If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Close rates will be lower. Sales cycles aren’t linear. Sales people don’t get stuck, they just keep working, putting in a lot of effort (moving up) and wasting time not getting any closer to the sale.
The key is to stop moving up!
I created this video to demonstrate what a real sales cycle looks like. It will be part of the new A Sales Guy U, coming in January. If you are interested in getting the associated white paper on how to manage a real sales cycle, send me an email and I will send one to you.
The more we know how sales cycles work and how deals move, the better chance we have of controlling them.