A thought I had about sales approaches based on economic conditions: Booming Economy – Salespeople should focus their message (value proposition) on efficiency and velocity. Their solution should essentially provide an improvement in productivity. Recessionary Economy – Salespeople should focus their message on reducing waste/improving profits. Their solution should provide a method for getting more out of what the customer has today. Perhaps I am oversimplifying things, but I think this approach has merit.
Continue ReadingShortening The Sales Cycle
Salesopedia.com offers a good article this week on a timely topic – How to Shorten Your Sales Cycle. The author cuts to the quick on an issue we encounter frequently: To begin with, many sales people just don’t know how long their sales cycle is, we ask and we hear things like “depends” (sometime it fits), “it changes” (it always seems longer during Daylight Savings Time), and the all time favorite, “well you know it’s different in our business”. Well it’s not really. Underlying this is the fact that many reps and organizations do not know what their sale looks like, they have not deconstructing their sale, identified the basic… Read More
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