Both Sides of the Table

DECEMBER 17, 2013

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. One of the questions I used to ask in any recruiting meeting for a senior hire or even a junior sales rep is as follows: “When you run sales campaigns do you prefer to . Sales & Marketing Advice Startup Advice

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Sales Cycle Sales IP Campaign 310

ConversionXL

JANUARY 9, 2019

Often, little more than a form fill tells you about the potential for a five-figure sale months down the road. Google Analytics insights frequently end with raw counts of goal completions, leaving a yawning gap between on-site behavior and sales for companies with long sales cycles. The data-related challenges of long sales cycles are well known: Between a form fill and a sale, there may be dozens of touchpoints spanning weeks or months.

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Sales Cycle Bootstrapping Web Conversion 105

Duct Tape Marketing

JULY 21, 2011

5 Stages of the New Sales Cycle This content from: Duct Tape Marketing Generating and converting leads is mostly what marketing is about. koocbor via Flickr In this pursuit, marketers have long realized there is a definite cycle that must occur in most businesses in order to get a prospect’s interest and then turn that interest into dollars. Many businesses have differing cycles depending upon the complexity or cost of the purchase being considered.

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Sales Cycle Sales Forecast Lead Generation 60

YFS Magazine

DECEMBER 3, 2015

What all businesses have in common is the need to continually boost sales in order to grab more market share and achieve brand recognition. Grow Marketing & Sales b2b sales direct selling retail sales sales sales tools selling tips

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Sales Cycle Sales B2B Marketing 78

YFS Magazine

JUNE 17, 2015

Writing a book can help you leapfrog the conventional sales cycle in several ways. Grow Marketing & Sales book publishing branding marketing personal branding self publishing

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Sales Cycle Sales Marketing 130

For Entrepreneurs

OCTOBER 16, 2017

In the talk, I cover: How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles. How to figure out why your sales funnel. Startup Help SaaS SaaS sales Sales & Marketing Machine Sales and MarketingIn my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates.

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Design San Francisco Sales Cycle Conversion 82

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. Sales cycle length increased. Our findings also suggested, marketing-qualified leads didn’t always convert to sales opportunities as expected.

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B2B Belgium IP Sales Cycle 90

YoungUpstarts

JULY 16, 2019

by Ryan Moore, Director of Client Management, Peak Sales Recruiting. Sales isn’t exempt from this recent growth, either. AI tools are currently transforming the world of B2B sales, and some of the unique ways AI can streamline your sales process might surprise you. At Peak Sales Recruiting , we have identified the top 5 ways AI is making the sales process easier, smarter, and more efficient for businesses. Shortening the sales cycle.

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Sales Sales Cycle North America Analytics 106

The Next Web

NOVEMBER 10, 2014

Your sales cycles or customer acquisition time is getting longer You may. Andrew Condurache is the founder of Closed Club, a startup that archives closed down startup products and key lessons learned A startup can be seen as a series of trials and errors – some things work others do not, but you keep pushing on. Sometimes you think you are on the right path and everything is going smoothly… then out of nowhere, an unexpected obstacle stares you right in the eye. What do you do?

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Sales Cycle Acquisition Web Sales 130

NZ Entrepreneur

NOVEMBER 26, 2020

All businesses now have one very good thing – six months of post-Covid sales data. Used right this can give you greater certainty to inform and plan your sales strategy for 2021. This will help you plan your sales strategy and resources. Three – Sales cycle.

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Sales Channel Sales Cycle Forecast 64

Startup Professionals Musings

JUNE 19, 2020

Technologies that cure world hunger may find that that hungry people don’t have money, and government agencies as customers are a very long sales cycle.

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Technology Marketing Sales Cycle Viral 254

The Startup Magazine

APRIL 11, 2021

Additionally, your supply chain, and business strategies are both sleek and economical, and yet, there is an issue: you persistently find yourself struggling to obtain sales and maintain the limited client connections you have. The post How can a powerful CRM boost sales in your business?

