The Best Way to Shorten Your Sales Cycle
Sales calls in b2b are like the telephone game:
The more calls, the more diluted the information about your product and solution.
Maybe you've played this game in your childhood:
You tell someone a secret by whispering in their ear. This person then passes the information to the next person, and so on.
Each time the information gets passed from one person to the other, it gets diluted.
The same happens in b2b sales with multiple stakeholders.
You jump on a demo call with one specific person.
This person then passes the information about your product or solution to the other stakeholders involved.
Now, if you give your prospects only 10% of the information upfront and 90% in the call, this person has to pass all of that information to the other stakeholders.
This generates diluted information and results in
- more questions,
- more sales calls, and
- a 6-month sales cycle instead of a possible 3 months.
Here's how to fix this:
Don't prioritize sales calls over transparency.
Instead, use your content to give your prospects as much information as possible upfront.
We live in a world where everything moves at the speed of light:
- People need solutions faster.
- They want everything to be efficient.
- Competition grows at a much faster rate.
On the other hand, we have channels, tools, and platforms that allow us to showcase more information about our solution than ever before.
So put that information out there to avoid endless sales calls and to ensure the least amount of diluted information about your products and solutions.