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4 Steps to Shorten Your Sales Cycle

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. Back in May 2010, the Aberdeen Group released an important report on how to shrink the sales cycle and focus closers on sealing more deals. "We don''t convert enough leads to sales," said 59% of respondents in the report. Takaway point.

Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles

Industrial Marketing Today

Typically, […] The post Industrial Email Marketing for Targeting Engineers in Long and Complex Sales Cycles by Achinta Mitra appeared first on Industrial Marketing Today. Industrial email marketing doesn’t get as much respect as it deserves. I’ve read articles where people have claimed that email marketing is dead thanks to social media. This is only a content summary.

Can You Really Use Marketing to Shrink the B2B Sales Cycle?

Great B2B Marketing

It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.

3 Tips to Shrink Your Long Enterprise Sales Cycle

Act-On

You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months. While many of these folks give sound advice, the reality for some of us is that we simply have a long sales cycle.

The Marketing Automation Sales Cycle

Salesfusion

The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Lead Nurture Website Tracking

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. Distinctly identifying where the lead handoff happens is the first step in creating a seamless transition between sales and marketing. Do your biggest sales happen on the East Coast?

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It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. Confirming lengthening B2B sales cycles, SiriusDecisions indicates that durations have increased an average of 22% over a similar period. For more information, click here.

What is the Best Content to Use for Each Stage of the B2B Sales Cycle? [Infographic]

Crimson Marketing

Key takeaways include: Blogs and newsletters are most valued by B2B buyers early in the sales cycle, when they are starting to learn about a topic and evaluate products/vendors. Whitepapers are most valued in the beginning and middle parts of the sales cycle, when buyers are attempting to understand a problem. MarketingProfs ). Infographic] appeared first on.

The High Cost of Lengthening Sales Cycles

The ROI Guy

For many B2B firms, sales cycles have extended by a month or more over the past few years, and show little signs of shortening. These sales cycle delays have had a serious impact on B2B sales revenue and growth, resulting in the failure of many sales and marketing organizations to meet growth goals and quotas. As a result of stalled sales and lengthening sales cycles, hundreds of millions in new sales has been lost, yet most organizations are unaware of the real cost of these sales cycle delays.

The 21st Century Buying Experience: Say Farewell to the Sales Cycle

CMO Essentials

This begins with the “hidden sales cycle” and carrying through the intertwined marketing, sales, and service stages of the relationship lifecycle. Figure I: Leaders Anticipate and Influence the Hidden Sales Cycle. The post The 21st Century Buying Experience: Say Farewell to the Sales Cycle appeared first on CMO Essentials.

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. As a solution provider, the lengthening decision cycle can be frustrating and costly to you, as deals stall and critical sales revenue is delayed. Can your sales professionals answer key buyer questions: Why Change?

4 Lead Nurturing Campaigns to Run After the Sales Cycle

It's All About Revenue

Here are a few different types you might find after the sales cycle has come to a conclusion. 1. Lead Nurturing Campaigns to Run After the Sales Cycle is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Lead Nurturing b2b marketing Content Marketing lead management lead nurturing campaigns marketing automation sales cyclesby Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. The “Lost the Deal” Nurture.

B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation Blog

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s not a big deal to lose to a competitor; it happens to everyone,” he explains. No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. CSO Insight’s latest sales performance optimization study reveals that an average of 4.1 Sales

How to Shorten the B2B Sales Cycle

Great B2B Marketing

If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? Of course, the sales cycle time is expressed as an average. 

3 Tips to Help Content Marketers Understand Sales Cycles

Biznology

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s What’s a sales cycle, you ask? Understanding Sales Cycles. Before you can create content for your buyers, you must understand the sales cycle for each buyer type.

3 Ways to Use Buyer Personas to Shorten Your Sales Cycle

Hubspot

When speaking with sales and marketing organizations across North America, I share that the most important question a business can answer is, “ Who do we want to be a hero to ?”. It’s not enough to merely talk about it among the senior team and occasionally in sales meetings, nor is it enough to document your buyer personas and then cast them aside with your marketing plan to collect dust.

Shortening Sales Cycles By Focussing On The Social Buying Process

Conversionation

One of the main advantages of word-of-mouth marketing is that it shortens the sales cycles, according to George Silverman. Blog Sales Social CRM customer-centricity Sales 2.0 sales cycles social buying process word-of-mouthOr better: it speeds up the buying process. And trust is a crucial element in the purchasing decision. Shortening the [.].

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” They reach a shocking conclusion – this is not a misalignment of sales and marketing. Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A Publisher” This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Deep buyer personas.

B2B E-mail Marketing Pro-Tip: Understand Your Sales Cycles

The Forward Observer

Often, the impulse is to push some unwanted sales messages or company news out to an email list. It is the glue that is holding together the online sales process. The best way to approach email marketing is to align it with your sales cycle. For instance, what kinds of questions are prospects asking the sales team? How long is the sales cycle?

The state of B2B marketing in Asia—moving toward digital

Biznology

That’s good governance, but it lengthens and complicates sales. For example, the sales arm of a property conglomerate may sell machinery to a factory that is both a tenant on their land, and a partially-owned subsidiary. What are the particular sales and marketing challenges faced by Asian B2B companies? . He kindly agreed to share his perspective on B2B developments in Asia.

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The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle

Marketing Action

The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles. According to Bulldog Solutions , companies that invest in marketing automation solutions see 70% faster sales cycle times. Email Marketing to the Max.

Nurturing Relationships In A Long Sales Cycle

Marketing Action

Here is the shortest sales cycle I can think of: You’re driving along a country road. To stick to our vertical of restaurants, here’s another sales cycle scenario. This was a three-month sales cycle…a bit long for a restaurant meal, but this wasn’t just any restaurant meal. How long is the typical sales cycle? You come to a small town.

