Once we are measuring the right things, and we know we are working the right opportunities, we can start to apply specific techniques for accelerating our customer’s buying process. Please let me emphasize, we are not talking about pushing customers to buy before they are ready. All of these suggestions are put forth as a [...]
Monthly Archive for January, 2009
One very common measure that companies use to gauge sales velocity is the average length of a sales cycle. This is normally measured in the number of days it takes to work an opportunity through the sales pipe- line and close the deal. There is a big difference, however, between shortening sales cycles and accelerating [...]
Do you want to increase sales revenue? There are two ways to do it. One is to increase sales velocity by increasing the number of opportunities that flow through our sales pipeline and ‘close’ in any particular month or quarter. If we put twenty deals through the pipeline last quarter, and we were able to [...]
So, how do you get past the low-level gatekeepers and get access to the higher levels? Here are a few proven techniques you can leverage to ‘make the little sale’ of why you deserve to meet your customer’s boss, their boss’s boss, and the senior executives of the company. Most of these techniques leverage concepts [...]