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Discusses how the B2B sales cycle can be shortened by adopting a more effective B2B sales model.
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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)
