How to Generate Larger Deals and Shortened Sales Cycles

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?

Sales cycles: An actionable guide to sales cycle management

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).

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

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. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation.

How to Shorten Your Sales Cycle with Social Media


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.

In the Race to Win More Customers, Sales Needs Digital Transformation

specific to sales, legal, and information technology professionals. were HR, sales, customer service, finance/accounting, IT, and. PRODUCTION ARE USING SALES. AUTOMATION 46% 45% 41% SALES AUTOMATION OCUMENT. Sales automation creates the. sales reps competitive.

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

Study 209

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

We partnered with noted sales linguist and author Steve W. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer. Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. understand how buyers perceive the sales people they meet with; 2.)

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12 Smart Strategies to Speed Up Your Sales Cycle

Hubspot Sales

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. That’s not to say, of course, there aren’t ways to make sales cycles more predictable. How to Speed Up Your Sales Cycle.

Five Essential Steps to Building Rapport in Complex Sales Cycles

Miller Heiman Group

In the 2018 Buyer Preferences Study , CSO Insights found that 70.2 Just 54 percent of all salespeople met their sales quotas last year, according to research from CSO Insights ; this is down from 63 percent six years’ prior. We must actively practice these skills with every sales conversation. Let’s explore five essential steps for systematically building rapport with prospects, regardless of how short or long your sales cycle is.

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.

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed.

Study 209

Sales Tips: Are Your Sales Cycle Activities Planned or Random?

Customer Centric Selling

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.

[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. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free.

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


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.

Case Study: LeadGnome-Sourced Leads Grow Tigera Pipeline by $14.75M With A CPL Of Less Than $2.50


the category-defining Reply Email Mining web service, recently published a case study showing how Tigera used LeadGnome to acquire best-fit leads with a CPL of less than $2.50 I don’t have to forward human replies to our sales team anymore, our reps simply hit the reply button.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. One of the most difficult tasks in all of sales is to penetrate new accounts. Internal Sale.

Study 152

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price.


HeavyHitter Sales

  What Strategies are Sales Leaders Employing to Overcome their Top Sales Challenges? How Does Sales Cycle Complexity Impact the Structure of the Sales Organization? What is the Truth About the Migration from Field Salespeople to Inside Sales?

Study 113

Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle


Yet no matter how streamlined your team’s approach to selling , B2B buying processes are rarely straightforward or transparent to the sales teams navigating them. Sales Challenges. Later in the Sales Cycle. This puts the pressure back on the sales rep or account manager.

Women, the numbers don’t lie: Sales needs you


The world needs more female engineers, data scientists and film directors but it also needs more female sellers and sales leaders. As a career, sales offers variety and flexibility. Sales has long been a male dominated profession but women can and do reach the top.

Film 60

A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process


Like many college grads in 2009, Julian Lumpkin started in an entry-level role in B2B sales and quickly realized that sales was the right place for his talents. As a sales manager at Axial, I realized how important case studies are in the sales process.

Bigger Sales Pipelines - The Dangerous Truth

Understanding the Sales Force

I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Dave Kurlan long sales cycle sales win rates building the sales pipeline

It’s Too Late – You’re Done!

The Pipeline

Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. Most sellers have no clue how long their sales cycle is. As I have shared before when you ask sellers how long their cycle is, most respond “depends.” And sadly they are encouraged to continue to travel blind by many of the idiot pundits who tell things like sales cycles and numbers don’t matter.

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes


With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. Sales Breakthrough – the Evaluation Stage. The second problem, combatting the status quo, is usually the key sales challenge early in the sales cycle.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Techniques.

Study 128

Houston, We Have The Solution!

The Pipeline

If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program. This is the same program that has helps thousands of sale professionals improve their skills and increase prospects and sales.

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?

Study reveals suprising attributes of higher quality leads


We’ve mined data from millions of leads and identified characteristics that lead to improved sales conversion. Lead scoring: apply insights to lead scoring methodologies to help improve the quality of leads distributed to sales reps.

Study 61

Responsiveness is the Lifeblood of Inside Sales

Carew International

Carew recently published articles about the importance of responsiveness for excellence in sales and leadership. As the leader of Carew’s inside sales effort, the topic of responsiveness is always top of mind for me, since the primary purpose of inside sales is to ensure timely customer engagement. study by Lead Connect). The post Responsiveness is the Lifeblood of Inside Sales appeared first on Carew International Sales Training.

When Sales Opportunities Don’t Go As Expected with Mary Lombardo, Absolute Impact

Igniting Sales Transformation

In this episode, I talked with Mary Lombardo at Absolute Impact Corporation about what to do when sales opportunities don’t go as expected. No matter how long you’ve been in sales, it will happen. Even with years of sales experience, I occasionally make a misstep on the basics.

We're entering the era of accountability in sales and marketing


I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be. The situation in many organizations today is characterized by: A low number of leads (just 42% on average) accepted and worked by sales.

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. study revealed an increase in stakeholder complexity that even surprised us. Consulting 2013 IT Decision Makers Study.

OneLaw increases productivity and gains momentum using OnePageCRM


As OnePageCRM, came highly recommended by a friend they were confident it would be a good match for their sales process. The sales cycles in OneLaw varies – from days to years – so they would often have multiple interactions with their prospects before closing the sale. This meant they needed to implement a more streamlined sales process so each team member was reminded when to follow up. Looking for a proven sales tool to help you close more deals?

CRM 25

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged.

The Invisible Sales Rep

Fill the Funnel

Why would any sales rep make the decision to be invisible to customers and prospects? I was asking myself these questions after completing a review of a technology sales company and their current competitive positioning. Average # of LinkedIn connections per Sales Manager/leader: 307.

Putting lead scoring to work for sales


Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently. A few months back, we released a study about lead scoring in response to the growing number of customers who voiced interest in leveraging lead scoring to boost performance.

Enhancing Sales & Marketing with

Smart Selling Tools

Enhancing Sales & Marketing with This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Sales Career Advice.

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Gartner Spending Trends Demand that IT Sales and Marketing Must Challenge the “Do Nothing” Prospect to Achieve 2012 Success

The ROI Guy

In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. In the second study, Gartner released the results of their annual CEO and Senior Business Executive Survey , to measure sentiment from the C-suite on IT spending and strategy. What does this mean for your IT sales and marketing? Status-Quo Bias Discounting IT Economics IT Budgets sales cycle IT Pisello Alinean Frugalnomics

Ten Ways Sales Is Killing Sales – Part 2

Cincom Smart Selling

This is the second in a two-part series on how technology can help sales reps avoid common mistakes that end up costing them a sale. Most sales reps are highly motivated and willing to work hard. They understand that knowledge about the product, the customer and customer pains are all key to a successful sale. For many products, especially those of a technically complex nature, sales responsibilities are frequently split between Sales and a technical pre-sales team.