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”?

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

More LinkedIn leads can destroy your revenue performance: an interview with Ian Addison from


Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident challenger social selling expert, Ian Addison , on how more LinkedIn leads can be bad for your organization.

Segmenting your content marketing


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.

Do You Qualify?: The Leads Test You Must Pass


So let’s get into the nitty gritty and talk about the fine points of what differentiates a qualified lead from an unqualified lead. And how you can fill your sales pipeline with only qualified leads. Are in control of their own buying cycle and are completing self-education research.

5 Questions Every Business Website Must Answer


This is where you differentiate yourself from the pack. Can they buy directly from your site or is it a more complex, high-value purchase that requires a sales cycle? Twitter, YouTube videos, text messaging…there’s no question attention spans are short.

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]


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.

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.

Content Is The Key To Social Selling Success

Marketing Insider Group

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.

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.

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


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!

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


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.

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.

How long should your online business video production be?


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.

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Two reasons to invest in online business video production


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.

B2B Marketing ROI: measure what matters

TaylorMadeIn KEW

The sales cycle in B2B is most often a lengthy one, and there are many complex interactions that happen at all levels throughout an organisation before a sale is finally closed. We are marketers, not sales people. Demonstrating marketing value in B2B has never been easy.

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


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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Generating Leads is a Primary Role of the Savvy Modern Marketer


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!

3 Essential Ingredients For Your Engaging Sales Presentation


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.

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


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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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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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?

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.

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

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?

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.

Marketing Automation: Like Bringing a Gun to a Knife Fight


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.

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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How Ecova Expanded a Campaign and Pre-Qualified New Leads With Interactive Content


The questions asked in the assessment enabled Ecova to dramatically shorten their lead qualification timeline and prioritize hot leads for the sales process. So far, they’ve converted 33% of new leads into opportunities, with a much-shortened sales cycle. The assessment is featured on their Good Utility Data campaign landing page, and offers a differentiated call-to-action alongside the related campaign assets to capture a wider range of Ecova’s target audience.

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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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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The Pros and Cons of Competitive Marketing

Great B2B Marketing

You have an identified differentiation. In a 2013 blog post, I described a precipitous marketing event as anything that causes a swift change in the business or sales climate, therefore making the prospect more receptive to your offer.

B2C vs B2B Marketing: Is It All the Same?

BOP Design

While we do agree with this general statement, there are a lot more intricacies that differentiate B2B from B2C and impact strategic planning for marketing professionals. One of the first major points of differentiation for B2C and B2B companies is the end user.

Why and How to Improve Audience Segmentation for B2B Marketing


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.

B2B content marketing sans budget or bandwidth – hmm!

Exo B2B

It speaks to your customers, it moves them along the sales cycle and acts as a powerful SEO magnet. source: Delivering on Marketing’s Promise to Drive Sales, CEB Gartner. You’ve heard a lot about B2B content marketing.

Research Shows Firms with Employee Advocacy Programs Grow Faster

Hinge Marketing

High growth firms are also more likely than their slower growing counterparts to say a formal employee advocacy program helps to shorten sales cycles (27.1%). Firms know there’s an opportunity to turn their employees into brand ambassadors via their personal social networks.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on 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.

5 Reasons to Invest in Interactive Content

Modern B2B Marketing

the prize at the end of a game), interactive content creates an engagement cycle that lasts from beginning to end. Content marketing aims to reach buyers in the awareness stage, differentiate our brands in the consideration stage, and make our brands the clear winner in the selection stage.