Act-On Buyer Need Differentiation Sales Cycle 
Mereo
MARCH 21, 2024
A multi-national software provider’s sales cycles was running 12-18 months on average. When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. Buyers do not need salespeople.
Outreach
JUNE 22, 2021
However, if they forget a key product feature (especially when they have a buyer on a Zoom call), it could cost them the sale, wasting all the hours spent on scoring that critical customer meeting. When a prospect asks about your integrations or how you stack up against a competitor, your reps need the answers at their fingertips.
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Kaon
JULY 23, 2018
Considering that the major portion of a buyer’s journey takes place without his or her knowledge, salespeople have to rise above a long list of challenges, regardless of their industry. Today’s sales teams need a strategy, strong communications and up-to-date technology. This is especially true in the sales industry.
The ROI Guy
FEBRUARY 20, 2019
The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.
Ambal's Amusings
AUGUST 27, 2010
Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! The IT decision maker may be trying to determine what he needs to know about converging data, voice and video over the IP network in order to better support remote worker collaboration. Ardath Albee. Blog Marketing Interactions Twitter Ardath421.
The ROI Guy
DECEMBER 2, 2014
Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. We hear a lot about Sales being under more pressure in the coming year. What does SiriusDecision’s research indicate as the top business issue for sales in 2015?
Hubspot
JUNE 27, 2011
The unusual is the story or example that helps to differentiate your offer. Then in the P.S., you give them more if they act now. P.S. If you act now, I’ll give you an additional gift (valued at $35) when you make your purchase. Not every product or offer needs a testimonial. The first is always the headline.
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