Reduce Complexity and Increase Win Rates. Recently there has been much discussion about complex decision-making and the lengthening of sales cycles. In great part, this is due to the expanding involvement of multiple people (and functions) in the decision process. As a result, customers prefer not to change and to remain with the status quo. The frustration for customers and sellers alike results from the inability to stem this process as well as the consequential loss of productivity.
This easy-to-read report addresses six actions to shorten the sales cycle:
- Factor in the decision process.
- Stop excessive and unnecessary reorganizations.
- Sell solutions that impact business.
- Manage internal expectations.
- Don’t overcomplicate it.
- Avoid unprincipled concessions.
In this executive brief, we will discuss the realities of today’s complex selling environment, avoiding pitfalls that unnecessarily protract the process, six strategies to shorten the sales process, and what K&R can offer you and your company.
Six Actions to Shorten the Sales Cycle will teach you how to make it easier for your customer to buy, how to stop excessive and unnecessary reorganizations, how to sell solutions that impact the customer’s business now, how to properly manage internal expectations, simplifying the process rather than over-complicating it, and avoiding unprincipled concessions.