Understanding the Sales Force

SEPTEMBER 23, 2014

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. In selling, there are even more options for shortening the sales cycle. Can you shorten your sales cycle?

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Sales Cycle Proposal Decision Maker Sports 199

SBI Growth

MARCH 18, 2024

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes.

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Sales Management Sales Cycle Pipeline Buyer 156

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?

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Sales Cycle Sales Qualified Lead Top of Funnel Lead Rank 64

Crunchbase

SEPTEMBER 14, 2021

In this post, we’ll go through everything you need to know about how to optimize your B2B sales cycle with buying signals so your business can close sales faster. Critical buying signals to monitor 7 ways to shorten your B2B sales cycle. 7 ways to shorten your B2B sales cycle. What are buying signals?

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Top of Funnel Sales Cycle B2B Lead Rank 84

Closer's Coffee

MAY 6, 2019

The same thing can happen to your sales cycle. It could be changes in the economy or something else in the marketplace that is impacting the time required to close a sale. Whatever the reason, a longer sales cycle time is not good for your business. The time to close a deal can seem to grow over time.

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Sales Cycle Ideal Customer Profile How To Objections 92

LeadFuze

JANUARY 1, 2022

The first thing we need to understand is what a sales cycle looks like and the different steps that it contains. In here, we will discuss the sales cycle definition, stages, and strategies for accelerating sales. Need Help Automating Your Sales Prospecting Process? Sales Cycle Definition.

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Sales Cycle Strategy Ideal Customer Profile Hiring 52

Gong.io

SEPTEMBER 21, 2018

There I was at the beginning of a new sales cycle, wrapping up the first meeting. Although the deal eventually closed, it was a slog of a sales cycle. But, it turns out, there is a “key moment” during your first meeting that strongly impacts how short or long your sales cycle turns out.

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Sales Cycle Buyer Cancellation Meeting 88

Understanding the Sales Force

NOVEMBER 25, 2013

In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle. One thing to keep in mind about sales cycles is that everything is relative.

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Study Sales Cycle Follow-up Account 243

KO Advantage Group

DECEMBER 9, 2018

In the same vein, you don’t present your proposal to a prospect who isn’t completely sales-ready. It isn’t ideal to propose in the early stages of the sales cycle and when your prospect is still very hesitant. Know all the information possible to help you align where they are with the sales cycle.

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Sales Cycle Proposal Sales Qualified Lead Sales Process 54

Engage Selling

OCTOBER 11, 2018

The weakest part of the sales cycle can create havoc in a sales rep’s short-term and long-term sales success. It’s even more confusing when these very sales reps can deliver knock-out presentations, … Read More » The good news? It can easily be fixed too.

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Sales Cycle Sales Customer Service Up-Sell 62

The Pipeline

AUGUST 10, 2011

The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Presentation.

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Sales Cycle Pipeline Conversion Webinar Metrics 244

Hubspot Sales

APRIL 12, 2018

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. How to Speed Up Your Sales Cycle.

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Sales Cycle Strategy Channels Call-back 111

Understanding the Sales Force

DECEMBER 11, 2023

3 Best Quality Articles What Companies Don’t Know about Sales – Top 10 Keys to Determining Your Ideal Win Rates Can Malcom Gladwell Explain the Sales Hiring Problem? In its place I’ll share popular scenes from movies and television that are perfect analogies for the most important moments in the sales cycle.

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Sales Leadership Hiring Video LinkedIn 193

SalesHandy

APRIL 11, 2020

Long sales cycles are a widely known problem among sales teams of all sizes. Longer sales cycles will mean you have fewer leads engaged per unit time. However, you can fix all of that – by shortening your sales cycle. A shorter sales cycle will help you close faster and close more.

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Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

SBI

NOVEMBER 19, 2020

Mediafly Launches Jumpstart Presentations, Elevates Sales Conversations in Remote Selling Environments. One in three buyers admit to falling asleep during a PowerPoint presentation. As remote selling environments increasingly replace in-person meetings, keeping buyers engaged is ever more challenging.

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Conversion Distribution Analytics Sales Enablement 68

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. So, to be the best, you need to speed up your sales cycle. So, to be the best, you need to speed up your sales cycle. Hire better sales reps. Automate your sales process. Make the sales cycle dream work with teamwork.

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Sales Cycle Hiring Sales Qualified Lead Top of Funnel 75

Emissary

OCTOBER 1, 2020

” Meaning better than the typical enterprise sales cycle. 2020 surely left a mark on enterprise sales and marketing: huge hits to pipeline, prolonged sales cycles, and heightened expectations from newly pressured buyers. Yes, you read that correctly. We said “the best.” Help Your Buyers Fix Today.

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Sales Cycle Enterprise Enterprise Face-to-face 52

Mereo

SEPTEMBER 9, 2021

Yet, it also presents some unprecedented opportunities with potential positive outcomes. I have written about this recently , but a quick recap: Due to the nature of virtual selling, there is greater access to sales cycles by members previously not involved — for both sellers and buyers. For buyers specifically, Chorus.ai

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Sales Cycle Face-to-face Buyer Persona Call-back 41

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales. Sales Presentation Step #2: Provide Context Before You Demo. But, it’s true.

