Does Your Sales Team Know About the Hidden Sales Cycle?

Oracle

by Sylvia Jensen | Tweet this We’ve all heard the statistic that 67% of the sales cycle is complete BEFORE the buyer ever speaks to a sales person. In the ‘old days’ the sales person really controlled the message received by target buyers and educated them at every step of the buying journey. They call this the ‘hidden sales cycle’. So, does your sales team get this? Does Your Sales Team Know About the Hidden Sales Cycle?

B2B Sales Cycles are Getting Longer, Study Says

Sword and the Script

68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. Marketing has to adjust to the fact that buying habits and patterns are changing.

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Demystifying the Sales Cycle

PureB2B

Companies don’t buy your product/ services — people do. So, sharing content that helps people remind them of the benefits you have to offer will help you land sales as efficiently as possible. Find ways to refine a complex sales process, reach potential sales and convert leads to business! The post Demystifying the Sales Cycle appeared first on PureB2B. Blog Buyer's Journey Complex Sales Cycle Content-Marketing Lead-Generation

4 Lead Nurturing Campaigns to Run After the Sales Cycle

Oracle

Here are a few different types you might find after the sales cycle has come to a conclusion. The “Too Small to Buy” Nurture. 4 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 cycles

Three Simple Ways To Increase ROI From Your Current Sales Process Immediately!

Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC

The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. How in the world are you supposed to survive as a seller? How can any company truly thrive? It seems impossible. but is it? Join Donald Kelly, The Sales Evangelist, Founder and CEO of The Sales Evangelist Sales Training Firm, as he shares how B2B sellers can shorten their sales cycle, generate more revenue, and get more ROI from their current sales process.

Have You Adapted to the Modern Sales Cycle?

Seismic

It’s no secret that the sales cycle has changed a lot over the past few decades. Some may even say that sales reps that are new to the game have a bit of an advantage when it comes to learning and onboarding; they are typically tech-savvy, have fresh and mold-able minds that aren’t bogged down by old methodology, and can adapt quickly to new sales models and techniques. How B2B buying has changed. Sales used to own the sales cycle.

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 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. Once your buyers are segmented, you can then assign various sales cycles. Photo credit: Wikipedia.

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. The problem boils down to the fact that companies still want to sell their way instead of letting the customers buy their way. That creates a real disconnect because the way people buy is changing. 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.

9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle

Seismic

Today’s sales and marketing teams are operating in the age of the customer. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the sales cycle. Below are tips for connecting, accelerating and converting leads in the modern sales cycle. Align sales and marketing teams. Embrace data and maintain a consistent sales process.

Your B2B Sales Cycle And Ways To Accelerate It

Belkins

Another study revealed that the length of an average B2B sales cycle has increased by 22% in the last 5 years. It certainly makes sense, especially with the increasing number of decision makers involved in the process, and your average B2B buyer becoming more independent in their research and buying decisions. Well, let’s take a look at the ways to shorten your B2B sales cycle without disturbing your prospects’ peace.

Why the Traditional Sales Cycle is Broken

LeadCrunch

When it comes to traditional sales, it seems the standard method is to push as many prospects through the funnel as quickly as possible until they make a purchase, fill out a form, subscribe to a newsletter, or whatever “call to action” goal may be. Once they’ve made their way through the cycle, there’s typically little to no interaction until it’s time to run them back through the sales funnel all over again. In the traditional sales cycle, people aren’t engaged.

How to Scale Up Personalization to Streamline B2B Sales Cycle

Valasys

Scaling up personalization, to streamline sales helps customers sail quickly through the sales cycle, resulting in optimized the sales conversions. Using personalization, to streamline sales cycle isn’t something new in a data-driven marketing world. Marketers use personalization to streamline the B2B sales cycle & to scale up the Return on their Marketing Investment (ROMI).

3 Interactive Lead Qualification Tools for a Faster Sales Cycle

SnapApp

In the face of increasing goals and changing preferences of B2B buyers, sales and marketing teams alike are being forced to evolve in order to meet the needs of their prospects today. And on top of those changes, they’re being asked to hit lofty revenue-based KPIs, so it’s not shocking that ways to drive faster sales cycles are a hot topic today. Better Qualification, Shorter Sales Cycles.

The Impact of Peer Engagement on The Customer Buying Journey

Measure Up Marketing

Most business leaders and Marketing and Sales professionals today understand the impact that peer reviews and stories make on the customer bying journey, including the B2B purchase journey. This trend has certainly added more twists and turns to the buying process.

Buy 193

The Impact of Demand Generation on Sales Cycles

SmarkLabs

Think of it as any activity that brings attention to your B2B company to bring people into your sales funnel. It’s about keeping in mind where people are in their buying journey when tailoring your marketing materials to them. . Demand generation is truly your sales and marketing teams working in tandem. After all, the sales cycle of a B2B customer is quite different than a B2C customer. How demand generation fits into the sales cycle .

3 Ways Interactive Content Drives Shorter B2B Sales Cycles

SnapApp

Businesses today know that the longer it takes to close the sale, the greater the chance is of losing prospects to the competition. In addition, a longer sales cycle requires more time and resources. When digital content first started playing a serious role in modern marketing, the traditional formula marketers relied on was simple: Write quality content without getting too sales heavy, and you’ll drive engagement down the sales funnel.

New Data To Help You Break Buyer Silence in the Sales Cycle

Outreach

Time is a sales leader’s most valuable commodity — especially now as massive global change disrupts well-established business norms. You’re likely experiencing challenges with building pipeline, onboarding reps, measuring performance, and coaching and motivating a newly remote sales team.

