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How Targeting Improves Win Rates and Shortens Sales Cycles

Understanding the Sales Force

In sales, when we talk about targets, most people immediately think about revenue and profit targets, and sometimes product units and/or shipment targets. Please take a moment to review the image below: Dave Kurlan shorten the sales cycle sales targets win ratesHow about targets? A few small tweaks to your targets can have a huge impact on revenue!

The Bad Sales Cycle

A Sales Guy

Sales isn’t about taking, or convincing. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales. The cycle has begun. It’s not about forcing or cajoling.

5 Ways to Shorten Your Sales Cycle — NOW!

The Sales Hunter

It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. Blog Breakthrough Sales University Cold-Calling Consultative Selling Professional Selling Skills cold calling consultative selling sales cycle sales skills selling cycle selling skillsAsk this key question to ask every prospect during the first contact: What is your timeline for making a decision? A prospect who says they’re not going to buy […].

The Marketing Automation Sales Cycle


The post The Marketing Automation Sales Cycle appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Lead Nurture Website Tracking

Science and the Length of Your Sales Cycle

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". We have some science behind that and as part of the analysis we conduct on a sales force we can determine whether they have the skills and sales DNA for that to become a reality.

The Sales Cycle – With and Without Full Opportunity Evaluation


In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. The post The Sales Cycle – With and Without Full Opportunity Evaluation appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Pipeline Management There is good motivation for doing this: salespeople want to get those deals in for themselves and their companies, ahead of the competition which today can be quite fierce. But it can be seen that far more [.]

Is Shortening the Sales Cycle Worth the Hurry?

Increase Sales

Yes I know longer sales cycles reduce cash flow. Yes I know by shortening the sales cycle a small business or sales professional increases efficiency and effectiveness while reducing client acquisition costs. Yet, is this really the best sales strategy especially when outreaching for the first time? This is not the place to shorten the sales cycle.

Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads. Today I will expand on lead progression. Lead Progression.

Three Moments of Truth In Every Sales Cycle

Sales and Marketing

Teaser: There are three value conversation “moments of truth” in every buying cycle that you must excel at. But they are also integrated in a way that a salesperson must master in order to move seamlessly between them as the customer buying cycle dictates. There are three value conversation “moments of truth” in every buying cycle that you must excel at.

Baseball, Sales Cycles, and the Quest for Shorter

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Not a day goes by when we aren''t talking with someone about their sales cycle and how long it has become. The quest to shorten the sales cycle is similar to the desire to shorten baseball games. In selling, there are even more options for shortening the sales cycle. Can you shorten your sales cycle?

Why the Traditional Sales Cycle is Wrong and What a Real Sales Cycle Looks Like!

A Sales Guy

If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Sales cycles aren’t linear. Sales people don’t get stuck, they just keep working, putting in a lot of effort (moving up) and wasting time not getting any closer to the sale. Close rates will be lower.

How to Massively Shorten Your Sales Cycle

The Sales Blog

If you want to massively shorten your sales cycle, it’s relatively easy to do. Seriously, if you want to compress the sales cycle, start by compressing the time it takes you to get a meeting. Your sales process should outline those commitments. If your sales cycle is longer than it needs to be (or if your pipeline is shallow), ask yourself which of these three fundamentals you aren’t practicing. The post How to Massively Shorten Your Sales Cycle appeared first on The Sales Blog. Sales 3.0 Sales Process

Can You Handle a Short Sales Cycle?

The Sales Hunter

Every salesperson would like to think they can handle and would relish in a short sales-cycle, but here’s the problem — most salespeople can’t handle it. The sales cycle is shortening because of one thing, and that is the amount of information available on the internet. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Tips: Are Your Sales Cycle Activities Planned or Random?

Customer Centric Selling

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers run the risk of having long sales cycles that fall under their own weight because they are done “bottom up.”. sales tips selling tips sales process sales technique sales tip selling technique

How This Unknown Factor in Social Media Affects the B2B Sales Cycle

Increase Sales

Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. Yet to effectively manage the sales cycle (meaning to potentially reduce its time frame when possible), social media presents this unknown factor: The time identification of the first contact. Just be prepared for a non-descriptive response.

Chop Your Sales Cycles in Half with These 4.5 Tips

Microsoft Dynamics

Long sales cycles aren’t the fault of the customer—they’re the responsibility of the salesperson. Cycles vary by industry and vertical, but can also vary greatly from person to person on the same sales team. Easy cuts mean easy money Reducing sales cycles is also one of the easiest things for sales teams to accomplish, because the power to do so ultimately lies in their hands. > Audit your sales teams to find where they can improve today Ask: what’s the clear next step? > Diagnose your sales team’s challenges

Do You Really Need/Want a Shorter Sales Cycle?

The Pipeline

Shorter sales cycles are one of those things that come up in many discussions with sales and corporate leaders. When I ask them what specific improvements they would like to see 18 to 24 months out, a shorter cycle is usually one. First, there is little agreement in and across sales organization as to what constitutes a sales cycle. Tibor Shanto.

The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts? Dave Kurlan sales process sales cycle closing ratio dan mcdade win rates gazelles the buyer journey

Buyer 112

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area. Ten years ago, only 9% of the sales population was following a formal, structured sales process.

