How To Shorten The B2B Sales Cycle

How to Shorten the B2B Sales Cycle

A B2B Marketing Power Minute

Christopher Ryan, CEO

Fusion Marketing Partners

www.fusionmarketingpartners.com

Three Key Ways to Shorten Your Sales Cycle

1. Create a clear and differentiated brand promise – help your prospects quickly understand how you benefit them

2. Optimize your website for pull marketing and lead conversion

3. Establish a lead qualification process based on the pull marketing sales model

Sales Process – Traditional Model

Close Rates

5%

10%

25%

30%

50%

80%

100%

4

3

7

6

5

2

1

4 Months

1 Qualification

2 Needs Assessment

3 Education

4 Solution Refinement

5 Proposal

6 Contract

7 Implementation

Sales Process – Shortened Sales Cycle

Close Rates

10%

50%

80%

100%

4

3

6

5

2

1

2 Months

1 Education & Self Qualification

2 Needs Assessment

3 Qualification & Solution Refinement

4 Proposal

5 Contract

6 Implementation

Inside

Sales

Field

Sales

Website

Note: in this model, the first three steps are handled by your website and inside sales team.

About Fusion Marketing Partners

Christopher Ryan, CEO

We Do This:

- Brand building/messaging

- Website optimization

- Content creation

- Lead Generation

You Get This:

- Much greater levels of awareness

- Higher quantities of qualified leads

- Ability to generate faster revenue

Lots more information at:

http://FusionMarketingPartners.com/

http://Greatb2BMarketing.com (blog site)

info@fusionmarketingpartners.com719-357-6280