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HOW TO ACCELERATE YOUR SALES CYCLE
HOW TO ACCELERATE YOUR SALES CYCLE
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SUMMARY Sparklane is an editor of predictive lead scoring solutions for B2B marketing and sales. The company has now more than 600 clients in the UK and France, among them a majority of large accounts such as Google, Nikon, Samsung, Linkedin… Each day, Sparklane posts new articles on its blog Sales & Marketing Insiders. Those articles are written by bloggers, influencers, journalists and marketers, on topics regarding sales, marketing and their innovations. We have chosen to gather in this blog book some of the most relevant articles published by our contributors on the topic « How to accelerate your sales cycle »
BLOG BOOK
HOW TO ACCELERATE YOUR SALES CYCLE
TABLE OF CONTENTS
HOW TO DEFINE YOUR IDEAL CUSTOMER PROFILE? ............................ 6 3
5 SHOCKING MISTAKES IN YOUR SALES METHODS ....................10 SALES & MARKETING: TWO GREAT TASTES THAT TASTE GREAT TOGETHER! ......................15 OPPORTUNITIES FOR USING ARTIFICIAL INTELLIGENCE THROUGH THE SALES CYCLE ..................17 HOW TO ACCELERATE YOUR SALES CYCLE IN 5 SWIFT STEPS .......................25
BLOG BOOK
HOW TO ACCELERATE YOUR SALES CYCLE
HOW TO DEFINE YOUR IDEAL CUSTOMER PROFILE? Michael R. LEVY
Just the other day, somebody said to me, “ABM has become a cliché.” I agreed but then noted that while it may be a cliché, I regularly discuss the topic and will continue to do so. Simply because a topic has become a bit over discussed, doesn’t mean that it isn’t important. Account Based Marketing is relevant for a number of reasons including its ability to assist with sales and marketing alignment, its focus on the Ideal Customer Profile (ICP), and the simple logic of placing your bets on the accounts and prospects with the greatest likelihood of driving revenue…
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5 SHOCKING MISTAKES IN YOUR SALES METHODS Sam HURLEY
It doesn’t matter how brilliantly your marketing team pull in the qualified leads, or how exceptionally well your salespeople know your product... Without a solid sales process, you can kiss goodbye to new business. Considering the importance of sales pipelines, it would be absolutely crazy to neglect this area of your company...right? If you take your eye off the ball and let the following sales mistakes slip through the net, you will soon be noticing large amounts of revenue slide through your fingers...
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SALES & MARKETING: TWO GREAT TASTES THAT TASTE GREAT TOGETHER! Michael R. LEVY
During the ‘70s and ‘80s, Hershey ran a series of commercials for Reese’s Peanut Butter Cups with the tagline “Two Great Tastes that Taste Great Together.” As part of the campaign, serendipitous accidents mixed peanut butter and chocolate. The accidents were silly, but the premise was simple – the combination was better than the parts. Sales and marketing are similar. They often operate in different worlds, but in the end, they both have the same mandate: growing top-line revenue.
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HOW TO ACCELERATE YOUR SALES CYCLE
OPPORTUNITIES FOR USING THROUGH THE SALES CYCLE
ARTIFICIAL
INTELLIGENCE
Dave CHAFFEY
AI (artificial intelligence) has become a business buzzword this past year, even featuring in the mainstream media. Many martech vendors are competing to launch AI features for their product or use an AI tool to do something that would previously have required human input. Yet AI is such a broad term, you need to go beyond the hype to review its opportunities for your sales and marketing processes. That’s what we’ll do in this article…
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HOW TO ACCELERATE YOUR SALES CYCLE IN 5 SWIFT STEPS Sam HURLEY
For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible. Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more efficient and profitable your business becomes. Without the use of streamlining techniques, the typical sales rep makes less than 20 calls in an hour. Yet, when applying sales acceleration and related software to better inform actions — research indicates this total actually doubles — equating to an average of 14 more appointments and 1,200 more calls per month. It’s not only calling methods that can be optimised... I’m going to uncover 5 modern B2B sales acceleration methods to achieve faster deals and more revenue…
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