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Sales Sales Cycle Campaign Software 128

Duct Tape Marketing

SEPTEMBER 28, 2019

Customerly Marketing Automation – Automate communications with prospects to shorten your sales cycle. Weekend Favs September 28 written by John Jantsch read more at Duct Tape Marketing. My weekend blog post routine includes posting links to a handful of tools or great content I ran across during the week. I don’t go into depth about the finds, but encourage you to check them out if they sound interesting.

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Sales Cycle Sales Marketing Customer 49

ConversionXL

SEPTEMBER 20, 2018

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. Or would you prefer to go through a lengthy sales process to see if it’s a good fit? Two classic SaaS GtM strategies are at risk of being disrupted: the sales-led and marketing-led GtM strategies. The sales-led GtM strategy. What is a sales-led go-to-market strategy? Pros : Lower CAC than a sales-led GtM strategy.

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YoungUpstarts

AUGUST 19, 2019

CRM tools likewise give highlights to enable you to bring close sales. You can digitally track your communications with your prospect so you generally have key information on hand and see exactly where they are in the sales cycle. CRM apps help you increment your prospecting and sales efficiency; while websites help you reach mobile and online home buyers.

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Sales Cycle Mobile Analytics Social Media 168

YoungUpstarts

MAY 11, 2020

You can also leverage analytical data about your sales cycles in order to better understand how to maximize your revenue. If you’re looking for ways to help your business reach new heights, there are dozens of options to consider.

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eCommerce Sales Cycle Analytics Database 137

YoungUpstarts

JANUARY 3, 2019

A recent survey by CEB reported that 57 percent of the typical business-to-business sales cycle is complete before the buyer’s first contact with vendors. The challenge for marketing and sales professionals in business-to-business markets is breaking through the cacophony of noise and clutter to not only capture buyers’ attention, but powerfully communicate your unique value.

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B2B Sales Cycle IPO America 140

Where to Play

AUGUST 18, 2020

Their root lies in a small ice-cream manufacturing and sale unit which was established back in 1988. Time to revenue is low due to short transactional volume and the short sale cycle. This opportunity has a short sale cycle with quick payments.

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Pakistan Sales Cycle Agile B2B 62

YoungUpstarts

SEPTEMBER 2, 2015

One of the most important factors is timing of marketing and sales outreach. At OptifiNow we have created the following tips businesses can use to improve the timing of sales outreach to boost results: 1. Analyze current sales outreach timing. Is there a strategy behind emails and flyers going out or is a shotgun approached used each time more sales are needed? Organize sales collateral. Once sales collateral is categorized it needs to be assigned timing.

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Customer Sales Cycle Campaign Social Media 136

Rembrandt Communications

JULY 15, 2019

Instead of just sending out a last-minute press release, more time gives your PR team the opportunity to plan coordinated campaigns that cover the product introduction all the way through the year-end sales cycle and beyond. By involving your PR pros AND your teams in marketing, sales, finance, customer service, and more, you can bounce ideas off of each other and get a well-rounded picture of how your product will best serve the needs of your customers.

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NZ Entrepreneur

FEBRUARY 23, 2021

Here are three key things you can do at the beginning of each year to get your sales rolling. One – Analyse your sales data. The easiest way to get your 2021 sales rolling more quickly is spotting the opportunities that are within your reach. 2) Segment your sales data.

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Sales Sales Cycle Customer Revenue 64

View from Seed

MARCH 3, 2015

But even with that webinar’s success, we still had a lot of education to do in order to get people to understand what we did and even how we saw marketing in general, which we needed to do to generate demand and sales. NVV: Lots of marketers are under pressure to come in and generate demand right away, whether because sales is asking for leads or founders are demanding PR or user growth. But marketing should always be ahead of sales to alleviate pressure.

