Trending Sources

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

Let’s Make a Deal: Best-in-Class Sales Training Can Shorten Your Sales Cycle

CMO Essentials

Sales training is commonly understood to be a must-have component in managing quota-carriers. Today, no sales leader is foolish enough to deny the value of basic training for their B2B sales team members. above 2013 sales training spend levels.

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.

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.

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.

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.

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!

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.

Brand 79

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?

7 Paradoxical Sales Principles

Jill Konrath's Fresh Sales Strategies Blog

Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success. To win more sales, stop selling. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.

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”,

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?


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.

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.

Video 58

Words Decision Makers Love to Hear

Jill Konrath's Fresh Sales Strategies Blog

Increased competitive differentiation. Increased sales per customer. Reduced cycle time. Faster sales cycles. Decision makers don''t care about your porduct''s speed, specifications, or efficiency. They don''t care about the wonderful methodology you use.

Words 30

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. You need to make it easy for channel partner sales reps to communicate with confidence the value of YOUR solutions to prospects with guided story telling tools.

Over-Creating (and Under-Utilizing) Content Is Bad for Business!

CMO Essentials

It’s vital to successful interactions with prospects, customers, and peers, but it’s also a struggle to consistently deliver content that’s valuable, useable, and even discoverable by sales reps. The first step is acknowledging the disconnect between sales and marketing.

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.

B2C 61

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.

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!

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.

SEO 110

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

Best Sales Forum - Fresh Sales Strategies LinkedIn Group

Jill Konrath's Fresh Sales Strategies Blog

I created the Fresh Sales Strategies group on LinkedIn so salespeople can get fresh perspectives about how to sell to today's crazy-busy prospects. Sales Book Forum: We're going to talk about the sales books that are having an impact.

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.

Media 71

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?

Your Unique Value: Solution Focused versus Challenge Centric?

The ROI Guy

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized.

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.

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.

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 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.