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. So with a more empowered buyer and simpler solutions, why are your sales cycles still lengthening?

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”?

Trending Sources

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 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

Segmenting your content marketing

Biznology

B2B marketers need this, but so do B2C marketers that sell high consideration items with long sales cycles. My webinar yesterday was about how to make your content different from your competitors.

5 Common Stages of B2B Lead Nurturing

Modern Marketing

This is an excellent period to start showing off your credentials, provide list of industry reports and accolades you’ve received, cost comparisons, relevant facts and figures that differentiate you from your competitors. It’s important that when sales passes back a lead they provide a reason.

Digital Display Advertising in the Data Analytics Age (with Jennifer Davis, VP Marketing and Product Strategy at Planar Systems)

Crimson Marketing

Tracking data, identifying buyers and following leads throughout the entire sales cycle has become a conventional practice, even in areas like digital display signage. Highlights include: Pinball wizards: Jennifer explains how Planar tracks leads through its sales cycle. “It’s

Attribution Modeling: Is Multi-Touch For You? [Flowchart]

bizible

The first differentiator that guides the attribution model decision is B2B versus B2C. First, B2B deals often involve several people that act together as an “account” which means more overall touchpoints and, second, B2B sales cycles often take weeks or months from discovery to closed deal.

Content Is The Key To Social Selling Success

B2B Marketing Insider

The best social selling teams and representatives are journalists and curators; delivering the right content to the right customer on the right channel at the right time of the sales cycle. Many are self-educating early in the sales cycle.

When are Sales Won or Lost?

Your Sales Management Guru

When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future.

Get Scrappy: 7 Tips for Smarter Digital Marketing

Modern B2B Marketing

How do the scrappy strategies apply to B2B marketers with longer sales cycle? . But the longer the sales cycle, the more you have to do with less to continue to keep your buyers engaged over time. Once again, differentiate with strategy.

Email Marketing vs. MA Solutions: Which is Right for Your Business?

Act-On

Multi-channel engagement is a core differentiator for marketing automation. Sales and Marketing Harmony. Customer relationship management (CRM) is largely a tool for sales. This helps bridge the divide between marketing and sales. related to marketing and sales engagement.

The Economic Value of Your Company Brand

Great B2B Marketing

It can be a sales and profit accelerator by helping you sell more products and services at a greater profit margin. It differentiates you from all other competitors. Your biggest objective is to make sure you have a differentiated brand and not a commodity brand.

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Introducing Vidyard for SalesLoft: Skyrocket Sales Team Impact with Personalized Video Emails

Vidyard

Today we’re excited to announce that, in partnership with SalesLoft, the platform for modern day sales engagement, we’re launching a new integration that will help sales teams supercharge sales emails with personalized, custom videos boosting response rates by 8x!

B2B Content Marketing That Drives Results

Great B2B Marketing

Whether your goals are to increase market awareness, drive website traffic, build lead generation, or improve sales funnel conversion, understanding how to create copy that delivers results is fundamental to achieving success. Targets various stages of the buying cycle.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. If you would like an additional set of “ Magic Questions for Sales Managers”, Ken@AcumenMgmt.com.

Four online marketing metrics to obsess about

grow - Practical Marketing Solutions

” This is the digital crossroad, a genuine point of business differentiation today. The sales cycle for my B2B business is very long. This is the digital crossroad, a genuine point of business differentiation today. The sales cycle for my B2B business is very long.

How long should your online business video production be?

Biznology

We watch online videos to get informed and make decisions across every stage of the purchase cycle… and this trend will only increase over the next few years. Some sales cycles are very long, and some, like e-commerce, are very short.

5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star

Sales Engine

As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Enablement

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Generating Leads is a Primary Role of the Savvy Modern Marketer

Marketri

Marketing and sales had very different roles but needed to work together to drive revenue. After Social Media: Social media has had a profound effect on the role of marketing in that marketing and sales are no longer distinct. Warm sales leads, among other things!

2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

B2B vs. B2C: How Content Marketing Changes by Target Audience

Hubspot

An auto repair shop’s messaging will likely appeal to both value and trust, while a cloud storage provider might market based on price as a way to differentiate itself in a crowded market. Maybe something like 'long sales cycle'/'short sales cycle' is more meaningful.

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Two reasons to invest in online business video production

Biznology

So if the decision-makers that your marketing is trying to attract and your sales teams are trying to reach and build trust with during the sales cycle are NOT busy, then they will have time to read all of your PDFs, white papers, and website.

