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

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.

Trending Sources

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.

3 Quick Fixes For A Sagging Sales Cycle

Inc Startups

You don''t need a total overhaul, you need to remember your original roadmap

Sales Tools Can Shorten Sales Cycles And Help You Sell More

YFS Magazine

What all businesses have in common is the need to continually boost sales in order to grab more market share and achieve brand recognition. Grow Marketing & Sales b2b sales direct selling retail sales sales sales tools selling tips

How Customers evaluate your product

StartupCFO

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?

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

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

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

The B2B Backdoor Strategy

StartupCFO

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

B2B 8

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.

Discovery: How Sales Sets Customer Success Up To Succeed

YoungUpstarts

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.

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.

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.

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.

The only 2 ways to scale SMB SaaS

StartupCFO

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 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.

Startups Need To Build Solutions, Not Technology

Startup Professionals Musings

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

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.

Is 2016 the Year You Will Sell Your Business?

Blogtrepreneur | Entrepreneur Blog

Also, the single largest demographic of current business owners – Baby Boomers – are coming very close to the point where funding a comfortable retirement becomes the top priority, so we can expect them to saturate the market with business sales in the near future.

4 Ways that help a business standout

Taffy Williams

The exhibit designs attract prospective clients or customers by their lighting, placement, artistry, free stuff, attractive sales people, and more. Developing unique product offerings with advantages over the competition improve chances of greater sales.

Pricing determines your business

A Smart Bear: Startups and Marketing for Geeks

Marketing and sales spend is nil, so there has to be a reason it spreads by word of mouth, ideally virally as a natural result of using the product itself. It’s often said that you shouldn’t talk about price during customer development interviews.

How to Prepare to Sell Your Business Simply in 2016

Blogtrepreneur | Entrepreneur Blog

72% of experienced business brokers recently interviewed stated that most business owners don’t allow enough time for an effective sale. As a result, the business ends up failing to sell, or selling for less than it could have because the sale was rushed. Between six and nine months is the average business sale cycle, with 15 months at the top end. This is Part 2 of 3 in this blog post series about Selling Your Business in 2016. You can find Part 1 here !

Lessons Learned: Lack of Market Research Sunk My Business

Up and Running

You should still market to existing customers to keep them in the sales cycle. Sales and Marketing Strategy Zanade Mann has always had an entrepreneurial streak.

9 Steps Proven To Build A Successful Sales Team From Scratch

YoungUpstarts

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.

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.

SaaS + Marketplace

A Crowded Space

This creates a hurdle for a company to adopt the software solution that may create longer sales cycles or lower sales conversion. . Sales cycle decreases . Sales conversion increases. One of the hardest things about marketplaces is that you typically only get a very small rake. 10% of services is common. After transaction fees, you may be left with just 7% of gross services.

Relationships Do Matter in Business

Up and Running

A study by sales guru Keith Ferazzi’s Ferazzi Greenlight looked at 16 leaders of high-performing strategic account management (SAM) teams, and found that accounts with dedicated SAM teams grow an average of twice as fast as traditionally organized accounts.

Why Real Learning is Outside the Building, Not Demo Day

Steve Blank

This, combined with regulation from the courts, a 2-year sales cycle, and the realization that e-discovery groups are not early adopters, made this an unattractive market.

5 Indicators of Future Business Success

Inc Startups

This is especially true if your business has a lengthy sales cycle. In our business, our sales cycle can be as long as 18 to 24 months in some cases. Measuring performance by looking at the P&L is like driving by looking in the rearview mirror.

6 Useful Tips To Maximize Your eCommerce Sales During Christmas

Brandanew

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.

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.

3 Ways To Ensure Your Startup Has A Top-Notch Team

YoungUpstarts

Then come the marketing, sales, and accounting considerations. When Chris Cancialosi , founder and partner at gothamCulture, first began hiring for his team, he took into consideration the fact that professional firms often have long or uncertain sales cycles.

Rule No. 1: Get to the Point

Inc Startups

Translation: "We must measure whether or how much our sales training programs increase our revenue." And, yes, that''s based on a real "sales message" I was recently sent. If so, sign up for the free Sales Source newsletter

Is Networking a Waste of Time?

Duct Tape Marketing

Today networking is building stakeholder maps as a way to shorten sales cycles. Today networking is building stakeholder maps as a way to shorten sales cycles. Is Networking a Waste of Time?

There Are No Shortcuts, It’s All Hard Work

Rob Go

very low margin, longer sales cycle, few very big exits, hard to differentiate. SMB SaaS: Shorter sales cycle than enterprise, less speculative than consumer. Capital intensive, long sales cycle. Flash Sales, subscriptions, and celebrity endorsements seemed to promise some different rules of engagement for this sector. I find it really interesting to see how investors and entrepreneurs shift their money and efforts from one sector to the other.

How to Found a Startup in a New Industry

View from Seed

The perks of being early in the marketplace are obvious: shorter sales cycles due to lack of competition, less competition for top talent, and so on. It promotes the industry and positions your executives as industry leaders without hitting the audience over the head with a sales pitch.

15 Perfect Sales Conversation Starters

Inc Startups

If you don't get answers to A and B early in the sales cycle, you run the risk of spending your valuable time developing an opportunity that's actually a dead end. If so, sign up for the free Sales Source newsletter