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Lead Rank Lead Scoring Data Buyer 130

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects.

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Sales Qualified Lead Journal Consultative Selling Proposal 188

Sales Hacker

JUNE 8, 2020

Presentation execution. Unfortunately, most people’s presentations come off like an annoying infomercial. Luckily, there’s a science and strategy behind presentations that can be learned and perfected. You gather intel to socially and professionally lubricate your interaction and presentation with your prospect.

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Hiring Ideal Customer Profile Groups Decision Maker 68

Cincom Smart Selling

MARCH 16, 2017

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. It’s difficult to overstate the importance of acting fast when a sales opportunity presents itself.

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Sales Cycle Software Software Tools 54

The ROI Guy

JUNE 19, 2014

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? However, the sales cycle delays are not just because of a changed buyer and Frugalnomics.

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Sales Cycle Research Decision Maker Proposal 79

Partners in Excellence

MARCH 25, 2024

It’s easy to find excuses, to blame everyone and everything else about the lengthening sales/buying cycles. How are sellers contributing to the longer buying and sales cycles? We focus on the things important to us, presenting our solutions and getting the buyer to choose us. Then they have to do the work.

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Customer Buying Cycle Buyer Sales Cycle 101

The Pipeline

AUGUST 17, 2021

The sales cycle is your opportunity to establish yourself as the subject matter expert. Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Most also-rans, pundits and sellers alike, feel giving a choice is the polite way not to “corner” a client. Buyer Remorse.

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Negotiation Lead Rank Lead Scoring Buyer 352

Increase Sales

JANUARY 4, 2012

Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. Yet to effectively manage the sales cycle (meaning to potentially reduce its time frame when possible), social media presents this unknown factor: The time identification of the first contact.

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Social Media Sales Cycle Media B2B 101

Engage Selling

MARCH 16, 2018

?????There comes a point in every sales cycle where you have to present solutions to the client and I often get asked how to do this. Here is my presentation process for you to use. First, start by stating the challenge, problem, or … Read More »

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Strategy Sales Cycle Sales How To 50

Understanding the Sales Force

JANUARY 4, 2024

What will be different for you this year in the area of personal and professional growth, the way you present yourself to to others, and the way you feel about yourself? I thought it could be adapted for sales, combining most of the 21 Sales Core Competencies with goal setting. You can even adapt it to your own needs.

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Distribution Exercises Course Call-back 170

Julie Hanson

FEBRUARY 16, 2017

New York Yankee Mariano Rivera “The Closer” This may sound funny coming from a presentation trainer, but the most effective way to improve your presentation close rate doesn’t happen during your presentation. What are the easiest / most difficult industries for sales people? Check it out!

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Closing Hubspot Decision Maker Case Study 93

Sales Training Connection

NOVEMBER 12, 2012

Sales presentations. If you’re not in the business of selling, then good is probably good enough when it comes to sales presentations. Unfortunately in selling, a good presentation that fails to win the business isn’t going to carry the day. How do you go about crafting a winning sales presentation?

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Fashion Sales Cycle Proposal Training 97

Hubspot Sales

DECEMBER 5, 2023

Both parties using AI leads to stronger relationships, more productive conversations, and a shorter sales cycle. With that summary, let's take a look at the 4 big things sales pros need to know about what to expect in The Age of the AI-Powered Buyer.

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Buyer Data Survey Sales Cycle 105

Nutshell

MARCH 11, 2024

The sales cycle can be a mysterious concept for a lot of people. Most businesses subconsciously understand that it exists, but they may not use the cycle as effectively as possible. The sales cycle is a universal reference of what happens in a successful sales process for all kinds of industries.

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Sales Cycle Ideal Customer Profile Sales Qualified Lead Negotiation 77

Julie Hanson

OCTOBER 26, 2017

Why your presentation must be compelling. If your prospect had a remote, would he be tempted to change the channel on your presentation or demo? And if you haven’t raised your presentation game with it, you’re going to get left behind. And that, my sales friends, is compelling. The bar has been raised.

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Video Channels Sales Cycle Competition 48

Mindtickle

MAY 1, 2024

Generic sales presentations and content will no longer cut it. Guided selling, defined As the name suggests, guided selling is a practice that guides reps through the sales cycle. For example, AI can help them generate follow-up messages based on an analysis of a recent sales call. But what is AI-guided selling?

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Scale Sales Cycle Buyer B2B 52

SBI Growth

MAY 22, 2018

Longer sales cycles, and the customization required for most service offerings present challenges. Sales leaders try to overcome these by increasing leads. Many organizations offer great services to their customers. Yet many of these organizations struggle with making their number.

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Sales Cycle Customer Leads Marketing Qualified Lead 191

SalesLoft

DECEMBER 1, 2021

After all, how can we confidently present our solution without first asking thoughtful questions? We tend to appreciate or feel flattered by those who take a special, personalized interest in us. EMPATHIZE AND RELATE. Sellers can fall into the trap of peppering their prospects with intrusive questions during discovery calls.

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Sales Cycle Top of Funnel Decision Maker Hiring 52