ViewPoint

MAY 12, 2011

While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

FEBRUARY 23, 2012

From the customer buying cycle and lead nurturing to sales and marketing alignment, lead quality vs. lead quantity, and effective sales processes, he consistently zeros in on root causes and identifies key actions that help close more deals and improve revenue results.

Top of Funnel 120

Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

APRIL 19, 2017

Anthony Iannarino explained The New Buying Cycle: Identify a better future state, build consensus around needs that will move the prospect to a better future state, eliminate price as an element of the evaluation, getting agreement to take the steps necessary to get to the best possible future state.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 2, 2012

Create a common language for shared elements of the customer buy cycle— Collaboration requires understanding and communication, so marketing and sales teams should identify key terms and processes and come to an agreement on what exactly they mean.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

MARCH 19, 2015

Prospects may move back and forth from marketing to sales multiple times throughout the buying process. The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

APRIL 24, 2013

Analysis of Buying Cycles and Stakeholders. Companies must analyze customers'' behavior as well as background to determine what types of customers are more likely to buy their products or purchase their service.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

OCTOBER 2, 2012

Buying cycles are changing. You know what they want and what’s important to them at a level your competitors just can’t match, and this will create competitive advantage. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 15, 2012

Proactive Value-Added Selling Needed Much Earlier in the Buy Cycle. They are successfully using integrated direct marketing programs—combining mail, email and telemarketing in a 1-2-3 punch—to hit very targeted prospects on the upper end of their marketplaces.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

OCTOBER 6, 2015

It's built on a totally transparent and aligned relationship between marketing and sales, both of whom first need to agree on which accounts to target and how best to engage them according to where they are in their buying cycle and/or customer lifecycle.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JUNE 8, 2012

Buying cycles are changing. You know what they want and what’s important to them at a level your competitors just can’t match, and this will create competitive advantage. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

JULY 7, 2015

If you wait for someone to fill out a form, they are deep in the buying cycle. Here’s why: Lead scoring focuses on a very small subset of potential buyers—ones that have made themselves known by filling out lead forms or otherwise raising their hands in some way. What about all the other prospects that remain anonymous?

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

NOVEMBER 8, 2012

It looks at how to help salespeople intercept the buying cycle earlier so they have a competitive advantage. It talks about selling to the highly sophisticated, self-educated and risk-averse client and how the models and conversations have to change.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JANUARY 31, 2012

Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models. Such as: Buyers have more expansive networks that participate in decision-making. Buyers expect sales reps to be more knowledgeable and better skilled at advising.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

AUGUST 23, 2012

You actually have to build stories for the front part of the buying cycle or sales cycle that include the ‘why change’ discussion and build stories for the ‘why us’ discussion.”. They just say, ‘Well that’s just good salesmanship—discovery and agreement.’ 2012 Recommendations: Don’t Make More Content—Make More Meaning.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

APRIL 13, 2012

Both marketing and sales acknowledge that you can’t just go after those five to ten percent of people that might be in an active buying cycle and that that you need to nurture them until they are ready to buy. The importance of inbound and content marketing early in the buying cycle.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 7, 2015

Marketing became further educated when they asked sales about the customer buying process and the sales selling process. And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120