Are traditional sales cycles a thing of the past?

By Greg Deming
Focus area Process
Functional area SALES & MARKETING;
Position statement Customers buying lifecycle will replace traditional sales model.
The same business to business sales cycle triggers have been used for decades.   Sales cycle point in time analysis is  merely abbreviations for a series of sequential sales activities that a sales person uses to define where they are in their sales process.

What’s more important is the definition of where the prospect is in their BUYING PROCESS.  Consumers and companies go through a series of related steps from needs discovery through contracting.  Consumers usually hold this process at a subconscious level while companies dedicate substantial resources to ensure due diligence to their buying process.

A standard B2B sales cycle is usually some variation of the following;
  • Suspect
  • Prospect
  • First Presentation
  • Needs Analysis
    • ... More
Summary The benefits to understanding customer buying processes are many, but there are two main advantages. First, your sales people will do a better job probing where prospects are in their process. Secondly your sales people will have improved credibility with buyers because they will be viewed as hard helpers instead of hard closers!
Ball Point Pen
  • Marketing Alignment Survey Results are automatically displayed.
  • Assessment to measure sales and marketing alignment Sales and marketing organizations have different goals, which can make it difficult to make sure they are in alignment. This situation assessment can measure the alignment of sales and marketing and help you determine how you can improve the success of your marketing and sales programs.
  • Client facing content assessment B2B content marketing provides your prospects with valuable information and positions your company as a thought leader in the industry. Content marketing differentiates your solution without directly selling features and functions. How does your client facing content stack up?
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