How to Shorten the B2B Sales Cycle?

Aren’t you way too familiar with sales reps chasing after cold or under qualified leads who take a long time to say, “No” and then lose out on better opportunities with warmer or highly qualified leads? Well, marketing and sales efforts are often misdirected on the wrong targets dragging out the entire B2B sales cycle which is already long enough to begin with. This not only leads to missed opportunities but also to wastage of precious company resources.  

So, what are the ways to effectively trim down a B2B sales cycle and win more high-value opportunities in the process? Let’s go down the list.

1.      Identify Qualified Leads

The first and most critical step to a shorter B2B sales cycle is the identification and pursuit of only qualified leads. The logic is irrefutable- when you sell to people with real-time challenges, they have a deeper sense of urgency for your resolution to their problems. So, reaching the decision stage is normally brief, in this case.

To help with this, you can outsource the complex and non-linear process of identifying and pursuing highly qualified leads to a Marketing Automation Agency that uses intelligent marketing to automate the winding journey of a buyer’s decision making process.

2.      Establish the Right Touch Points

The most efficient B2B sales cycle is only possible when you get to the influencers and key decision makers as soon as possible in the process. The most common mistake that a B2B Marketing Agency can make is talking to the right organization but not the right set of individuals who have power over the buying decision. 

To identify the key decision makers of your industry and establish the right touch points at the very beginning of your sales cycle, make use of Account Based Marketing Services to streamline this process.

3.      Assertive Addressable of Buyer Concerns

Never avoid or ignore the primary concerns of your prospective buyers. To get on the other side of challenges, you need to tackle them head on first. But if a buying committee has concerns for your B2B Marketing Services that can’t be overcome by your team, it’s better to figure that out and leave early before you further invest anymore in them.

Thus, it would be in the company’s best interests to conduct a thorough sales discovery process to find out everything they need and want from your services.

4.      Articulate Your Value Upfront

Your ability to articulate the values your business can provide clearly and concisely contributes to a shorter sales cycle because this is what matters to most of your buyers. Avoid distraction from your message by sticking to a few key points. Focus your sales pitch on demonstrating the benefits your prospects will have if they close in on a sales deal with you.

To help you with this you can curate personalized content for each set of your target buyers in every step of the process so that it resonates deeply with them.