ConversionXL
NOVEMBER 23, 2022
It has high close rates and shorter sales cycles, and some of the usual metrics are lagging indicators (demos attended, proposals sent, and average deal size). If you target demand capture, you need to use intent channels that include paint point SEO, PPC, review websites, affiliates and aggregators, or intent data.
ConversionXL
NOVEMBER 3, 2016
Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. There are a few things that make optimizing for B2B a different beast: The sales cycle is usually longer.
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Version One Ventures
SEPTEMBER 11, 2013
Just adding a website to now offer books for sale will not suddenly make an offline bookstore a serious competitor to Amazon. It’s hard for slow adopters to change their culture, so you’ll need to be prepared for long sales cycles and indecision with these customers.
Duct Tape Marketing
SEPTEMBER 5, 2014
If you’ve been in business for about 10 years or more, think back – what was your sales cycle before the search engine ruled the world? I am willing to guess that if you said your sales cycle used to be 6 months, and you really look at the time from engagement to close today, it probably is 6 to 8 weeks now.
YoungUpstarts
FEBRUARY 9, 2016
Another pro-tip – Keep everything short – small up-front capital requirement, short sales cycles, short payment terms and recurring revenue cycles. Remember that it is better to be a successful business than to be a popular sink-ship. Barters and Associations.
Duct Tape Marketing
OCTOBER 8, 2012
Today when I talk to clients and audiences about the need for content I am referring to the act of simultaneously producing, sharing and networking as a form of an active cycle of content that has entered every aspect of what we do as marketers. Sharing filtered, curated and aggregated written, spoken and recorded words and pictures.
ConversionXL
OCTOBER 13, 2015
So by segmenting your data, you can learn things you couldn’t from the aggregate data. Customers that converted in the last year that had a sales cycle of less than x weeks. These insights can fuel better tests, because you can hone in on trends from specific groups over time. Acquisition Efficiency. Expansion Potential.
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