A faster sales cycle drives bottom-line impact across a sales organization. If you can get your sales team to move their prospects through the sales process faster, what would it mean for your revenue numbers each quarter? Guaranteed, it will make it a lot easier to deliver on the forecast, not to mention reduce the strain on the rest of the organization.
As a sales leader or manager, it’s easy to say, “Sell larger deals, faster.” The problem lies in “the how.” How do you get your teams to move their prospects through the buying process more quickly?
Here are five ways to do it.
1. Be “audible-ready” to speak to multiple buyers
Like a football player who calls an audible to change a play, a salesperson needs the tools and understanding necessary to respond to the business problems a buyer is looking to solve. Selling in today’s B2B environment means you are dealing with more and more decision makers who are weighing in on every purchase. If you want your sales team to be able to articulate the business impact of your solution, enable them with the tools necessary to do that no matter who is in the room. This starts with them having a crystal clear understanding of the true value you provide your customers and how your solutions are different and/or better than your competitors’.
2. Effective Discovery
Your sales team needs the ability to effectively uncover the business problems facing the prospect and the negative […]