Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6–18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Rank 130

SalesHandy

APRIL 1, 2020

Some of the best performing Sales teams worldwide profoundly understand and master their Sales cycles. In the book Cracking the Sales Management Code , author Jason Jordan’s research shows that companies with Sales processes bring in 18% more revenue. What is a Sales Cycle? What is a Sales Cycle?

Sales Cycle 64

Sales Cycle Sales Qualified Lead Top of Funnel Lead Rank 64

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Miller Heiman Group

AUGUST 27, 2019

As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. With an average of six or more decision-makers in each deal, sellers must then be able to speak intelligently to each of their unique needs.

Case Study 63

Case Study Study Sales Methodology Decision Maker 63

PandaDoc

APRIL 8, 2024

This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it!

Strategy 52

Strategy Decision Maker Proposal How To 52

Gong.io

NOVEMBER 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. They involve more decision-makers and have larger values. A strong sales process is crucial to navigate these deals successfully. . But how do you handle multiple decision-makers? What is a complex sale? .

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

HeavyHitter Sales

APRIL 7, 2013

Stalled Sales Cycles. In some cases, the excitement generated by the salesperson’s initial 30,000 foot sales pitch to senior executives didn’t motivate meaningful follow-up from the lower level personnel of the customer’s organization. As a result, customers frequently won’t make a purchase even after an exhaustive evaluation.

Study 146

Study B2B Penetration Lead Rank 146

SalesLoft

DECEMBER 1, 2021

MEDDIC is a tool that helps B2B sellers evaluate opportunities and stop wasting time on dead-end deals and decision makers. It helps reps work smarter – not harder, which is critical in complex enterprise sales. . MEDDIC stands for Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

The ROI Guy

OCTOBER 29, 2012

The reasons provided most often for the sales cycle lengthening: more financial scrutiny on each proposal and more stakeholders involved in each decision. The good news is that your customers are likely just as frustrated with increases in purchase decision delays. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

LeadFuze

SEPTEMBER 25, 2019

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? The scenario above – prospects turning into leads and turning into sales in as little time as possible – is, needless to say, the dream scenario. In B2B sales, time is of the essence.

Sales Cycle 45

Sales Cycle Lead Rank Lead Scoring B2B 45

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Zoominfo

FEBRUARY 17, 2021

Assume you’ll always get direct access to an executive or decision maker — study the org chart. Warm calls mark the beginning of the sales cycle , which requires extensive personalization and communication. Follow up after the call (preferably by email).

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

SBI Growth

OCTOBER 10, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." You will get a copy of the Time Study Template plus dozens of more tools. Mapping your external buyer’s decision making process from “not in the market” to “implementation”. Four Key Areas to Impact.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Zoominfo

JANUARY 11, 2021

Decision makers are often only interested in sellers that know exactly who they are and what they want. Executives and decision makers are going to be the most important target prospects, but knowing who works under them. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

PandaDoc

MAY 9, 2024

The four factors of sales velocity are number of opportunities, average deal value, win rate, and sales cycle length. Analyzing your sales velocity helps identify pipeline bottlenecks and areas for improvement. Sales enablement tools like CRM platforms help increase sales velocity. What is sales velocity?

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

SalesFuel

MARCH 11, 2024

SalesFuel’s Voice of the Sales Rep study found that sellers say 29% of their prospects/accounts have given them a referral. According to Rebecca Feiten, the director of strategic and enterprise sales for EMEA at Outreach, this is also causing the process to lengthen. Buying committees are getting larger,” she said.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Pointclear

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. Decision makers and influencers identified.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Sales Hacker

FEBRUARY 2, 2021

Mastering The Enterprise Sales Cycle. SMB Sales vs Enterprise Sales Process. Enterprise Sales Strategies To Try. What Is Enterprise Level Sales? The Models of Enterprise Level Sales. There are three main types of Enterprise Level Sales: Self sales. Transactional sales. Self Sales.