5 Keys to shortening the selling process

The Pipeline

What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. Discover the number one way to shrink your sales cycle now. Join Now!

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)

Sharon Drew Morgan

But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately? Sales enters at the wrong time, offering the wrong data, to the wrong people. It is easy.

8 Ways to Strengthen Your Sales Pipeline

Sales Benchmark Index

Article Sales Strategy average sales cycle conversion rates by phase nurture deals pipeline assessment pipeline opportunity assessment tool sales operations sales pipeline

The Crucial Selling Skill That Nobody Talks About

Understanding the Sales Force

They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools. Dave Kurlan sales excellence sales effectiveness long sales cycle win rates managing patience

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Sales Success , Sales Technique , Tibor Shanto , Video.

Get Unstuck and Shorten Your Sales Cycle

Ian Brodie

A good friend and real expert in marketing and sales for consultants and other professionals. Get Unstuck and Shorten Your Sales Cycle. You know that the majority of these should be coming out the bottom in the form of a sale…yet nothing is moving. So how do you identify the problem in your sales cycle to fix it and grow your business? Clear A Path.

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).

Sharon Drew Morgan

But not with the sales model alone. THE JOB OF THE SALES MODEL: LIMITING THE PURCHASE CHOICE AND BUYING DECISIONS. The sales model is meant to place a solution. Sales places solutions. You know those sales where the buyer shows up and buys almost immediately? Sales enters at the wrong time, offering the wrong data, to the wrong people. It is easy.

It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Understanding the Sales Force

sales pipeline Closing Sales sales effectiveness long sales cycle sales win rates recession of 2016You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. We lost a third of our revenue overnight - and we were prepared for it!

The Virtuous Sales Cycle—3 Best Practices

No More Cold Calling

Last week we heard from Andy Paul about the Vicious Sales Cycle —bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales performance. This week, we turn to the more positive, aspirational, and achievable virtuous sales cycle.

The Most Important Question You Can Ask Yourself Today

Smart Selling Tools

In short, we want all the “good things” What do businesspeople want out of life in their Sales role? In Sales, that list looks something like this: To shorten the sales cycle. If you’re in Sales, it’s easy to come up with a list of things you want. My experience is that sales organizations have a very low tolerance for pain. To close more deals.

The Hidden Sales Obstacle of "How Much?"

Increase Sales

Have you ever had a sales conversation that began with “How much is… (fill in the blank)? Many seasoned sales professionals recognize this sales obstacle. Beyond the obvious sales obstacle, there is a hidden one within this question. My response was “Shame of the small business owner for not knowing his or her sales data.”

Data 97

How Dramatically Has Selling Changed?

Understanding the Sales Force

Dave Kurlan Consultative Selling close more sales twitter linkedin selling value long sales cycle sales win rates google plus Image Copyright: 123RF Stock Photo. Now, pretend it''s 1995, and reread the quotation. Twenty years ago, would you have recognized any of the words other than "take", "and", "then", "using", "your", "or" and "to?" Let''s take selling.

Year-end Race: Where Will You End Up in 2016?


Sales can be viewed as a series of races that end December 31st and start the very next day. For Sales Pros sales cycle salespeopleThis is a time of the year as the end of Q3 approaches that many salespeople assess whether they can make their number this year or should slow some opportunities down to get off to a […]. appeared first on Pipeliner CRM Blog.

Warning Signs for Sales Cycles: Staying Ahead of the Curve

Sales Tips & Techniques

Though a seasoned representative will likely be able to recognize some of the sales cycle warning signs before anything gets too bad, younger reps may need to be coached as to what constitutes a situation where more attention is necessary. Read full story → Sales Management

Bigger Sales Pipelines - The Dangerous Truth

Understanding the Sales Force

I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog. Dave Kurlan long sales cycle sales win rates building the sales pipeline insidesales.comLast week I was invited to download the 2016 Business Growth Index Report.

What You Can Learn From the Super Compressed Sales Cycle

The Sales Blog

What You Can Learn From the Super Compressed Sales Cycle is a post from: The Sales Blog | S. The long, slow work of nurturing your dream clients over time massively compresses the sales cycle when your dream client does decide to buy whatever it is your sell. There are lessons to learn from the super-compressed sales cycle opportunities you win.

B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Blog

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. “It’s But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. No deal = broken sales cycle.

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. It isn't dead but the authors are making a lot of money by saying that and pushing the Challenger Sale!

How B2B Sales Cycles Are Changing

Modern B2B Sales

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them. First, let’s define “sales cycle.”

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Tweet Sales-ready leads. Instead, I put forth the proposition that all of us – Sales, Management, everyone who is not in Marketing – are guilty of asking and expecting Marketing to do the wrong thing – to generate “sales-ready” leads. Qualifying high-interest leads for suitability is neither an effective nor an efficient use of Sales’ time.

Customer Loyalty & Sales Cycle

Sales Tips & Techniques

A sales management team may wonder if there is a connection between customer loyalty and the type of sales cycle that exists for the product or service that is being offered. Read full story → Sales Management