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. One of the questions I used to ask in any recruiting meeting for a senior hire or even a junior sales rep is as follows: “When you run sales campaigns do you prefer to . Sales & Marketing Advice Startup Advice

Bootstrapping Relevance: Making Web Conversions Meaningful for Long Sales Cycles

ConversionXL

Often, little more than a form fill tells you about the potential for a five-figure sale months down the road. Google Analytics insights frequently end with raw counts of goal completions, leaving a yawning gap between on-site behavior and sales for companies with long sales cycles. The data-related challenges of long sales cycles are well known: Between a form fill and a sale, there may be dozens of touchpoints spanning weeks or months.

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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. koocbor via Flickr In this pursuit, marketers have long realized there is a definite cycle that must occur in most businesses in order to get a prospect’s interest and then turn that interest into dollars. Many businesses have differing cycles depending upon the complexity or cost of the purchase being considered.

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

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

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.

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. Sales cycle length increased. Our findings also suggested, marketing-qualified leads didn’t always convert to sales opportunities as expected.

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5 Ways AI’s Role In Sales Might Surprise You

YoungUpstarts

by Ryan Moore, Director of Client Management, Peak Sales Recruiting. Sales isn’t exempt from this recent growth, either. AI tools are currently transforming the world of B2B sales, and some of the unique ways AI can streamline your sales process might surprise you. At Peak Sales Recruiting , we have identified the top 5 ways AI is making the sales process easier, smarter, and more efficient for businesses. Shortening the sales cycle.

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The Virus Survival Strategy For Your Startup

Steve Blank

All your assumptions about customers, sales cycle and most importantly, revenue, burn rate and runway are no longer true. If you are selling to businesses (a B-to-B market) have your customers’ sales dropped? Or you change sales strategy. “Winter is coming.”.

How can a powerful CRM boost sales in your business?

The Startup Magazine

Additionally, your supply chain, and business strategies are both sleek and economical, and yet, there is an issue: you persistently find yourself struggling to obtain sales and maintain the limited client connections you have. The post How can a powerful CRM boost sales in your business?

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5 Ways to Advertise and Promote Your SaaS Business

The Startup Magazine

Since SaaS products have a short sales cycle where potential leads may not interact with your sales team, email marketing plays an important role in encouraging leads through the sales funnel.

The Consumerisation of Enterprise IT is now the Standard

VC Cafe

I was reading the book “Super Founders” by Ali Temaseb in which he breaks down the data behind billion dollar startups.

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5 Ways To Validate Your Technology As Market Driven

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.

Weekend Favs September 28

Duct Tape Marketing

Customerly Marketing Automation – Automate communications with prospects to shorten your sales cycle. Weekend Favs September 28 written by John Jantsch read more at Duct Tape Marketing. My weekend blog post routine includes posting links to a handful of tools or great content I ran across during the week. I don’t go into depth about the finds, but encourage you to check them out if they sound interesting.

Let’s talk Sales Strategy 2021

NZ Entrepreneur

All businesses now have one very good thing – six months of post-Covid sales data. Used right this can give you greater certainty to inform and plan your sales strategy for 2021. This will help you plan your sales strategy and resources. Three – Sales cycle.

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Is Your SaaS Go-to-Market Strategy Tsunami-Proof?

ConversionXL

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. Or would you prefer to go through a lengthy sales process to see if it’s a good fit? Two classic SaaS GtM strategies are at risk of being disrupted: the sales-led and marketing-led GtM strategies. The sales-led GtM strategy. What is a sales-led go-to-market strategy? Pros : Lower CAC than a sales-led GtM strategy.

Tech Essential For Real Estate Business

YoungUpstarts

CRM tools likewise give highlights to enable you to bring close sales. You can digitally track your communications with your prospect so you generally have key information on hand and see exactly where they are in the sales cycle. CRM apps help you increment your prospecting and sales efficiency; while websites help you reach mobile and online home buyers.

Confronting A Radically New B2B Marketplace: The Storytelling Secret That Will Rock Your Result

YoungUpstarts

A recent survey by CEB reported that 57 percent of the typical business-to-business sales cycle is complete before the buyer’s first contact with vendors. The challenge for marketing and sales professionals in business-to-business markets is breaking through the cacophony of noise and clutter to not only capture buyers’ attention, but powerfully communicate your unique value.

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How Tech Can Help Your Business Grow

YoungUpstarts

You can also leverage analytical data about your sales cycles in order to better understand how to maximize your revenue. If you’re looking for ways to help your business reach new heights, there are dozens of options to consider.

Timing Is Everything: Tips For Improving Customer Communications

YoungUpstarts

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. Is there a strategy behind emails and flyers going out or is a shotgun approached used each time more sales are needed? Organize sales collateral. Once sales collateral is categorized it needs to be assigned timing.

Finding new Market Opportunities in Food Business: A Case Study of GOPA Pakistan

Where to Play

Their root lies in a small ice-cream manufacturing and sale unit which was established back in 1988. Time to revenue is low due to short transactional volume and the short sale cycle. This opportunity has a short sale cycle with quick payments.

How a Virtual Assistant can Help Startup Make More Sales

ReadWriteStart

This article will examine one vital activity and see how trained VAs can help your company improve sales. In a recent survey , 48% of businesses stated that their leads required the so-called “long-cycles” of nurturing with many influencers involved in the process.

