How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. Sales & Marketing Advice Startup Advice

enhatch: About Those Long Enterprise Sales Cycles… "Just.

Mark Birch

enhatch : About Those Long Enterprise Sales Cycles…. LOL…enterprise sales often feels like nothing is happening. sales enterprise sales sales cycles Just remember that optimism looks exactly like doing nothing.".

5 Stages of the New Sales Cycle

Duct Tape Marketing

5 Stages of the New Sales Cycle This content from: Duct Tape Marketing Generating and converting leads is mostly what marketing is about. Many businesses have differing cycles depending upon the complexity or cost of the purchase being considered.

4 Tips For Shortening Sales Cycles

Inc Startups

Expediting the "new normal" sales cycle duration

From the Sales Cycle to Innovation Nibbles

The Product Guy

On Starting Up… [link] Hop on the sales cycle. Every week I read thousands of blog posts. For your weekend enjoyment, here are some of those highlights. What are you reading this weekend? On Design & Product Experience… [link] Welcome the beauty of failure.

Close Deals Faster With These 4 Tips

Inc Startups

4 tips to close deal faster and shorten your sale cycle. Sales

Managing Enterprise Sales Deals

Mark Birch

We had one of their major clients lined up to be the first customer using our mobile sales content platform. I once knew a colleague who lost a deal because the decision maker was offended that the lead sales engineer had the audacity to wear a Mickey Mouse watch to a meeting.

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How Customers evaluate your product


Management B2B Sales sales cycle Sales processIf you sell to B2B customers then you know hard it is to get that purchase order. Even for pay as you go SaaS products there can be a lengthy evaluation process before you get in the door. It goes without saying that it helps to put yourself in the shoes of your prospective customer to try and see how they perceive your company and product. What would their concerns be? How would they go about evaluating this opportunity?

The Surprising Reason Your Salespeople Shouldn't Focus on Sales

Inc Startups

This simple principle instantly shifts the focus from price to value, and accelerates sales cycles

The B2B Backdoor Strategy


In those days enterprise software companies went to market by building a really expensive direct sales force with sales reps and sales engineers out in the field in key cities. And we routinely had to replace sales reps and start over again in a sales territory. Intros that would have been hard to get directly without that expensive sales force on the ground. Growing Big Management Oracle Sales sales cycle sales strategy Yammer

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You Should Self-Publish Your First Book — Here’s Why

YFS Magazine

Writing a book can help you leapfrog the conventional sales cycle in several ways. Grow Marketing & Sales book publishing branding marketing personal branding self publishing

6 Effective Sales Strategies to Close Deals Faster

Inc Startups

Shortening the sales cycle can lead to explosive growth. Here are some proven strategies to close your deals faster

Buyer Centric Funnel Design

For Entrepreneurs

In the talk, I cover: How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles. How to figure out why your sales funnel. Startup Help SaaS SaaS sales Sales & Marketing Machine Sales and MarketingIn my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates.

Demand Harvesting - The Easiest Driver for Startups

Startup Marketing Blog

7 warning signs that your startup’s about to fail

The Next Web

Your sales cycles or customer acquisition time is getting longer You may.

ConversionXL Live 2017 Tickets Now Available


We’ve got the top optimization names discussing topics from long sales cycle B2B optimization to large scale testing challenges (think 100 concurrent tests) to really nailing your user research. ConversionXL Live 2017 tickets are now available ! Dates: April 5 to 7.

5 Keys to Adopting Marketing Automation

Duct Tape Marketing

Reaching out to a cold list can come across as awkward and misdirected, especially at the beginning of a sales cycle. You might want to consider a position in the sales cycle, geography, interests, age, gender, industry, etc.

5 Keys to Adopting Marketing Automation

Duct Tape Marketing

Reaching out to a cold list can come across as awkward and misdirected, especially at the beginning of a sales cycle. You might want to consider a position in the sales cycle, geography, interests, age, gender, industry, etc.

A Quick Primer on B2B Conversion Optimization


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. It’s often a higher purchase price (or at least a more complex sale).

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Are You Building Your Business With a Crock-pot or a Microwave?

Duct Tape Marketing

If you’ve been in business for about 10 years or more, think back – what was your sales cycle before the search engine ruled the world? If we sell a product that used to have a 6-month sales cycle, we could reasonably do a weighted forecast, six months out.

"The top 20% producers spend more time disqualifying out the non-buyers and thus less time stuffing."

Mark Birch

And this is what makes them top producers.” - The Sooner You Lose the Sale, the Better via OpenView Labs. But it is even worse losing at the end of a long sales cycle than losing early on. startups sales qualifying selling lead management “The top 20% producers spend more time disqualifying out the non-buyers and thus less time stuffing unqualified leads into their pipeline hoping they will close.

Discovery: How Sales Sets Customer Success Up To Succeed


Sales teams learn a lot during the courting relationship with a prospect, and Customer Success teams rely heavily on their Sales counterparts to extract information, consolidate it, and then share it at Handoff in a seamless fashion so that customers feel that they are known and understood.

