Three Steps to a Shorter Sales Cycle

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11/18/24 • 16 min

In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.

Chapters

00:00 Introduction to Building Great Sales Teams
00:38 Understanding the Sales Cycle
02:07 Developing Referral Partners
03:16 Optimizing Your Sales Process
04:21 The One Call Close Strategy
07:11 Capitalizing on Timing
10:26 Creating a Scalable Prospecting Module
15:23 Conclusion and Real-Time Application

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If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com
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Chapters

00:00 Introduction to Building Great Sales Teams
00:38 Understanding the Sales Cycle
02:07 Developing Referral Partners
03:16 Optimizing Your Sales Process
04:21 The One Call Close Strategy
07:11 Capitalizing on Timing
10:26 Creating a Scalable Prospecting Module
15:23 Conclusion and Real-Time Application

Thank you for supporting Building Great Sales Teams!

Previous Episode

The Big Announcement & Stop Defaulting

In this episode of 'Building Great Sales Teams,' the host returns after a three-week hiatus to share insights from his consulting experience. He emphasizes the importance of building content passively and provides actionable strategies for sales teams, such as leveraging discovery calls into content. The host discusses the concept of defaulting – relying on talent and abilities instead of structured systems – and its impact on personal and business growth. He shares his transition into a new role as VP of Direct Sales at ChexAM, a sustainability company, and outlines his goals, challenges, and the learning experiences involved. The episode concludes with a fresh commitment to delivering high-quality solo episodes focused on real-time sales strategies and leadership advice.

Chapters

00:00 Introduction and Apology
01:39 The Importance of Passive Content
03:50 Stop Defaulting: Leadership Insights
06:33 The Sophomore Slump in Sales
08:41 The Role of Managers and Key Players
20:52 Personal Update and New Opportunities
27:51 Conclusion and Future Plans

Thank you for supporting Building Great Sales Teams!

Next Episode

Mastering the Five Around Strategy for Sales Success

In this episode, the host shares a proven sales strategy drawn from extensive experience as an AT&T dealer, emphasizing the effectiveness of door-to-door approaches. The episode introduces the 'Five Around Strategy,' a method that leverages proximity to existing installations to significantly increase penetration rates in targeted neighborhoods. The host details how this strategy can be applied across various service industries, such as roofing, HVAC, and more. Practical advice on using technicians and salespeople for executing this strategy, enhancing market penetration, and creating more touchpoints with potential clients is provided. Moreover, the host encourages businesses to use this tactic to micro-target neighborhoods and increase marketing effectiveness, ultimately boosting sales performance.

Chapters