When Olympic sprinters want to get better at their craft, they don’t just focus on running more. Dedicated athletes use the newest tools, dedicated trainers, and data feedback to help them shorten their sprint time.
In the same way, your sales team is not going to shorten the sales cycle by pitching to more clients. You’ve got to hone your process, use sales enablement tools, and integrate data to create a fast, agile sales team with lightning sales speeds.
Here are five starting points to shorten your sales cycle:
1. Send Product Marketing on Sales Calls
Your product marketing team is the biofeedback for sales, integrating what customers want with what you offer. When your team runs with a new product, they should have all of the facts so they can give prospects updated information. Up-to-date and in-depth product knowledge are key to shortening the sales cycle because product updates are usually responses to consumer demand and will make the sales process smoother.
If you have a mobile sales team that either works remotely or constantly travels, keeping them up to date on products can be a challenge. Sales management software allows your product development team to share critical updates immediately with your salespeople in the field.
Send all of product development and marketing's customer-base knowledge paired with sales’ people skills for a triad of expedited sales.
2. Think Sales Fit vs. Sales Pitch
What you say doesn’t matter if you’re talking to the wrong person. That’s why your sales team is trained to get in front of decision-makers and understand the nuances of closing big sales. What if you could understand exactly who your decision-makers are and what they need to hear before you ever pick up the phone?
With a sales enablement app, you can use customer demo data to pitch the right info to prospects who are ready to buy. Even if your sales team is green, you can get them up to speed on product details and sales workflows quickly through a digital sales management system.
A sales fit approach focuses on:
- Prospects who have indicated a high probability of buying based on triggered metrics like number of visits to your site and other behavioral indicators
- Geographic parameters and trends by integrating the local market research
- Positive client feedback and usage trends to inform sales pitches
Train your team on finding an excellent sales fit rather than perfecting a generic sales pitch because it doesn’t matter what they say if they’re aiming at the wrong target.
3. Ignore the Won-Lost Binary
Instead of treating prospects as won or lost, begin to integrate the data from even the hardest sales losses to become learning opportunities. In research, the more data from various sources, the more trusted the outcomes. Learn from client successes and not-yets by weaving data into your sales team workflow.
- Enhance your MAPs and CRMs with daily sales data updates
- Help your team to communicate quickly and centrally for better feedback on what is working in the field
- Coordinate the sales, marketing, and product development team processes from a single platform for better sales team preparation
When you see the data from sales lost as equal in value to clients won, you’ll sharpen your focus and turn more of the not-yets into wins.
4. Don’t Get Back to Prospects
“That’s a great question. Let me get back to you on that.”
It’s something we train our sales team to say to save face and politely admit they don’t know everything about the product. Here’s the thing: it’s time to stop saying that because you can make sure your salespeople can know everything by putting it all within their 5.5-inch screens.
Instead of “let me get back to you on that” your salespeople can say “I’ve got your answer right here” and have every facet of your product at their fingertips through your custom sales enablement app.
5. Lose Your Paper Trail
Sales enablement tools can also integrate data from your team’s sales encounters to hone your sales process.
Using a sales enablement app takes out the middlemen of paper and pen. Don’t slow down your team by using paper to process orders, send data, and market to clients. Paper sales systems often lead to these blunders:
- Orders get lost
- Human error means slower turnaround on hot leads
- You can’t track the nuances of customer interactions
Ditching paper trails for a hybrid sales app is cost-effective and storing your entire sales process in an app allows you to:
- Send product updates out immediately
- Give customers detailed product information on demand
- Implement highly-targeted, demographic-based marketing informed by sales team feedback
Digital is more productive than paper. With a digital sales management system, you can turn more clients around quicker with integrated customer insights, one platform for team communication, and product details in a single app.