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

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.

Trending Sources

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.

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.

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?

The Weakest Part of the Sales Cycle | Sales Strategies

Sell More and Work Less

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.

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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.

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.

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.

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.

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

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. The lead progression process is no longer (if it ever was) as simple as, “Marketing generates leads and Sales contacts them.”

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.

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. Studies have shown that executive buyers like to be involved early (Phase 1) and late (Phase 3) in buying cycles.

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.

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

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.

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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? The Buyer Journey is front and center again.

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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

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.

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.

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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.

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.

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.

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?

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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.

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

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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.

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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 salesforce.com long sales cycle sales win rates building the sales pipeline insidesales.com

Stop Checking the Box with Wasted Sales Training

Sales Benchmark Index

Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t produce results.

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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.

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.

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

Sales Cycle Warning Signs

Sales Tips & Techniques

I will often hear about possible sales cycle warning signs that may have been ignored by a sales management team or the representatives who are attached to the account. Read full story → Sales Management

Are You Making Selling a Lot Harder?

Increase Sales

Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today. What I have observed is a potentially longer sales cycles because the trust factor between seller and buyer has eroded over the last decade.

Multi-touch Revenue Attribution: Quantify Marketing’s Impact

Sales Benchmark Index

Corporate Strategy Magazine Market Research Marketing Strategy buyer's journey Marketing marketing campaign Multi-touch multi-touch revenue attribution revenue attribution revenue attribution model sales cycles single-touch revenue attributionRevenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately.

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.

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Does Length Matter? – Sales eXecution 281

The Pipeline

Get your mind out of the gutter for a second, and thing length of sales cycle. I was recently approached to write a piece examining how to reduce the length of the sales cycle, or as some like to say increase the velocity of a sale, something I have written about in the past.

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It’s Not A Race

The Pipeline

It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity. Not so in sales. Sales people and their leaders have fallen into the habit of over relying on velocity as a means to sales success.

Quota 25

The Top Reason Why Sales Teams Fail

Increase Sales

Believe it or not, many in sales management from the small business owners, C Suite executives all the way down to the sales managers have this hidden motto within their sales teams: Failure is Job #1! These experiences have mirrored my 25 plus years of sales experience.