Speed Your Sell Cycle
A fundamental factor in speeding your sell cycle isn’t qualifying budget, authority and time frame before you’ll meet with a new prospect. It’s being recognized as an expert before you reach out to set an appointment.
When your company is recognized as the experts, prospects want to take your sales reps’ calls. It no longer takes nine attempts to gain access. In two calls, your salesperson will get through—and then can confirm budget, authority and time frame.
Work on building your recognition through targeted nurturing and lead generation activities. Then use social media, blog posts, events and email campaigns and all the other 14 prospect attraction strategies to share your expertise. As people notice you, your recognition increases and so does your sell cycle.
Kendra Lee is a top IT Seller, Prospect Attraction Expert, author of the book, “The Sales Magnet” and the award-winning book, “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the small and midmarket business (SMB) segment.
