3 tips on how to speed up your sales cycle for B2B brands
Speeding up your sales cycle is one of the best ways to work at increasing your revenue generation capabilities. In this article we give a few handy tips on how a B2B brand can speed up their sales cycle.
Ease out the paperwork
One of the most important points in a sales cycle is the time space where the buyer has chosen your company but not yet signed to all the paperwork since they are under scrutiny. Their lawyer teams are sitting there and scrutinizing all the points you have put forth. To be honest, this space should not even exist but since it does you need to cut it short. One of the best policies to take is to simplify the paperwork, cut out jargons, and shorten the length of it such that a business leader can understand every single phrase without consulting a lawyer.
Lesser references
Reference marketing does good work but it can be easily overdone which destroys the goodwill that it holds. When a customer has chosen your brand they are still going to want to take a few references. Don’t give them every single one that you have. A good number here is two references, one belonging to the respective industry of the prospect buyer, and another belonging to a big name in any industry. If you stack ‘em up with reference calls and make them talk to a lot of unknown people, chances are that the sales cycle will get much longer.
Pro tip: video references work better than calls.
Answer questions in real time
Every client is going to have questions and these questions usually take up a lot of time. What you need to do is basically keep your answers ready, and provide them within seconds of the arrival of the question. Try not to do it before because otherwise it may seem like an act of negotiation through character tracing. Well it kind of is, but without the negative connotation is all. You still need to keep holding on to content marketing and provide fresh content which helps the client understand your business process and are assured with the sense of making a better deal.
Follow these three steps and successfully shorted your sales cycle and grow your business. Best wishes to your brand!
