proposal 
markempa
JUNE 17, 2012
No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie.
The ROI Guy
DECEMBER 6, 2010
Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. The Death of a Salesman?
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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. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011. i Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.
Industrial Marketing Today
MARCH 23, 2012
That’s because the way your industrial customers interact with you during their buying cycle has changed significantly over the past few years. Source: 2011 GlobalSpec Economic Outlook Survey). Source: 2011 GlobalSpec Marketing Trends Survey). Pick their brains for what they know and are hearing from your customers.
The ROI Guy
JANUARY 25, 2011
Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. As a result, sales is being invited later into the decision making process, if at all.
The ROI Guy
NOVEMBER 4, 2010
Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.
The ROI Guy
JANUARY 17, 2011
Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. Alinean recognized by BtoB Magazine’s as one of To.
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