Sales Cycle

  • 5 Killer Questions to Woo Prospective Customers

    …, is to earn the right to ask questions. I’ve developed a five-step questioning model for asking the right questions at the right time and for pulling the buyer through their purchase. S.C.O.R.E© Conversion Questioning SCOPE/SITUATIONAL: The answers to SCOPE Questions are fact-based, and are easy for the customer: “How many people did your last…

    Convince and Convert- 16 readers -
  • How Content Completes The Sales Cycle

    … In terms of the sales process, we often think of content as being geared towards generating leads and attracting prospects. Marketers use content to get leads to the first stages of the sales cycle, and then salespeople take over to push them down the funnel. The legacy of disconnect between marketing and sales teams means there’s also…

    Visual.lyin Content How To's- 27 readers -
  • Connect Content Strategy to the Customer Journey

    … (nearly 60 percent) through the buying cycle before reaching out for help. On the B2B side, this figure could be as high as 90 percent. It’s a new age for marketing. The traditional funnel doesn’t account for the digital, tech savvy consumer; hence, its evolution. Standing alone, the traditional funnel (awareness –> consideration –>…

    Relevancein Content Google- 19 readers -
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