Enterprise 96

Enterprise Enterprise Ideal Customer Profile Sales Process 96

Janek Performance Group

DECEMBER 7, 2022

For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. This article provides the antidote to one of the most common ailments in sales. In complex sales, buyers would rather miss out than mess up.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

DiscoverOrg Sales

NOVEMBER 9, 2016

Based on work by Robert Cialdini, this strategy helps create rapport based on shared mutual beliefs that you affirm as part of the rapport building process, which happens early in the sales cycle. We know that some sales teams fall short regarding outbound communication. The Importance of Persistence. Why TiLT, Why Now.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Mindtickle

APRIL 15, 2022

What’s more valuable to your business: a case study that’s viewed 1,000 times on your internal content library or one that your sales reps discuss on 10 different discovery calls as a relevant example, convincing the prospect to book a product demo and progress the sales conversation? Sales cycle length.

Sales Enablement 52

Sales Enablement Sales Qualified Lead Case Study Decision Maker 52

The ROI Guy

SEPTEMBER 4, 2013

The 2013 IT Decision Makers Study interviewed 228 IT decision makers, from small / medium businesses (SMBs) to enterprises across all key industry verticals. Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. The Universal Sales Challenge. Every sales leader wants to change these metrics.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

Crunchbase

SEPTEMBER 8, 2022

Maybe most crucially, it also allows the sales rep to move the buyer along if they realize that they’re not a good fit, saving everyone valuable time and shrinking the sales cycle. Sales enablement content can include guest posts that showcase your company’s knowledge and boost credibility. ” Conclusion.

Consultative Selling 98

Consultative Selling Decision Maker Sales Enablement Education 98

Janek Performance Group

JULY 25, 2023

For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. Let’s look at how sales organizations can supercharge account planning to maximize success: Why Account Planning According to a study by the Account Planning Book of Evidence , account planning achieves impressive results.

Account 62

Account Decision Maker How To Course 62

Hubspot Sales

SEPTEMBER 21, 2020

Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders. The Stages of a Complex Sales Cycle.

Examples 128

Examples Insurance Insurance Sales Cycle 128

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. If you have been in your sales role for some time, look historically at how long it took from first dial to closed deal with past clients.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Zoominfo

MARCH 9, 2021

pricing page, case studies). When carrying out persona mapping, it is important to understand that there may be multiple decision-makers when it comes to making a B2B purchase decision. According to Gartner , “The typical buying group for a complex B2B solution involves six to 10 decision-makers.”

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

FEBRUARY 22, 2021

When you are calling into the right accounts, those first interactions tend to go a whole lot smoother – which could be great for introverts who tend to crave warm sales leads a bit more. Once the initial intro has been made, it’s time to start conversations to get the sales cycle moving. Persuading the Decision-Makers.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

Sales Hacker

JUNE 10, 2020

Selling to C-suite executives allows you to: Accelerate your Sales Cycle. If you want to double your sales and progress to bigger deals, then you should engage with the C-suite. Accelerate Your Sales Cycle by Selling Into C-Suite. Taking control of your sale cycle. This negatively impacts your sale.

Decision Maker 83

Decision Maker Sales Cycle Up-Sell Case Study 83

LeadFuze

DECEMBER 1, 2021

” The study looks at the impact of globalization and how it’s changing in a digital world. This study will look into ways to improve sales performance, as well as how it can be challenging. Need Help Automating Your Sales Prospecting Process? 12% Shorter sales cycle. 23% shorter sales cycle.

Webinar Metrics 52

Webinar Metrics Banking Hubspot Maximizer 52

LeveragePoint

FEBRUARY 20, 2018

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. Objectives Early in the Sales Cycle.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

SBI

AUGUST 20, 2014

Jim: RO|Innovation brings the Voice of the Customer front-and-center through intuitive, easy-to-use, cloud-based sales and marketing solutions that drive revenue for B2B organizations. Research has shown the average sales rep actually only spends 35% of their day actively selling to prospects.

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

Hubspot Sales

AUGUST 13, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. This study revealed our most counterintuitive insight yet: Asking discovery questions decreases your win rate. We wondered whether asking questions at other stages of the sales cycle has the same effect. Our team here at Gong.io

Decision Maker 98

Decision Maker Webinar Metrics Banking Study 98

Zoominfo

JANUARY 11, 2021

Decision-makers are often only interested in sellers that know exactly who they are and what they want. Targeting management position leads has possible success when they have access to those decision-makers. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100