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?

The Beginners Guide to Sales Cycle


There often comes a state in Sales, especially for new teams, when almost everything seems to be going haywire. Some of the best performing Sales teams worldwide profoundly understand and master their Sales cycles. What is a Sales Cycle?

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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.

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).

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.

Want to Accelerate the Sales Cycle? Slow Down!

The Center for Sales Strategy

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. Needs Analysis sales process sales accelerator

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.

[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.)

Study 177

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.

14 proven ways to speed up a slow sales cycle


A slow sales cycle is kryptonite to good sales teams. 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. Hire better sales reps.

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 215

New Study: 2020 Trends in Sales Management

Miller Heiman Group

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. Overloaded sales managers often struggle to find time for coaching.

Study 64

Will You Study And Incorporate Artificial Intelligence?

Smooth Sale

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. One standout sales mantra is, ‘people buy from people they know, like, and trust.’

Study 85

5 Strategies To Accelerate Your B2B Sales Cycle And Get More Customers


After mere minutes, somebody from your sales team reaches out on the phone with a quote. 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? For one thing, every B2B sale is different.

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 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.

Study: How to Get Sales Enablement Right

Miller Heiman Group

Whether you recently implemented sales enablement or want to improve your existing sales enablement strategy, you’ll want to download the new the Fifth Annual Sales Enablement Study from CSO Insights, the research division of Miller Heiman Group. The 2019 Study shows how the goals for sales enablement continue to align with the goals of sales leaders, from increasing new account acquisition to reducing the sales cycle length, in addition to optimizing revenue.

Study 52

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.

Study 120

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

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 227


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

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: How the Right Sales Methodology Can Change Your Business Overnight

Miller Heiman Group

Strategic Selling® with Perspective (SSwP) focuses on showing sellers how to simplify complex sales to create a consistent and repeatable sales approach, sharing strategies that sellers can use to connect with buyers earlier in the process and become more than a vendor, building stronger relationships that grow over time. Investing in perspective can change your business nearly overnight—like in this case study from one of our manufacturing clients.

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.

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.

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.

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Move into new segment (Up or down market, launch self-service or sales assisted, multichannel). outbound sale

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

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.

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

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.

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

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.

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

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?

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.

Why “People Buy From People” is still true in the digital age


Sales teams, more than any other profession, are fully aware that successful communication with leads and prospects is paramount. Does it refer to customers or to everyone in sales? Does it apply to teams or just to individual sales people?

How To Design An Effective Sales Process: Step I – The Total Time

MTD Sales Training

The Sales Process is your guide; your step-by-step road map to sales success. The Sales Process is your plan, your blue print on how to turn a lead into a prospect, motivate a prospect to become a customer and help a customer become a long-term client.