Online Body Language – Increase Revenue and Shorten Sales Cycles

Prospectr

Many early-stage sales engagements happen almost exclusively online today sales and marketing executives who understand and plan for this will increase revenue. Buyers do not need a sales rep until they are further along in the discovery phase. Understand Buyers Stage: The best sales professionals focus on understanding where ea. buyer is in the buying process.

How Social Media Changed the Sales Cycle into the Buying Cycle

Webbiquity

Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is). Then sales people would contact the prospects and use a “consultative&# sales process. The sales process benefited from electronic communications, but remained largely the same. This is not necessarily bad news for sales.

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

B2B Lead Generation

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 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

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. For a typical $500M software company, the average cost per each month of extended sales cycles is $41.66M ($500M /12).

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. In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles.

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

Sales cycles are taking longer than ever, lengthening by 24% over the past two years, this according to research by SiriusDecisions. Just two years ago, the average sales cycle was 6.4 Why the longer sales cycle? There are also many more decision makers involved in each purchase, driving a more complex review / approval process and longer sales cycles to gain consensus. So, what is the tangible impact of accelerating your sales cycle?

The Power of Earned Media on the B2B Sales Cycle Part 1: Increasing Leads

Champion Communications

The B2B technology sales cycle seems to get more complicated by the day. Financial uncertainty, data security concerns, and the complexity of solutions on the market mean that B2B brands are diversifying their buying groups by adding more and more stakeholders. Ultimately this means the days of only having to one over one senior decision maker is over

4 Ways Video Helps Maintain Control and Accelerate the Sales Cycle

Vidyard

We’ve been talking a lot about using video during the inbound/outbound sales process. But it’s time to dive a little deeper into how you can strategically use video to tighten up your sales cycle and maintain control of the buying process – at the same time, providing a seamless experience for your customers and prospects. It’s not uncommon that a sales rep thinks they’ve got it in the bag and then suddenly, the entire deal falls apart.

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Using Content to Move Prospects Forward in the Sales Cycle by Achinta Mitra on May 5, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Sales Strategies We often think of online content as the text on a web or blog page. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

How to Shorten Your Sales Cycle with Social Media

Zoominfo

The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. Fortunately, there are several modern ways for B2B organizations to shorten their sales cycle. 5 Tips to Shorten the Sales Cycle with Social Media.

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. As a result, sales cycles that were once 10 months have now extended out past a year, making it more difficult to hit revenue and growth targets.

How do you sell when your buyers can’t buy? Mounting dysfunction in the B2B buying process

Biznology

Everyone is aware that B2B buying is complex. It involves multiple parties over long decision-making cycles. In a large enterprise, this can take months, if not years, and involve dozens of individuals in the buying circle. But new research from CEB , now Gartner , suggests that things are even worse these days: it’s buying gridlock. I interviewed Brent Adamson , Sales Principal Executive Advisor on Sales, Marketing, & Communications, and got the skinny.

Buy 114

How B2B Sales Cycles Are Changing

Marketo

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.” As you might expect, shorter sales cycles generally lead to greater profits, since more deals are being closed faster.

Here’s why you need Technographics to shorten your B2B Sales Cycle

DemandMatrix

B 2B Marketing and Sales teams today abide by data-driven strategies. As a result of big data becoming more relevant in today's highly competitive environment, intent data and different types of customer behavioral insights have become a valuable tool that helps marketing and sales identify surge in demand or specific buying triggers within their target accounts. That’s not news.

Shorten Your Sales Cycle To Accelerate Lead Nurturing For More Deals

Ladder.io

There are some very real challenges with a long sales cycle. Reps looking to score the kind of commissions that come along with high-price, high-stakes selling know all too well how hard it is to navigate the complex sale. But the hardest part about handling a long sales cycle isn’t the zen-like patience it requires, it’s the uncertainty. The answer is simple: Build trust in the sales cycle through automated lead nurturing.

Where You Should Be Using Video in Your Sales Cycle for Highest Impact

Vidyard

Today’s sellers are facing longer, more complex sales cycles than ever before and buyers that are harder than ever to reach. Not to mention that the idea of buyers and sellers undertaking a single, harmonized journey is a distant memory: buyers frequently come armed with their own research and preconceptions, and it’s up to salespeople to keep up as they jump around to different points in the sales cycle. Life is tough for modern salespeople.

New research: Empathy and solving buying problems

B2B Lead Generation

Most of us are solving sales and marketing problems. But instead, we need focus on solving customer buying problems with empathy. Because buying is harder today than ever been. According to Brent Adamson, Principal Executive Advisor, Gartner, “empathy” is the one word that matters most to sales [and marketing] success. This is part two of my interview with Brent Adamson ( @brentadamson ), co-author of The Challenger Sale and The Challenger Customer.

How Account-Based Marketing Shortens Sales Cycles by 40%

Terminus

She also explains how implementing Terminus has made their digital efforts more efficient, decreasing the sales cycle for digitally sourced deals from 95 days to 57 days. When Jenny started at SOASTA about a year ago, the first thing she did was meet with her VP of Sales and VP of Inside Sales to discuss their target account strategy and introduce the idea of account-based marketing. Terminus Account-Based Marketing Superheroes know how to win big with #ABM.

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead Generation by Achinta Mitra on May 11, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Sales Strategies I recently read a news release put out by Infogroup on their SalesPulse Survey of B2B sales professionals conducted jointly with OneSource , an Infogroup company.

How I Use Video to Build Trust and Accelerate My Sales Cycle

Vidyard

As a salesperson, no matter how long your sales cycle, one of the most important things that you need to build with your buyer is trust. If someone doesn’t trust that you have their best intentions in mind, that you can help them solve their challenges, and that you are an expert in your field, they will not buy from you. On LinkedIn today, you tend to see a lot of articles being written about spammy sales tactics, cold calling ineffectiveness, outbound sales fails etc.