3 Ways to Shorten the Sales Cycle

Deliver Predictable Revenue With a Shorter Sales Cycle

According to a recent Aberdeen Study, “Lengthening sales cycles is the #1 concern of sales leaders, by a 41% margin over all other pressures.” Sales cycles have been lengthening beyond what’s expected, making it impossible to consistently deliver predictable revenue for the enterprise and causing other issues as well:

  • Dropped leads
  • Fewer opportunities
  • Missed quotas
  • Lost revenue

sales cycle

Aberdeen looked into lengths of sales cycles at different sales organizations, and found that best-in-class sales organizations have a 16% shorter average sales cycle than under-performing companies. Let’s look at some of the ways these organizations successfully shorten the sales cycle, and improve sales effectiveness:

1 – Provide Your Sales Team With Great Content

Traditionally, it was up to the sales rep to use the power of persuasion to convince consumers to buy. Now, buyers want to do their own research before making a buying decision. If you want to shorten your sales cycle, it’s crucial to enable sales teams with the best-performing content to achieve the best results.

2 – Leverage Sales Tools and Technology

However, it’s difficult to measure the effectiveness of content due to an inability to connect marketing with sales results. Top sales organizations integrate their CRM with marketing automation and other B2B solutions to collect accurate buyer data. They then leverage that data to measure effectiveness and finally, replicate top results.

Technology also helps you document and develop your optimal sales processes, then scale them across teams. By streamlining and then automating your processes, your sales reps can sell more effectively.

crm integrations

3 – Develop a Buyer-Centric Communication Strategy

The B2B sales environment has evolved, and buyer expectations are at an all-time high. Salespeople need to deliver more personalized and convincing messages to their buyers, and deliver that message in the way their buyers prefer. Utilize behavioral data to develop a more buyer-centric communication strategy — reaching out via the buyer’s preferred mechanism:

  • Phone
  • Email
  • Voicemail
  • Social Media
  • Other

Personalization also plays a huge factor in differentiating your company from your competitors. As more and more brands produce content, buyers will become overwhelmed with messages. In order to be heard, you need to speak directly to the buyer, and make a lasting impression.

sales cycle

To find out more about how today’s top B2B sales organizations shorten sales cycles and increase effectiveness, download the full report: Best-In-Class Paths to Shorten the Sales Cycle.

Just think about what a 16% shorter sales cycle would accomplish for your organization:

  • More revenue
  • More successful individual practitioners
  • Less friction for an accelerated inside or field-based sales process
  • Overall stronger conversion and productivity outcomes


sales cycleAbout the Author:
Natalie Jacks is the Content Marketing Specialist at Velocify. She is a skilled writer with experience developing and launching new content marketing strategies for B2B technology companies. Through the effective use of original content and social media marketing, Natalie helps companies generate new business, build brand awareness and turn customers into fans.

 

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