The state of the nation on SEO, content strategy and earned media

grow - Practical Marketing Solutions

They don’t ever mention the word customer, nothing about customer insight, nothing about the customer journey buying cycle and so forth. You could really tune in and focus on individuals who were high probability customers or sales leads.

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B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

B2B Lead Generation Blog

MarketingProfs: Turning Customers Into Your Sales and Marketing Department FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

How to Break Free of the Pack? Differentiate for Success

The ROI Guy

Sales cycles are extended, more stakeholders are involved in each decision, and more competitors seem to be invited into every deal. So are the leading characteristics for sales and marketing in 2010. So how can you best differentiate your offerings and break free from the pack? As a sales enablement professional, what tools are you giving to sales people to help them align offerings to deliver results?

The number one business opportunity in marketing today

grow - Practical Marketing Solutions

I believe that just a basic knowledge of measurement tools can go a LONG WAY in helping to propel and differentiate your business … and so does Tom Webster, the co-host on the Marketing Companion podcast. – Content marketing at the end of the sales cycle.

3 Essential Ingredients For Your Engaging Sales Presentation

Kaon

Original article published on Sales Initiative. Those opening seconds are critical in holding the attention of your customers; therefore, your sales presentation needs to be compelling and relevant to each unique audience.

Hey, Salespeople — Welcome to Meme Selling 101!

Modern B2B Marketing

You thought the sale was in the bag, but it’s becoming more and more clear that perhaps that wasn’t the case after all. Benefits of incorporating humor into your sales cycle. This is very much the case in humorous sales email communication. Sales b2b

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. Typically the sales organization is concerned about the now – what is missing from your company’s offering versus the competition. These will be the most experienced, top sales people.

10 Marketing Trends That Should Influence Your Content Strategy

KoMarketing Associates

Content Curation can be Beneficial during the Sales Process . However, according to inboundli data , content curation can provide a solution to these challenges, while also assisting the sales process. Mainstream Sales Tactics are Becoming Stale.

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PPC V Influencer Marketing; Clicks V Sales

Onalytica B2B

Influencer marketing drives sales. It’s all about looking at the sales cycle as a psychological process; the power of influence and persuasion to get potential clients over the line. A click does not = sales.

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Pick Up Your Momentum! 5 Ways to Fix a Dwindling Sales Call

Modern B2B Marketing

Author: Nikita Ovtchinikov As salespeople, we know that the discovery call (the initial call between a sales rep and a prospect) can make or break a sales cycle. 5 Ways to Fix a Dwindling Sales Call appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.

10 Deal-Closing Sales Moves You Can’t Make Over the Phone or Email

Vidyard

For me as a sales professional, it’s worth millions. For salespeople of all stripes who want to close more deals , this is how personalized sales videos can help. 10 deal-closing sales moves that you can’t make over the phone or email: 1.

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Craft a Killer Sales Playbook

VisionEdge

The Sales Playbook, Defined. A sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The playbook helps you implement a common sales methodology that leverages the processes used by high performers. Accelerate sales effectiveness and accuracy.

Marketing Automation: Like Bringing a Gun to a Knife Fight

Webbiquity

How can you efficiently nurture those long-term prospects, learning more about their interests in the process, until they are really ready to engage with sales? Most sales people still don’t.

5 Books to Recharge Your Strategy in 2015 and Beyond

Modern Marketing

With complex sales cycles often extending into years, maintaining long-term relevance requires both strategic planning and dynamic adaptability. Albee outlines clear-cut strategies for developing customer-oriented communications, identifying the distinct value that differentiates your company, and making the shift from singular communications to a continuum approach that aligns outcomes to business objectives.

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Why and How to Improve Audience Segmentation for B2B Marketing

Salesfusion

10 ways to segment your audience to meet the growing demand for personalization. The times they are a-changin’. Bob Dylan may have first shared that anthem with the world in 1963, but the message couldn’t hold more true today in the world of B2B marketing.

5 Steps to Build an Impressive B2B Account-Based Marketing Framework

bizible

To start, ABM will never work without strong Sales and Marketing alignment. In a recent webinar with Leadspace, Jon Miller, the co-founder of Marketo and Engagio, stated that Marketing talks about people while Sales talks about accounts. When and how will the Sales team follow up?

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.

3 Reasons to Adopt a Scalable Marketing Automation Platform

Modern B2B Marketing

The words “personal” and “automate” rarely go hand-in-hand, but with an engagement platform, we’re able to stay relevant, positioning us to strike at the right time, such as when they become sales-qualified. Author: Cassidy Milder Every growing organization has important thresholds to cross.