I would make a lot of money if I had the answer to that! You need to look at what is happening at each step and figure out how to clear those hurdles faster. Can you create documents that help address concerns that you know will come up. Are there demos you can create to show features you know they will ask about at different stages? Are there ways to start working with the different groups involved in the decision earlier in the sales cycle? Does that cycle go faster if you get someone involved earlier (i.e. the CEO, the CIO)? There are a lot of variables. I’m going through this now with my company and it’s not easy. The more you understand about the buying process the more you can take slack out of the system.
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Find out about the Trigger Events - event that will trigger the sale to happen. Once you learn about the trigger events, you will have a compelling reason to contact your potential clients and you will be able to have an intelligent conversation with them. This will speed up your selling process for sure!
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So true! So many factors involved...I think a lot of it comes down to follow-up and really listening to each prospect, what their issues are and how they make decisions internally (who is involved in the process etc) - I've done the top-down approach and vice-versa - both have pros and cons - at the end of the day, you have to get a few key people behind you in a company that you have very limited access to, and show them how you offer value..better figure out who supports you quickly and build a good relationship from there.
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