ViewPoint

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

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

OCTOBER 2, 2012

Buying cycles are changing. Be in those online communities offering advice, solving problems, and sharing information. And that’s a huge mistake, because what it means fundamentally is that you’re going to come late to the party.”. Brian Carroll, MECLABS, talked about BANT and the Value of Warm Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. Proactive Value-Added Selling Needed Much Earlier in the Buy Cycle.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

Buying cycles are changing. Be in those online communities offering advice, solving problems, and sharing information. On the sales side, really embrace social and listen in. Purchasers are doing a lot of research before they engage with your company. It’s important for you to be further up the funnel.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 10, 2011

Buyers can now glean a majority of information on potential solutions from the web or through social media. 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

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120