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

5 Research-Backed Tips for Increasing B2B Sales

Up and Running

One great way to do this is by staying in touch with B2B customers even after you’ve made the sale. The same 2014 TAB B2B sales survey found that 93 percent of business owners rely on third-party reviews when making purchasing decisions.

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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.

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

Sales for Startups: Sales Messaging

Mark Birch

In that sense, your sales messaging is the master key for your particular market that works for the segments you have defined. Most of what marketing creates should still align with what sales does, but sales are focused on one audience only; prospects.

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How Entrepreneurs Can Sharpen Their Sales Focus

Startup Professionals Musings

Generate leads using social media, but don’t rely on it alone to make sales. Facilitate a transition to a private environment for closing a sale. As you go through the sales cycle with your customer, there comes a point when it’s natural for the transaction to conclude.

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Sales Success Begins And Ends With Engagement


By Kurt Bilafer, Global Vice President Sales & Success at WePay. As a sales leader, my professional life is filled with quotas, metrics and dashboards. In sales there’s an expression, “coin operated salespeople.”

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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.".

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

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.

How to Determine When A Lead Is Sales-Ready

Duct Tape Marketing

How to Determine When A Lead Is Sales-Ready written by Guest Post read more at Small Business Marketing Blog from Duct Tape Marketing. It is a key element to lead nurturing that helps companies determine whether prospects need to be fast-tracked to sales or nurtured further.

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7 Reasons Sales Pros Fail

Inc Startups

Maybe they don''t qualify their sales prospects. I have over 35 years in sales in a variety of situations, and I have seen many salespeople come and go. Here are the most common reasons sales pros fail, and how their shortcomings impact on their relationships going forward: 1.

Sales 40

Sales Myths That Inhibit Entrepreneurial Success

Small Business Force

You have no business without customers and you have no customers without sales. But as important as sales are to the ultimate success of any entrepreneurial endeavor, there is no one area of business that is more misunderstood and more rife with myths and misconceptions than sales.

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. A friend of mine who was a former sales manager used to call this, “Identify the need then get the need agreed.”

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

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.

Is Emotion Necessary To Make More Sales?


So the question is, does emotion play a role in making more sales online? Before we look how emotion affects sales, we have to ask if emotion plays a role further up the marketing funnel – specifically for driving awareness and getting more reach.

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Entrepreneurs Need to Learn to Be Good at Sales

Startup Professionals Musings

Generate leads using social media, but don’t rely on it alone to make sales. Facilitate a transition to a private environment for closing a sale. As you go through the sales cycle with your customer, there comes a point when it’s natural for the transaction to conclude.

Sales 42

Short guide to sales and marketing for start-ups [Guest Post]

VC Cafe

You have to invest time and money into building a sales and marketing team to acquire customers beyond early adopters. To begin with, let’s illustrate the sales process with a simple graphic of the funnel that comes from an excellent post on Stratechery about marketing channels.

Why Your Sales Pitch Isn’t Converting

Duct Tape Marketing

Why Your Sales Pitch Isn’t Converting written by Guest Post read more at Small Business Marketing Blog from Duct Tape Marketing Thursday is guest post day here at Duct Tape Marketing and today’s guest is Jordyn Rickard – Enjoy!

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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

8 Easy Ways to Increase Sales

Inc Startups

Every company wants to increase sales. Here are eight easy (and relatively painless) ways to increase sales: 1. Contacting more potential customers usually doesn't create proportionately more sales, because you spend time with people who aren't likely to buy.

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.

3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1. The real test of sales and the topic of my post is “why buy now.”

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The 6 Disciplines of the New Sales Professional

Duct Tape Marketing

Today’s sales superstars attract, teach, convert, serve and measure while developing an individual brand that stands for trust and expertise. The following six disciplines make up the necessary traits of the new sales professional.

Sales Is a Function of Marketing Pure and Simple

Duct Tape Marketing

Over the years one of the great breakdowns in many of the small businesses that I’ve worked with lies in area of sales. There was a time when marketing created brochures and sales people delivered them. Bring sales into the marketing planning phase.

6 Reasons Sales Campaigns Fail

Inc Startups

Why does one sales campaign end in success and another in abject failure. Failure to Qualify the Opportunity It's easy to get excited when you've see the opportunity to make a big sale. If so, sign up for the free Sales Source newsletter

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.

12 Easy Ways to Increase Sales

Inc Startups

Make these easy tweaks to your sales process to create a huge increase in sales revenue. The more opportunities you've got, the more likely you are to make a sale, right? If you can't give each prospect the attention they deserve, you'll lose sales you otherwise might make.

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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5 Rules for Successful Sales Proposals

Inc Startups

In most small firms, sales proposals are the heart and soul of selling. Here are five simple rules to help ensure your proposal generates business, based upon a study of sales proposal success rates conducted by Bidsketch , a start-up that helps companies write them: 1.

10 Essential Rules for Your First Sales Call

Inc Startups

Over the years I've held thousands of sales meetings, selling both tangible and intangible products--and I've learned that there are some basic fundamentals that make a difference no matter what your offering is. Keep these simple things in mind to make those first sales meetings a success.

How to Use Facebook Ads to Drive Sustainable Traffic & Boost Sales

Duct Tape Marketing

How to Use Facebook Ads to Drive Sustainable Traffic & Boost Sales written by Guest Post read more at Duct Tape Marketing. a lead or sale) is the eventual goal, the runners up are “soft conversions”, like the following: 1.

Giving a Sales Presentation? 6 Questions You Must Ask First

Inc Startups

When you''re asked (or allowed) to make a sales presentation, you want to be certain that whatever you say helps the customer make the right decision. Therefore, before giving any sales presentation, ask yourself the following questions and adapt your presentation accordingly: 1.