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How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

If you don’t have a good sales methodology already in place in your organization you might try reading that last link. You need to align your selling cycle with a buyers purchasing cycle otherwise you’re wasting your time and theirs. If they’re not buying you need to be marketing to them not selling to them.

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Common B2B Challenges and How To Solve Them

ConversionXL

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them.

B2B 150
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A Quick Primer on B2B Conversion Optimization

ConversionXL

Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. There are a few things that make optimizing for B2B a different beast: The sales cycle is usually longer.

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The Modern Approach To Account Based Marketing

ConversionXL

The book dedicates quite a few pages to the ‘customer-centric stack’ and argues that because you’re now able to know when someone is in the market for a solution like yours [via IP lookup or 1st or 3rd party intent data], you don’t need to “spam” them. DemandBase.

IP 98
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Account-Based Marketing Software & Tools

ConversionXL

For example, if multiple users from a company (usually identified by IP) are reading about how to reduce their corporate real estate footprint, it may flag that company as a strong prospect for a seller of space management technology. Like other ABM tools, Jabmo relies, in part, on IP addresses to determine the source of traffic.

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Effective Ways To Differentiate And Scale Your Business

Duct Tape Marketing

And the length of the sales cycle, especially with the assisted living, has increased their sales cycle by about 36%. And so I think the better job we can do with that, hopefully the more we can impact that very long sales cycle to build trust a little bit quicker. And so really you're down to about 30%.

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A Complete Guide to Account-Based Marketing: Win Over Your Ideal Customer

ConversionXL

This shift in focus results in more efficient use of your marketing budget, shorter sales cycles, and a better customer experience. Tools for IP-targeted ads: MRP ; Terminus. It means throwing resources into landing individual accounts, treating them as markets in their own right.