Long sales cycles are a common challenge in B2B sales, but it doesn’t have to be that way. With long sales cycles, it gives your competitors months–sometimes years–to jump in and steal your prospect.
Taking a proactive approach allows you to close those deals before your competitors have a chance. In addition, that revenue will hit your bottom line faster, allowing you to allocate resources to chase other big-time opportunities.
Sales cycles often seem to drag on without progress. And the resources and money you’re using to chase leads for months without an end in sight could be used elsewhere.
By reducing your sales cycle, you can close those high-leverage deals faster, set your salespeople loose on other opportunities in the pipeline, and have that revenue hit your bottom line quicker.
Enable your prospect to comfortably and confidently make a decision faster
Your sales team only has so many hours in the day. And now, cold calls, emails, and drop-ins aren’t as effective as they used to be. Prospects now want to do their own research and be educated on how you can solve their problems.
By developing a content strategy focused on your target audience’s specific pain points, you enable your sales team to serve prospects the right information, at the right time and place, leaving no stone unturned in the buyer’s experience.
Your tech stack is the X-factor in your sales team, either running like a well-oiled machine or running around like a headless chicken. Getting your CRM up-to-date with other marketing and sales platforms can make your team more efficient, effective, and consistent.
Tools like marketing automation platforms, email platforms, and lead management platforms save your team time and resources so they can focus on building relationships and closing deals.
Your customer needs a provider for your offering. Will it be you? Or will you let your competitors step in and close the deal?
Get in touch.
Believe it or not, your competitors are trying to undermine you. If you let them, they’ll take every opportunity to step in and steal business from you–especially if your average estimated time to close is months and months long.
It doesn’t have to be that way. By educating your customers and providing them with true value, you can close the deal before your competitors even have a chance to make their move.
Don’t leave your sales team in the dark. Silos are the death of revenue growth
95% of B2B buyers aren’t ready to buy at any given moment. That means your sales team shouldn’t spend time convincing them to buy. That’s where marketing comes in.
Marketing should stir up demand until your buyers are ready to buy. Once they are, they’ll already be knowledgeable about your offerings, making your sales team’s job to close a lot easier. The hand-off from marketing and sales should be seamless. That means your teams have to be on the same page.
We often see sales and marketing teams working in silos, separate from one another. Alignment between your sales and marketing team is detrimental to generating leads, closing deals, and driving revenue.
Read MoreWe can end the long B2B sales cycle stigma together.
