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How brand integrity, relational marketing and Strategized marketing toolS CanHelp tranSform a proSpeCt into a CuStomer more effiCiently.
Chad Nelson, Creative Director: The Basis GroupLinda Nelson, Director of Content Development: The Basis Group
No one will argue with the idea that sales are the heartof business. While invention, innovation, assistance andevolution are all driving forces to do what we do, withoutsales there is little point to any of it. This leads us tothe age-old conundrum—How do we sell as quickly andefciently as possible the things that our work produces?
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1 | A Shorter and Sweeter Sales Cycle
The B2B sales cycle, in particular, can be long and complex, andthere are multiple factors that cause it to be so.
1.Usually,thereismorethanonepurchasingdecisionmaker.
2.B2Bsalespropositionsmustdemonstratequantiablebenets.3.B2Bpricingcanvarywidelydependingontheneedsofthecustomerandscaleofthepurchase.4.Purchasingdecisionsoftendependuponpersonalrelationshipsandthird-partyinuences.
When all this is combined with a strained economic environment,many B2B sellers can be tempted to become whatever abuyer desires. This, however, is a short-term solution that willeventually backre. The key to shortening and strengthening thesales cycle is to be clear about who you are at the core, have asolid strategy for qualifying leads, understand the tools necessaryfor moving leads through the sales cycle, and turn your clients intoyour champions.
A Shorter and Sweeter Sales Cycle | 2
B2B
Sales CycleFactors
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