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Marketing Sales Cycle Stealth B2C 263

ConversionXL

NOVEMBER 1, 2016

We’ve got the top optimization names discussing topics from long sales cycle B2B optimization to large scale testing challenges (think 100 concurrent tests) to really nailing your user research. ConversionXL Live 2017 tickets are now available ! Dates: April 5 to 7. Location: San Antonio, TX. Same unique format: 3-days in a resort hotel that’s booked fully for the event! Everyone stays in the same place for the whole duration of the conference.

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San Antonio B2B Sales Cycle Analytics 89

Hippoland

AUGUST 16, 2018

Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send. 3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. In order to bootstrap your way to success, it largely means you need high margins and fast sales cycles.

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Differentiation Sales Cycle Bootstrapping Early Stage 52

YoungUpstarts

SEPTEMBER 1, 2015

by Eliot Burdett, co-founder and CEO of Peak Sales Recruiting. Building a sales team from scratch is one of the most difficult and important tasks of a CEO. Generating revenue through sales, especially as start-up capital diminishes, can make or break a company’s success. Having spent 25 years building sales teams I have the following 9 steps proven to build a successful sales team from scratch: 1. Define sales team structure.

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Sales Sales Cycle Cofounder B2B 167

Version One Ventures

JUNE 13, 2013

It’s the age-old debate among start-up circles: which is more important to the success of a start-up: the strength of the sales/distribution strategy or the quality of the product? To be successful, a stand-alone company needs a top-notch product and a clever distribution/sales strategy. It’s typically much easier to add sales expertise to a product-driven organization than it is to add product focus to a sales-driven start-up.

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Sales Product CTO Distribution 116

Hippoland

AUGUST 16, 2018

Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send. 3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. In order to bootstrap your way to success, it largely means you need high margins and fast sales cycles.

Differentiation 48

Differentiation Sales Cycle Bootstrapping Early Stage 48

YoungUpstarts

FEBRUARY 11, 2019

Your patrons have shared their data all last year through clicks, subscriptions, customer service requests, sales inquiries and more — and now expect your business to be able to turn those interactions and touch points into a more targeted, holistic experience. billion dollars and growing, leaders are investing in this software to improve customer interactions that lead to sales. by John Oechsle, President and CEO of Swiftpage.

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Colorado Retention Sales Cycle Cloud 115

YoungUpstarts

OCTOBER 24, 2017

Sales teams learn a lot during the courting relationship with a prospect, and Customer Success teams rely heavily on their Sales counterparts to extract information, consolidate it, and then share it at Handoff in a seamless fashion so that customers feel that they are known and understood. Discovery typically happens during the sales process and again once a customer is handed over to Customer Success. by Tim Conder, VP of Customer Success at Bolstra.

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Customer Sales Vertical Sales Cycle 106

YoungUpstarts

DECEMBER 7, 2019

It often has to do with the sales funnel that occurs after a prospect clicks on your ad. Friction is best described as any variable, trend, or element that slows down the progression of your sales cycle.

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Conversion Advertising Sales Cycle Campaign 137

Mucker Lab

MAY 20, 2013

2005 – “Sales cycle is too long for software companies selling to government and educational sector”. 1994 – “Consumers are fickle and unpredictable. Consumer products and services are hit driven, it’s really hard to build a scalable consumer company”. Internet). 1996 – “It’s impossible to get to build a billion dollar company selling widgets at $15 and taking $1 commission one at a time”. eBay).

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Widget Sales Cycle Software Social Network 69

Version One Ventures

FEBRUARY 15, 2017

And selling to institutions requires a long sales cycle. Top Hat adopted a bottoms-up approach to distribution, as covered in the Globe and Mail article: Sales took off after Top Hat ignored advice and flipped its sales strategy. So Top Hat decided to flip their sales strategy and market/sell directly to university students and teachers. Our portfolio company Top Hat just closed a $22.5M (USD) Series C round.

