How to Shorten Your Sales Cycle

And stop pulling out hair in frustration

As a sales pro, you have probably experienced the frustration of attempting to persuade large prospect/customer to move forward with the sale, only to confront the lengthy stages of procurement, legal, compliance, and security. Today, I am giving you a few practical strategies to mitigate these frustrations, enhance customer satisfaction, and expedite the processes.

First a Note on Selling Fast & Slow

First I want to take a moment to mention that in all sales roles, especially ent., you are going to run into businesses that move slowly through their procurement process and nothing is going to change that, no matter how creative you get. That is okay.

What isn't okay is if you're getting used to that, you stop trying to move things faster. What you're likely doing is getting too stuck in a single sales motion that is allowing those who were ready to move faster to go cold, or giving yourself more pain. 

Get used to temperature checking your deals, trying to push for next steps faster and contracts to go out sooner. 

You'll notice that some are willing and some arent. Simply looking for this will move a lot of your deals faster without needing to get clever. 

Tips to Navigate Enterprise Sales