How to Speed ​​Up B2B Sales Cycles: 10 Helpful Tips

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The sales process is complex. According to an analysis by the Canadian consulting firm GetMoreDone (founded by Mark Ellwood, known for his studies on time management optimization and productivity improvement), only 10.8 of the weekly hours of professionals and managers who deal with Sales are dedicated to selling (just over 22% of the total working time). Most of the time is spent on administrative tasks (23% of the time) and order management (12%). Only a few hours are dedicated to planning and pre- and post-sales services, only 10% of the total time of work activities.img art 4The data speaks for itself: with this distribution of work activities, it is inevitable that sales cycles are long, thus negatively impacting business performance.

Some tips on how to speed up sales cycles come from the blog of Hubspot, the well-known inbound marketing & sales platform.



B2B Sales Cycles, The Golden Rules
1. Automate repetitive tasks
Automating repetitive tasks through the right technological tools helps salespeople to dedicate more time to high-value cognitive activities, such as building targeted relationships. It is therefore important to do an initial assessment to verify which of the “time consuming” activities are performed by salespeople and assign priorities to understand which can be belgium telegram mobile Phone Number listautomated. Company research and data entry are two typical examples of activities that can be easily digitized and automated.




2. Make sales calls more effective
Any telephone approach must start with preliminary planning and a clear and defined objective so that the dialogue does not get lost and the negotiation “goes to waste”. It is important to know in advance that the interlocutor, the potential client, is interested, and this interest is built with inbound marketing and a properly designed content strategy. Furthermore, clearly communicating your objective helps make the phone call more effective: the potential client immediately understands the purpose of the chat and will know what type of information and answers to provide.

3. Analyze prospects' objections before responding
The best salespeople know that it is essential to not only listen to objections, but also to understand their root causes. For example, a potential customer might say that they do not have time to listen to a presentation of a new product. This could be the perfect opportunity to launch into a pitch, a very quick, direct presentation format organized into small key messages, usually used by startups when they present themselves in front of investors (the pitch works as long as you have previously planned the call and defined the objective, so prepare this presentation format very well).

Or you could ask some more questions about why there is no time and by listening and analyzing the answers carefully you could learn some important details (for example that the prospect is short on resources due to the small size of his team), valuable to avoid untargeted or irrelevant objections.

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