How to Generate Larger Deals and Shortened Sales Cycles

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

How to Shorten Your Sales Cycle

The Center for Sales Strategy

I have been doing sales training and consulting for nearly 20 years and I always get a chuckle when salespeople tell me they need to find ways to close business in two calls. It’s not about the number of calls—it’s about the length of the sales cycle.

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 rates

Compressing The Sales Cycle

Partners in Excellence

It starts with the question, “Is reducing the time between customer meetings the only way to compress the sales cycle?” It is a way to reduce sales cycle, but it’s probably the least controllable way to do this.

Accelerating Sales Cycles

Membrain

Today’s case covers the topic of how to accelerate sales cycles and improve cash flow. Many companies think that sales cycles have to be as long as they are because of the complexity of the sale, but in most cases targeted coaching can greatly improve the length of the sales cycle.

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. The cycle has begun.

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. This is not the place to shorten the sales cycle.

Sales Cycles Explained in 500 Words or Less

Hubspot Sales

What Is a Sales Cycle? Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. To understand a sales cycle, you must understand the stages it's comprised of.

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.

12 Smart Strategies to Speed Up Your Sales Cycle

Hubspot Sales

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. That’s not to say, of course, there aren’t ways to make sales cycles more predictable. How to Speed Up Your Sales Cycle.

10 Terrible Tactics That Will Tank Your Sales Cycle

Veelo

Your Sales Cycle Needs More Then Just Improvisation If you don’t understand your sales cycle, you can’t forecast your revenue. Sales training: If it’s just 1 week of shadowing, good luck trying to scale as […].

A Vicious Sales Cycle—4 Traps to Avoid

No More Cold Calling

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors.

How to Increase Deal Sizes, Improve Win Rates and Shorten Sales Cycles

Sales Benchmark Index

Podcast Sales Strategy b2b sales process sales leader sales process win deals win rate

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.

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?

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? ".

Improve Your Win Rate and Shorten Your Sales Cycle by Doing This

Understanding the Sales Force

Dave Kurlan sales training role play asking questions effective sales coaching listening and questioning active listeningIn September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in the article.

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.

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. This meant a good prospecting salesperson could at least generate a large number of introductory sales calls.

Shorten the Sales Cycle by Discovering the Truth

Paul Cherry's Top Sales Techniques

How many times, at the conclusion of sales call, do we meet a prospect who says, “Let me think about it”? The post Shorten the Sales Cycle by Discovering the Truth appeared first on Paul Cherry Sales Training & Coaching. Prospecting Sales Training

The Marketing Automation Sales Cycle

Salesfusion

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

The Weakest Part of the Sales Cycle | Sales Strategies

The Sales Leader

This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close. Today, we’re going to focus on closing.

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. Sales Training Coaching Tip: Asking how someone came across you is always a good practice.

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. I created this video to demonstrate what a real sales cycle looks like.

Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle

LeveragePoint

Yet no matter how streamlined your team’s approach to selling , B2B buying processes are rarely straightforward or transparent to the sales teams navigating them. Sales Challenges. Later in the Sales Cycle. This puts the pressure back on the sales rep or account manager.

Treat Trade Shows As A Mini Sales Cycle!

KO Advantage Group

See trade shows as it should be: a mini sales cycle. But approach the season as a monumental sales opportunity Line up your pens nicely, hang your banners high, and ignite your sales spirit. Let this season be your chance of making more sales faster!

11 Surefire Ways to Shorten Your Sales Cycle

Gong.io

Sales influencers have hypothesized about every phase of the sales cycle. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls. The top 10-20% of your sales reps.

4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

This will massively increase the effectiveness of individual sales reps and help you shorten your sales cycle. At Appcues —as in many SaaS companies—our sales team operates on an entirely inbound model. Low-ACV leads seldom justify a sales rep’s time.

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. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. A Random Walk Up Sales Street. Sales 2.0.

SiriusDecisions Research: Longer Sales Cycles Drive Need for Change

The ROI Guy

Sales cycles are taking longer than ever, lengthening by 24% over the past two years, this according to research by SiriusDecisions. Just two years ago, the average sales cycle was 6.4 Why the longer sales cycle?

Your Sales Cycle Dilemma in 2013

The ROI Guy

With more financial constraints, more stakeholders, and more scrutiny on each purchase, buying cycles have been extended by almost 10% over the past three years. In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles.

How Conversational Sales Optimizes Your Sales Cycle and Gets You Closer to Prospects

Drift

Uncategorized SalesImagine this: It’s the grand opening of your brand new brick and mortar store. Leading up to the big day, you tell the world about it. On the morning of the grand opening, there are hundreds of people lined up outside your store, ready to go in and buy.

11 Surefire Ways to Shorten Your Sales Cycle

Gong.io

Sales influencers have hypothesized about every phase of the sales cycle. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.prospect with an objection. In this round, we analyzed the best way to speed up every phase of your sales cycle. And now, we’re sharing those findings with you as 10 surefire steps to a killer sales cycle.

3 Software Tools That Can Speed Up Your Sales Cycle

Cincom Smart Selling

If you asked a any modern business how it would want to improve, there’s no doubt the sales cycle would come up. This cycle represents the critical stages of bringing on new customers, the art of moving a lead to a sale. According to Implisit , the average B2B sales cycle is 102 days, with 84 of those days allocated for the lead-to-opportunity process, and 18 days for the average opportunity to close. Smart Selling sales sales cycle

It Just Takes Longer. Your Sales Cycle in 2013?

The ROI Guy

A significant 43% of B2B companies indicate that sales cycles have lengthened over the past three years, this according to a recent survey of 243 solution providers by B2B Magazine. So with a more empowered buyer and simpler solutions, why are your sales cycles still lengthening?

The High Cost of Lengthening Sales Cycles

The ROI Guy

For many B2B firms, sales cycles have extended by a month or more over the past few years, and show little signs of shortening. These sales cycle delays have had a serious impact on B2B sales revenue and growth, resulting in the failure of many sales and marketing organizations to meet growth goals and quotas. For a typical $500M software company, the average cost per each month of extended sales cycles is $41.66M ($500M /12).

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

LeveragePoint

With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. Sales Breakthrough – the Evaluation Stage. The second problem, combatting the status quo, is usually the key sales challenge early in the sales cycle.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. This is a lonely time for a sales rep.

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. Among the areas explored were: Develop clarity around what the “length of the sales cycle” really means.

10 Ways to Upgrade Your Deal Desk to a Highly Productive Revenue Desk

Sales Benchmark Index

Article Corporate Strategy Revenue Growth Assessment Revenue Growth Methodology competitor deal desk deal terms kpi KPIs larger deals management software personas plays problem proposal language revenue desk revenue desk strategic planning tool sales cycle spencer anderson standardize win rates