by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. First, let’s define “sales cycle.” As you might expect, shorter sales cycles generally lead to greater profits, since more deals are being closed faster. MORE
But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately? MORE
If you want to massively shorten your sales cycle, it’s relatively easy to do. Seriously, if you want to compress the sales cycle, start by compressing the time it takes you to get a meeting. Your sales process should outline those commitments. If your sales cycle is longer than it needs to be (or if your pipeline is shallow), ask yourself which of these three fundamentals you aren’t practicing. Sales 3.0 Sales Process MORE
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. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close. Smart Selling sales sales cycle MORE
I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. The lead progression process is no longer (if it ever was) as simple as, “Marketing generates leads and Sales contacts them.” MORE
I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. MORE
What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. Among the areas explored were: Develop clarity around what the “length of the sales cycle” really means. MORE
In short, we want all the “good things” What do businesspeople want out of life in their Sales role? In Sales, that list looks something like this: To shorten the sales cycle. If you’re in Sales, it’s easy to come up with a list of things you want. MORE
Long sales cycles aren’t the fault of the customer—they’re the responsibility of the salesperson. Cycles vary by industry and vertical, but can also vary greatly from person to person on the same sales team. Easy cuts mean easy money Reducing sales cycles is also one of the easiest things for sales teams to accomplish, because the power to do so ultimately lies in their hands. > Diagnose your sales team’s challenges MORE
Last week we heard from Andy Paul about the Vicious Sales Cycle —bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales performance. MORE
How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. MORE
Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. This meant a good prospecting salesperson could at least generate a large number of introductory sales calls. MORE
It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision? MORE
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. MORE
Are you wondering how to shorten your sales cycle? Are you looking for a tool sales pros are using successfully? The Pipeliner 5 update is here with the amazing sales cycle management! Sales Pipeline Management MORE
A good friend and real expert in marketing and sales for consultants and other professionals. Get Unstuck and Shorten Your Sales Cycle. You know that the majority of these should be coming out the bottom in the form of a sale…yet nothing is moving. MORE
Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t produce results. MORE
In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. The post The Sales Cycle – With and Without Full Opportunity Evaluation appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Pipeline Management MORE
Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates. MORE
Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. Sales Training Coaching Tip: Asking how someone came across you is always a good practice. MORE
If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Sales cycles aren’t linear. I created this video to demonstrate what a real sales cycle looks like. MORE
Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Studies have shown that executive buyers like to be involved early (Phase 1) and late (Phase 3) in buying cycles. MORE
But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately? MORE
Dave Kurlan Consultative Selling close more sales twitter linkedin selling value long sales cycle sales win rates google plus Image Copyright: 123RF Stock Photo. MORE
In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets. Please take a moment to review the image below: Dave Kurlan shorten the sales cycle sales targets win rates MORE
Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one. MORE
The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Lead Nurture Website Tracking MORE
That doesn’t mean that you shouldn’t try to compress the sales cycle. To ensure you gain all the commitments you need, you need to know what your sales process requires of you. You’ll also need to plan your sales calls. Sales Process MORE
The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. A Random Walk Up Sales Street. Sales 2.0. MORE
They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools. MORE
It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” It is a way to reduce sales cycle, but it’s probably the least controllable way to do this. MORE
Though a seasoned representative will likely be able to recognize some of the sales cycle warning signs before anything gets too bad, younger reps may need to be coached as to what constitutes a situation where more attention is necessary. Read full story → Sales Management MORE
Sales isn’t about taking, or convincing. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. The pressure to perform, to get to quota and to win in sales is intense. The cycle has begun. MORE
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Dave Kurlan salesforce.com long sales cycle sales win rates building the sales pipeline insidesales.com MORE
Sales can be viewed as a series of races that end December 31st and start the very next day. For Sales Pros sales cycle salespeople MORE
sales pipeline Closing Sales sales effectiveness long sales cycle sales win rates recession of 2016You remember the last recession - the great recession - right? MORE
What You Can Learn From the Super Compressed Sales Cycle is a post from: The Sales Blog | S. The long, slow work of nurturing your dream clients over time massively compresses the sales cycle when your dream client does decide to buy whatever it is your sell. MORE
Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". MORE
Have you ever had a sales conversation that began with “How much is… (fill in the blank)? Many seasoned sales professionals recognize this sales obstacle. Beyond the obvious sales obstacle, there is a hidden one within this question. MORE
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. MORE
Article Sales Strategy average sales cycle conversion rates by phase nurture deals pipeline assessment pipeline opportunity assessment tool sales operations sales pipeline MORE
Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. MORE
8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts? The Buyer Journey is front and center again. MORE
Sales Cycle Related Topics Partners in Excellence
JUNE 13, 2017
It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” It is a way to reduce sales cycle, but it’s probably the least controllable way to do this.
Understanding the Sales Force
JANUARY 19, 2016
In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets. Please take a moment to review the image below: Dave Kurlan shorten the sales cycle sales targets win rates
A Sales Guy
MAY 24, 2016
Sales isn’t about taking, or convincing. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. The pressure to perform, to get to quota and to win in sales is intense. The cycle has begun.
Salesfusion
JULY 2, 2014
The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Lead Nurture Website Tracking
The Sales Hunter
JULY 7, 2015
It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision?
