re a career sales person you’ve probably seen deals signed with off-target customers just to meet the quarter. Sales Process

Why These Complexities are Stalling your Deals

Alice Heiman

Is your sale complex? Are there multiple buying influences and long sales cycles? Not every B2B sale is a complex sale. Some sales are merely a transaction. Not sure if you have a complex sale or just salespeople who can’t get a deal closed?

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.

Top Sales Performers Are Emotionally Intelligent Capitalists

Increase Sales

Top sales performers understand that sales success is all about capitalism. Sales emotional intelligence increase sales long sales cycles loyal customers small business top sales performers

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.

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?