Social Selling Throughout The B2B Sales Cycle

Social Media B2B

The impact of social media on brand monitoring, customer service and marketing is a hot topic these days, but there has been less discussion about one of the biggest areas of social media impact: B2B sales. The opportunity to capitalize on social media in sales is clear: if Customer 2.0 leverages social media to inform their purchase decisions, why not tap into the same well to inform our sales engagements? critically drives their sales team’s success. Over the next several posts, I will explore effective social selling tactics for every phase of the sales cycle.

How to Map Lead Nurturing Content to Each Stage in the Sales Cycle

Hubspot

Lead nurturing is a crucial part of your marketing and sales success. With lead nurturing , however, you can bring those leads through your sales funnel and garner 4-10 times the response rate compared to a regular email blast while doing it [Source: SilverPop/DemandGen Report]. To nurture those leads correctly, however, you need to somehow adjust your messaging based on their point in the sales cycle. Here's how you can map lead nurturing content to every stage in the buying cycle. Understanding the Buying Cycle. But how do you do that? In what order?

B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation Blog

» Winning the Complex Sales Cycle with Thought leading Content David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. In the complex sale, we need to continually remind ourselves that companies dont buy - people do. Customers are weary of pitches, hype, pushy sales people and manipulative marketing. agree.

How to Use B2B Content Marketing for Each Stage of the Sales Cycle

Hinge Marketing

By catering your content to each stage of the sales funnel, you can demonstrate a specific understanding of individual client needs. Let’s take a look at the sales funnel and break down how you can leverage your B2B content marketing for each stage. B2B content marketing is all about communicating and building trust. Top of the Funnel. have a relationship with your firm.

How B2B Sales Cycles Are Changing

Modern B2B Marketing

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them. First, let’s define “sales cycle.”

Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

B2B Lead Generation Blog

fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready to buy yet.”. It’s absolutely essential in the complex sale, where the time from first contact to closing is typically many months. Email Marketing: The importance of lead nurturing in the complex sale.

How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company

B2B Lead Generation Blog

Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. But, when Certif-A-Gift Company, a sales incentive company, reversed this presumption, they ended up increasing sales by 14% and moving prospects through the sales cycle 23% faster.

Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle

CMO Essentials

Sales training is commonly understood to be a must-have component in managing quota-carriers. Today, no sales leader is foolish enough to deny the value of basic training for their B2B sales team members. above 2013 sales training spend levels. Figure 1: Customize, Coach, Close: Best-in-Class Sales Guidance. Taking Training beyond the Basics.

5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase. Either way, the company’s aim is to educate the prospect to drive a sale. There is no exception for B2B.

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Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

However the technology alone will not bring these leads through to Sales Qualified Leads (SQL) and into pipeline. Many companies try to short cycle this by having the sales teams do this job. The reason for this is simple; sales people will take the shortest route to solving their need and will cherry pick the good leads and leave the others. Ready to get started?

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Top Content Marketing Challenges, Benchmarks, and KPIs

It's All About Revenue

by Amanda Batista | Tweet this As buyers navigate the research and sales processes independently, marketing organizations have realized the need for more sophisticated engagement strategies. Impact on sales cycle (36%). Sales is responsible for becoming a trusted advisor, creating a need for marketing support by providing valuable content. Web events (31%). eBooks (31%).

What a Buyer Wants: Personalized Advice, Business Value and ROI

The ROI Guy

Personalization means your sales reps and partners need to have superior discovery and assessment skills, to learn more about the buyer and their challenges, and leveraging these results to deliver personalized and provocative industry insights, customized benchmarks, and aligned solution recommendations. Overall, it was the second most influential reason why buyers chose the winning vendor.

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Tips From Demand Gen Report’s 2014 B2B Buyer Behavior Survey

It's All About Revenue

by Amanda Batista | Tweet this While the sales cycle is getting longer and buyers continued to wait to engage with sales, B2B buyers are more satisfied with the process than they were a year ago, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. Eloqua: The report notes that respondents are waiting a longer period to initiate engagement with vendors.

More Stakeholders and Business Involvement Driving Longer IT Decision Cycles and Discounting

The ROI Guy

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. More decision makers Many of you who have been involved in a sales cycle over the past few years realize there are more decision makers now involved in the average IT purchase decision. L.E.K. The L.E.K. According to Mark Arman of L.E.K.

Using Content Analytics to Shorten the Sales Cycle

Genwi

Using Content Analytics to Shorten the Sales Cycle. Today’s competitive sales environment requires sales to make a connection with prospects at a faster rate than before. The average sales cycle takes nearly 20% longer than 5 years ago. According to a Corporate Executive Board study, 60% of those decision makers in the sales cycle make a decision to buy through content and online resources. By the time prospects are engaged with sales it’s critical to provide content that is less-generic and more targeted.

Seven Ways to Use Social Media for Business

Webbiquity

Producing and sharing content with your market both attracts prospective buyers and educates them, potentially shortening sales cycles. Content marketing doesn’t always produce immediate or direct results, but it does increase brand recognition, credibility, online visibility and yes—sales—over time. Share content (your own and others’). Provide customer support.

The Fat Pipeline

Sales Intelligence View

Data Funnel Sales 2.0 Sales Intelligence Sales Management sale efficiency sales automation Sales Cycles Sales Data Sales Pipeline sales productivity Note: Today’s guest post is another in a series provide […].

What is the Most Valued Content for IT Decision Makers?

The ROI Guy

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. The Value Gap – Sales and marketing often falls way short in providing the key financial justification content buyers need to make timely and favorable purchase decisions. And what is the prize?