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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. NVV: Lots of marketers are under pressure to come in and generate demand right away, whether because sales is asking for leads or founders are demanding PR or user growth. But marketing should always be ahead of sales to alleviate pressure.

Get Ready To Announce Your New Product Launch

Rembrandt Communications

Instead of just sending out a last-minute press release, more time gives your PR team the opportunity to plan coordinated campaigns that cover the product introduction all the way through the year-end sales cycle and beyond. By involving your PR pros AND your teams in marketing, sales, finance, customer service, and more, you can bounce ideas off of each other and get a well-rounded picture of how your product will best serve the needs of your customers.

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. Having spent 25 years building sales teams I have the following 9 steps proven to build a successful sales team from scratch: 1. Define sales team structure.

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Why an investor rejection isn't a knock on you

Hippoland

Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send. 3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. In order to bootstrap your way to success, it largely means you need high margins and fast sales cycles.

What’s more important: product or sales?

Version One Ventures

It’s the age-old debate among start-up circles: which is more important to the success of a start-up: the strength of the sales/distribution strategy or the quality of the product? To be successful, a stand-alone company needs a top-notch product and a clever distribution/sales strategy. It’s typically much easier to add sales expertise to a product-driven organization than it is to add product focus to a sales-driven start-up.

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ConversionXL Live 2017 Tickets Now Available

ConversionXL

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. Location: San Antonio, TX. Same unique format: 3-days in a resort hotel that’s booked fully for the event! Everyone stays in the same place for the whole duration of the conference.

How These Brothers Went from Hip-Hop Duo to Transforming the World of B2B Sales

ReadWriteStart

It’s a shared workspace so buyers and sellers can work together throughout the laborious B2B sales process—making it a lot more collaborative and a lot less painful. . This is the perfect example of how sales aren’t truly focused on the most important person in the sales cycle: the buyer!

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Does Your Small Business Need a Sales Engagement Platform?

The Startup Magazine

There are so many moving parts, from accounting to sales software to inventory management, that it can take up a huge amount of time and put a strain on a company’s resources. Sales Engagement Software. The post Does Your Small Business Need a Sales Engagement Platform?

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Why an investor rejection isn't a knock on you

Hippoland

Think about it – if you’re using MailChimp and make let’s say $100 in sales for every send. 3) Your business model seems flawed OR is not the right fit I talked a lot about unit economics and sales cycles in my last post. For example, some VCs have such deep pockets that they can throw a lot of money at a company to wait out a long sales cycle. In order to bootstrap your way to success, it largely means you need high margins and fast sales cycles.

The SMB Guide To CRM In 2019

YoungUpstarts

Your patrons have shared their data all last year through clicks, subscriptions, customer service requests, sales inquiries and more — and now expect your business to be able to turn those interactions and touch points into a more targeted, holistic experience. billion dollars and growing, leaders are investing in this software to improve customer interactions that lead to sales. by John Oechsle, President and CEO of Swiftpage.

Going Deeper To Understand Customer Satisfaction Measures

The Startup Magazine

Understand The Sales Cycle. Depending on what type of products or services your company offers, you may see a lot of repeat customers, customers who are growing with your products, or customers who primarily deal in single sales. How helpful are customer satisfaction surveys?

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. Discovery typically happens during the sales process and again once a customer is handed over to Customer Success. by Tim Conder, VP of Customer Success at Bolstra.

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). 1996 – “It’s impossible to get to build a billion dollar company selling widgets at $15 and taking $1 commission one at a time”. eBay).

Three ways to get your sales pumping at the start of each year

NZ Entrepreneur

Here are three key things you can do at the beginning of each year to get your sales rolling. One – Analyse your sales data. The easiest way to get your 2021 sales rolling more quickly is spotting the opportunities that are within your reach. 2) Segment your sales data.

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5 Surprisingly Simple Ways To Improve Your Ad Conversion Rates

YoungUpstarts

It often has to do with the sales funnel that occurs after a prospect clicks on your ad. Friction is best described as any variable, trend, or element that slows down the progression of your sales cycle.

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.

The truth about onboarding costs

Version One Ventures

Shorten sales cycle. Conventional wisdom says that web-based companies must be scalable on all levels. Start-ups should avoid any kind of manual intervention or heavy lifting to acquire, onboard or retain users… after all, users automatically flock to, sign-up to and stay with great products. However, as we’ve seen time and time again, conventional wisdom doesn’t always know best.

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6 PPC Tactics for Account-Based Marketing Campaigns

ConversionXL

ABM campaigns dedicate resources and time toward only a few prospects, and enterprise-level leads often have long sales cycles. LinkedIn also allows for scheduled content promotion to keep your brand top-of-mind during the long sales cycle. If this seems overwhelming, you may want to invest in the LinkedIn Sales Navigator to make engaging these prospects easier to manage. PPC campaigns continue to become increasingly well-targeted.

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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). 1996 – “It’s impossible to get to build a billion dollar company selling widgets at $15 and taking $1 commission one at a time”. eBay).

Sensitivity Analysis key in startup financial projections

NZ Entrepreneur

Key Variables to Consider: Sales units. Founders are typically ambitious when projecting sales volumes. Some common drivers of sales underperformance include product-market fit challenges, slow/low sales channels, and poor execution. Timing of sales.

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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? I am willing to guess that if you said your sales cycle used to be 6 months, and you really look at the time from engagement to close today, it probably is 6 to 8 weeks now. If we sell a product that used to have a 6-month sales cycle, we could reasonably do a weighted forecast, six months out.