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Vertical Distribution Sales Cycle Early Stage 107

ConversionXL

APRIL 10, 2019

ABM campaigns dedicate resources and time toward only a few prospects, and enterprise-level leads often have long sales cycles. LinkedIn also allows for scheduled content promotion to keep your brand top-of-mind during the long sales cycle. If this seems overwhelming, you may want to invest in the LinkedIn Sales Navigator to make engaging these prospects easier to manage. PPC campaigns continue to become increasingly well-targeted.

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PPC Campaign Audience Matching 105

The Startup Magazine

JANUARY 23, 2020

There are so many moving parts, from accounting to sales software to inventory management, that it can take up a huge amount of time and put a strain on a company’s resources. Sales Engagement Software. The post Does Your Small Business Need a Sales Engagement Platform?

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Sales Small Business Sales Cycle Software 105

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. If we sell a product that used to have a 6-month sales cycle, we could reasonably do a weighted forecast, six months out.

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Sales Cycle Charlotte Forecast Aggregator 58

Version One Ventures

SEPTEMBER 24, 2013

Shorten sales cycle. Conventional wisdom says that web-based companies must be scalable on all levels. Start-ups should avoid any kind of manual intervention or heavy lifting to acquire, onboard or retain users… after all, users automatically flock to, sign-up to and stay with great products. However, as we’ve seen time and time again, conventional wisdom doesn’t always know best.

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Cost Sales Cycle Metrics New York 119

The Startup Magazine

DECEMBER 17, 2020

Understand The Sales Cycle. Depending on what type of products or services your company offers, you may see a lot of repeat customers, customers who are growing with your products, or customers who primarily deal in single sales. How helpful are customer satisfaction surveys?

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Customer Sales Cycle eCommerce Business Model 110

Duct Tape Marketing

OCTOBER 22, 2019

Today on the podcast, Maher and I discuss the importance of creating a referral-based business, why it’s far more effective than focusing on the traditional sales cycle, and what you can do to start winning referrals for your business, no matter what field you’re in. What you’ll learn if you give a listen: Why the referral cycle is preferable to the traditional sales cycle.

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Sales Cycle Demand Sales Marketing 32

NZ Entrepreneur

SEPTEMBER 15, 2020

Key Variables to Consider: Sales units. Founders are typically ambitious when projecting sales volumes. Some common drivers of sales underperformance include product-market fit challenges, slow/low sales channels, and poor execution. Timing of sales.

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Sales Sales Cycle Revenue Salary 60

Startup Professionals Musings

SEPTEMBER 20, 2014

Creators of technologies that cure world hunger may find that hungry people don’t have money, but government agencies as customers are a very long sales cycle. Technical entrepreneurs love their technology, and often are driven to launch a startup on the assumption that everyone will buy any solution which highlights this technology. Instead, they need to validate a customer problem and real market need first.

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Technology Startup Sales Cycle Viral 253

Mucker Lab

MAY 21, 2013

2005 – “Sales cycle is too long for software companies selling to government and educational sector”. 1994 – “Consumers are fickle and unpredictable. Consumer products and services are hit driven, it’s really hard to build a scalable consumer company”. Internet). 1996 – “It’s impossible to get to build a billion dollar company selling widgets at $15 and taking $1 commission one at a time”. eBay).

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Widget Sales Cycle Software Social Network 60

Both Sides of the Table

OCTOBER 4, 2009

Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1. The real test of sales and the topic of my post is “why buy now.” It’s what kills most sales cycles including raising venture capital. Great sales leaders know that you can only sell effectively when your sales cycle matches the customers buying cycle.

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Sales Startup Sales Cycle Washington 269

ConversionXL

APRIL 7, 2021

Here’s the irony though— even though potential customers may be in the market for a solution like yours, you still need to deploy the traditional sales/marketing strategies to convince them to make a purchase. In those days we just called it sales.

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IP Marketing B2B Campaign 84