Pipeliner
SEPTEMBER 6, 2013
Are you wondering how to shorten your sales cycle? Are you looking for a tool sales pros are using successfully? The Pipeliner 5 update is here with the amazing sales cycle management! Sales Pipeline Management
Pipeliner
JANUARY 8, 2014
In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. The post The Sales Cycle – With and Without Full Opportunity Evaluation appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Pipeline Management
Smart Selling Tools
AUGUST 14, 2012
I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. The lead progression process is no longer (if it ever was) as simple as, “Marketing generates leads and Sales contacts them.”
Sales and Marketing
DECEMBER 10, 2015
Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates.
Increase Sales
JUNE 21, 2013
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.
Understanding the Sales Force
SEPTEMBER 23, 2014
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.
A Sales Guy
DECEMBER 26, 2011
If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Sales cycles aren’t linear. I created this video to demonstrate what a real sales cycle looks like.
The Sales Blog
MARCH 3, 2015
If you want to massively shorten your sales cycle, it’s relatively easy to do. Seriously, if you want to compress the sales cycle, start by compressing the time it takes you to get a meeting. Your sales process should outline those commitments. If your sales cycle is longer than it needs to be (or if your pipeline is shallow), ask yourself which of these three fundamentals you aren’t practicing. Sales 3.0 Sales Process
The Sales Hunter
MAY 23, 2013
Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. This meant a good prospecting salesperson could at least generate a large number of introductory sales calls.
Customer Centric Selling
JUNE 10, 2015
Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Studies have shown that executive buyers like to be involved early (Phase 1) and late (Phase 3) in buying cycles.
Microsoft Dynamics
AUGUST 11, 2015
Long sales cycles aren’t the fault of the customer—they’re the responsibility of the salesperson. Cycles vary by industry and vertical, but can also vary greatly from person to person on the same sales team. Easy cuts mean easy money Reducing sales cycles is also one of the easiest things for sales teams to accomplish, because the power to do so ultimately lies in their hands. > Diagnose your sales team’s challenges
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. Sales Training Coaching Tip: Asking how someone came across you is always a good practice.
The Pipeline
JULY 17, 2013
Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one.
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. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close. Smart Selling sales sales cycle
Understanding the Sales Force
SEPTEMBER 15, 2016
8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts? The Buyer Journey is front and center again.
Understanding the Sales Force
DECEMBER 1, 2016
I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area.
Sales Benchmark Index
JANUARY 25, 2017
Article Sales Strategy average sales cycle conversion rates by phase nurture deals pipeline assessment pipeline opportunity assessment tool sales operations sales pipeline
Sharon Drew Morgan
SEPTEMBER 30, 2012
But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately?
The Pipeline
JANUARY 10, 2017
What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. Among the areas explored were: Develop clarity around what the “length of the sales cycle” really means.
The Pipeline
AUGUST 10, 2011
The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. A Random Walk Up Sales Street. Sales 2.0.
Understanding the Sales Force
OCTOBER 13, 2016
They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.
Ian Brodie
SEPTEMBER 11, 2012
A good friend and real expert in marketing and sales for consultants and other professionals. Get Unstuck and Shorten Your Sales Cycle. You know that the majority of these should be coming out the bottom in the form of a sale…yet nothing is moving.
Smart Selling Tools
APRIL 22, 2014
In short, we want all the “good things” What do businesspeople want out of life in their Sales role? In Sales, that list looks something like this: To shorten the sales cycle. If you’re in Sales, it’s easy to come up with a list of things you want.
Understanding the Sales Force
MARCH 10, 2016
sales pipeline Closing Sales sales effectiveness long sales cycle sales win rates recession of 2016You remember the last recession - the great recession - right?
Understanding the Sales Force
FEBRUARY 19, 2015
Dave Kurlan Consultative Selling close more sales twitter linkedin selling value long sales cycle sales win rates google plus Image Copyright: 123RF Stock Photo.
Sharon Drew Morgan
MARCH 5, 2014
But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately?
No More Cold Calling
FEBRUARY 14, 2013
Last week we heard from Andy Paul about the Vicious Sales Cycle —bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales performance.
Increase Sales
FEBRUARY 17, 2016
Have you ever had a sales conversation that began with “How much is… (fill in the blank)? Many seasoned sales professionals recognize this sales obstacle. Beyond the obvious sales obstacle, there is a hidden one within this question.
Sales Tips & Techniques
JULY 11, 2012
Though a seasoned representative will likely be able to recognize some of the sales cycle warning signs before anything gets too bad, younger reps may need to be coached as to what constitutes a situation where more attention is necessary. Read full story → Sales Management
Sales Benchmark Index
APRIL 14, 2017
Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t produce results.
Pipeliner
OCTOBER 5, 2016
Sales can be viewed as a series of races that end December 31st and start the very next day. For Sales Pros sales cycle salespeople
The Sales Blog
DECEMBER 8, 2012
What You Can Learn From the Super Compressed Sales Cycle is a post from: The Sales Blog | S. The long, slow work of nurturing your dream clients over time massively compresses the sales cycle when your dream client does decide to buy whatever it is your sell.
Understanding the Sales Force
APRIL 18, 2016
I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Dave Kurlan salesforce.com long sales cycle sales win rates building the sales pipeline insidesales.com
Understanding the Sales Force
AUGUST 18, 2015
Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process.
Modern B2B Sales
SEPTEMBER 13, 2011
by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. First, let’s define “sales cycle.” As you might expect, shorter sales cycles generally lead to greater profits, since more deals are being closed faster.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
7 
Let's personalize your content