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). This is not necessarily bad news for sales.

Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle.

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Does Your Sales Team Know About the Hidden Sales Cycle?

Modern Marketing

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. They call this the ‘hidden sales cycle’. So, does your sales team get this?

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. Photo credit: Wikipedia.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers.

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

How can you use marketing content to generate a decent volume of sales-ready leads at a low(er) cost? and the author of eMarketing Strategies for the Complex Sale , calls this Contagious Content. And in a complex industrial buy cycle, things can get well…complicated.

Manufacturers, It’s Time to Take Back Control in the Buying Cycle

Marketo

The Sales and Marketing Blind Spot. However, when it comes to sales and marketing, very little has changed despite significant changes in buyer behaviors—the result of which has decreased the volume of leads that sales receives.

What is business video content marketing and how to get started

Biznology

Video content marketing means creating engaging video content that is thoughtful, planned and integrated into the different parts of your marketing process and sales process.

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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

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

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

How HP Uses 6sense to Find Customers in Active Buying Cycles

6sense

As the Vice President and Global Head of Marketing Analytics for HP, Kevin Bolden is always looking for that extra edge that data-driven insights can offer his marketing and sales teams. With the rise of predictive intelligence and the ability to make sense of large amounts of customer data, HP wanted to take their marketing analytics to the next level and begin targeting customers in active buying cycles. The Power of Data-Driven Sales and Marketing.

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.

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Lead nurturing via email series and content marketing

B2B Lead Generation

However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel. From there the team mapped content to the early, mid and late stages of the buying cycle.

Quit Obsessing About the Customer Journey

The Point

And the more that your message and content reflect a prospect’s stage in the selling cycle, the better. If Joe Prospect downloads a case study, is Joe further along in the sales cycle?

Expert Q&A: Transform Marketing With A Revenue-Relevant Customer Experience Strategy

Modern Marketing

This expands the sales cycle to a much longer and precarious customer lifecycle: the prospect becomes a buyer; who becomes a customer; and then becomes a potential prospect again for renewal or at least advocacy. What are some of the implications of this shift on the marketing and sales processes? Marketing Efficiency advocacy B2B customer experience buy cycle Content Marketing marketing and sales process sales cycle Social Media storytelling thought leadership

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

Industrial Marketing Today

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals.

The State of Demand Generation

The Effective Marketer

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). Sales Programs.

Lead Nurturing – How to Develop a Solid Process for B2B Lead Management

Webbiquity

Lead nurturing can help you improve your lead conversions over time. ” “ Lead nurturing will generate an increase in sale opportunities up to 20%. ” “ Lead nurturing can help you build a trusted relationship with your economic buyer.” Involving sales at this time is a good idea.

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. Studies show that 50% of leads are qualified but aren't immediately ready to buy something from you [Source: Gleanster Research]. 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]. Understanding the Buying Cycle.

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

The ROI Guy

Two successive downturns over the past decade have resulted in buyers more skeptical of sales pitches than ever, and a condition called Frugalnomics – where buyers demand quantifiable proof of bottom-line impact for each purchase decision.

Social Media is better for the Consideration Phase

Buzz Marketing for Technology

So try to map your tactics more to the buying cycle when you deploy them. Tags: social media Buying Cycle

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

Modern Marketing

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.

Buyer Experience Innovation: Why B2B CEO’s Must Make It Their Top Priority

Tony Zambito

  For many B2B CEO’s, they are witnessing the conventional strategies associated with sales and marketing being dismissed and tossed aside by buyers at an alarming rate.  We are undoubtedly in a transitional period in B2B strategies related to sales, marketing, and services. 

The Importance of Buyer Personas to Lead-to-Revenue Management

Tony Zambito

A tough assignment for B2B marketers today is getting a handle on how buyers progress through the buying and selling cycles.    Understanding what buyers are doing in the lead generation to sales cycle gap is proving to be a competitive difference maker.

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

Seismic

Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience. Customize the sales process. Accelerate the sales cycle.

Macro Trends Transforming the Buyer Experience

Tony Zambito

  Lauren further adds that a confluence of trends is changing the way buyers experience buying decisions and purchases.      Putting pressure on B2B leaders to adopt a buyer experience design orientation of their marketing, sales, and support capabilities. 

3 Tips to Stop Leads from Falling Through the Cracks

Marketo

The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding. Send pertinent messages related to where your prospect is in the buying cycle offering them information to help move them from one stage to the next.

5 Essential Books to Understand B2B Sales 2.0

Marketo

by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table. Sales 2.0.

5 Steps the Internet Buyer Goes Through

Sales Intelligence View

Every salesperson who’s been in the business more than a few months understands the sales cycle, but what of the buying cycle? A quality marriage between the sales cycle and the buying cycle is the difference between closing some of the time and closing most of the time.

What is Revenue Performance Management? A Whiteboard Session

Marketo

Which in this case, would be Sales). Buyers want to connect with sales much later in the buying cycle than ever before. A lot of companies are focused only on the sales cycle.

10 Ways to Empower Channel Partners and Drive Sales Growth

LEADership

And ultimately, boost sales through their channel to drive revenue growth for their own organization as well as yours. 10 Essential Steps to Boost Sales Through Channel Partners. Your direct sales representatives should be trained to focus on larger accounts and longer-term engagements.

Best B2B Marketing and Sales Strategy Guides and Insights of 2011

Webbiquity SMM

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. This evolution has changed life for sales reps as well. Addressing Changes in the B2B Buying Cycle.

Is it Time to Change the Universal Definition of a Lead?

LEADership

So do we need to revisit the universal definition of a lead in the world of sales and marketing? until and unless the component of predictive analytics is built in, allowing your company to understand buyer behaviour and address stages of the buying cycle with this ‘intelligence’.

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6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage

LEADership

B2B Marketing Tip #1: Publish relevant content and make sure it is found by your prospective buyer in a variety of access and touch points throughout the buying cycle. . Averse to a Sales Pitch and Avoids the Salesperson.

Do You Qualify?: The Leads Test You Must Pass

IKO-Systems

And how you can fill your sales pipeline with only qualified leads. Once you have clearly established who you’re targeting, you should expect these qualified leads to have certain characteristics: Have completed, or are in process of completing, your nurturing campaign cycle.

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CMOs Need to Up Their CRM Database Game

B2B Marketing Traction

The days of marketing handing off leads to sales and retreating to their creative, lead gen marketing silo are over. Buying cycle, you say? Yes, the buying cycle.

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