Marketing Your Startup: A Billion-Dollar Company’s First Marketer Reflects Back

View from Seed

But even with that webinar’s success, we still had a lot of education to do in order to get people to understand what we did and even how we saw marketing in general, which we needed to do to generate demand and sales. But marketing should always be ahead of sales to alleviate pressure.

Clarify your story.

47 Hats

Sales Cycle & Messaging: • What are the top target segments (verticals, size, geography)? What is a typical repeatable sales cycle for each segment? • In other words, if a sales rep gets a relevant stakeholder on the phone, what should she ask?

Startup Growth Strategy: How to Pursue Multiple Market Opportunities

Where to Play

It thus enabled the new venture to mitigate the risk of slow adoption and long sale cycles, without spreading themselves too thinly. The post Startup Growth Strategy: How to Pursue Multiple Market Opportunities appeared first on Market Opportunity Navigator.

The only 2 ways to scale SMB SaaS


In addition, SMBs don’t have big purchasing departments and corresponding long sales cycles. They do this because while the SMB market is huge and sales cycles are short, each customer is small and not worth much.

5 Reasons You're Getting Stalled

Inc Startups

If you've ever tried to sell anything, you've heard one of these comments—either from your own prospects or via your sales people: "It's not in the budget right now" "I have to speak with the owner" "It's not our No. Passion and Enthusiasm You see in so many examples of sales success.

Not Making Sales? Is Your Product, Sales Team, or Sales Process the Cause?

Small Business Force

In fact, three key elements have to be in sync for your sales to succeed – the right product, the right sales team, and the right sales process. "I The company didn’t have great results over this time, with only two sales, generating minor revenue.

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Timing Is Everything: Tips For Improving Customer Communications


One of the most important factors is timing of marketing and sales outreach. At OptifiNow we have created the following tips businesses can use to improve the timing of sales outreach to boost results: 1. Analyze current sales outreach timing. Organize sales collateral.

7 Steps To Kicking Your Selling Skills Up To The Top

Startup Professionals Musings

Steelman does a good job of outlining the key selling steps that separate great sales people from the rest of us. Generate leads using social media, but don’t rely on it alone to make sales. A good entrepreneur is not necessarily born a good salesman.

Blue Chip Customers Can Wreck Your Startup

Mark Birch

If you thought the sales cycle was long and costly, your development and customer support process is going to be even more painful. as well as soft costs of dedicating resources to sustaining the sales effort across engineering, product management and support teams.

The Small Business Guide to Creative Video Strategy in 2018

Up and Running

There’s no denying the emphasis placed on educating viewers in the modern sales cycle. As your customer service and marketing teams gear up for 2018, keep in mind that the strategies and content that worked last year may soon be outdated.

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Prevailing Wisdom

Mucker Lab

2005 – “Sales cycle is too long for software companies selling to government and educational sector”. 1994 – “Consumers are fickle and unpredictable. Consumer products and services are hit driven, it’s really hard to build a scalable consumer company”. Internet).

6 Useful Tips To Maximize Your eCommerce Sales During Christmas


ECommerce sales during Christmas tend to see a big surge as customers prefer the quietness of at home shopping compared to the hassles of finding parking and a store full of people. To make sure you aren’t losing out on valuable sales, advanced planning and a good strategy is vital.

Top Hat Raises $22.5M Series C in a Tough Vertical: What Can We Learn from their Success

Version One Ventures

And selling to institutions requires a long sales cycle. Top Hat adopted a bottoms-up approach to distribution, as covered in the Globe and Mail article: Sales took off after Top Hat ignored advice and flipped its sales strategy. So Top Hat decided to flip their sales strategy and market/sell directly to university students and teachers. Our portfolio company Top Hat just closed a $22.5M (USD) Series C round.

Streamline Your Sales Process With These Five Proven Techniques


All of these problems can often be traced back to an ineffective sales approach. Here are five techniques to nail your ad campaign, streamline your sales process, and achieve sustainable sales growth: 1. Refine Your Sales Process. by Lewis Robinson.

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5 Steps To Avoid Solutions Looking For A Problem

Startup Professionals Musings

Technologies that cure world hunger may find that that hungry people don’t have money, and government agencies as customers are a very long sales cycle.

9 Steps Proven To Build A Successful Sales Team From Scratch


by Eliot Burdett, co-founder and CEO of Peak Sales Recruiting. Building a sales team from scratch is one of the most difficult and important tasks of a CEO. Generating revenue through sales, especially as start-up capital diminishes, can make or break a company’s success.

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Keep Asking Questions


Ask: how does the buying coop work and how will it impact your sales cycle. I have encountered a few situations lately where I found myself asking a lot of questions. This is mostly because I sit on many portfolio company boards for which I simply do not understand at a fundamental level the technologies. But sometimes it results from lousy answers. You give me confusing, vague or partial answers and, guess what, you will get more questions.

Are the Seven Deadly Sins of Selling Holding Back Your Sales?

Small Business Force

In the same way, sales success comes from doing the right things that make customers want to do business with you, initially, and want to continue to do business with you over time. Don’t understand your own sales cycle/ or manage your sales pipeline.