The only possible way to accelerate the sale is to accelerate the business and buying decisions that underpin it. However, as the complex buying processes examined in Part 1 demonstrates, buyers cannot race to the purchase order even if they want to. Sellers cannot go from a sales meeting to a sales proposal and skip [...]
You cannot run through a complex buying cycle. You need to be precise and walk through it one step at a time or risk losing the buyer and potentially the sale. This can also require ensuring the buyer slows down too. Take for example a potential client who is in a rush to get a [...]
Sales managers dream of shorter sales cycles, but the reality is that to speed up the sale they may need to slow down their selling. There was a time when you could pre-qualify over the phone and close in the first sales meeting. But no longer! It is going to take many calls and many [...]
Sales managers dream of shorter sales cycles, but the reality is that to speed up the sale they may need to slow down their selling. Longer sales cycles have serious implications for meeting sales targets and controlling sales costs, as well as for the overall level of sales visibility, predictability and control. However, a slower [...]
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