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.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

Hubspot

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. The method for engaging customers and moving through the sales cycle will depend on what type of sales process your company is running. Buyer Type. Ease of Purchase.

SMB 69

SMB Planning Sales Cycle Buyer Personas 69

Kaon

JULY 23, 2018

Today’s sales teams need a strategy, strong communications and up-to-date technology. With the right strategy, a salesperson can act with a plan: communicating product value and differentiation clearly and concisely. Understanding multi-buyers’ needs. Whatever the challenges, there are solutions to solve them.

B2B Sales 113

B2B Sales Work Management Marketing Management B2B Marketing 113

Strategic-IC

JULY 6, 2018

Today’s buyers are better informed, with greater access to information than ever before - and as a result seek more transparency and honesty from vendors as they move toward a purchase decision. 4 How is the Relationship Between B2B Tech Buyers and Vendors Changing? B2B buyers need vendor support to build the business case.

Vendors 54

Vendors Trends Case Studies B2B 54

The ROI Guy

JANUARY 25, 2011

This results in information overload, with low response rates, a slower buying process and lack of competitive differentiation. Based on responses to profile questions the white paper is personalized to analyze the buyer needs and present relevant and personalized results.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. IDC: Economic Buyers, Digital Overload and Sales E.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Mereo

APRIL 16, 2020

Perhaps departments have a different understanding of the target buyer. Maybe everyone is working from a different business plan or differentiated value messaging platform. Are the sales resources your marketing department creates simply going unused by sales? Effectively Leveling-up Sales Skills.

Work Management 81

Work Management Cross-Selling Marketing Management Differentiation 81