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Tips for shortening the B2B sales process?
I recently accepted a new position as Sales Director of a B2B software firm. I believe that if we could shorten our sales process, that we would boost the number of closed deals per quarter significantly. The company does not have a lead management tool, and I was looking into Landslide for that. What other tips / tools do you use to help shorten the sales process?
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4 Answers
I recently read that automating your contract process, so that every time sales guys are trying to close a deal they don't have t run through hoops to get that done.
Also, I think it's good to think in terms of what's the buying process of your customers. In order to set accurate expectations, you'll need to know how different personas behave throughout the buying process, and what questions they might ask, so you are prepared, and relevant to them. We are currently re-working our lead flow process and lead nurturing process which are both critical to the success of the overall sales process.
Charlie,
Before attempting to fix the process, perhaps it would make sense to establish what the cause of the problem is. It makes more sense to permanently fix the cause, rather than treat the symptoms, and till you know the the underlying problem, that's exactly what you risk doing.
Mark.
We'd have to know a lot more about your sales org and process / target user base and lifecycle etc before giving you a useful answer to your question.
Charlie, understand that the sales process is in fact a project composed of completed tasks, and, believe it or not, project management tools and practices will effectively eliminate the inefficiencies that typically lengthen the process. I am a fan of finding the shortest sales process possible for any product or service, and virtually every prospective client I encounter has an inefficient sales process that is costing them greatly in net revenue due to its length.
A lead management tool is a good start;however, my experienced guess is that you might investigate tools to manage your sales staff activity and reporting accuracy throughout the process. In most cases I see, there is a lot of "shooting in the dark" by staff and management. Scary.
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