Understand the difference between a sales process and a sales cycle. Learn why trying for a one-call-close decreases your win rate. Learn how to evaluate your own sales cycle to determine the appropriate length, and how to create a flexible sales process.
- What's the difference between…a sales process and a sales cycle?…Words only mean what we think they mean…and your company may have some very specific definitions,…but for the purposes of our conversation,…let's define a sales process as…what you do during the individual interaction…with a customer, so it's a one time thing.…The sales cycle is the amount of time it takes…for a customer to go from not knowing who you are…to buying from you.…
It's a number of calls along the way,…so process happens on every single call.…Sales cycle is how all the calls string together…to get you the business and service it.…So now, why does this matter?…Well, because most B2B sales, or high ticket sales,…are not just a one call close.…You have to understand the sales cycle.…Let's look at an example.…Imagine you sell professional services,…like recruiting or accounting,…or maybe you sell for a temp agency.…
or maybe you sell for a temp agency.…These things are rarely bought on a single sales call.…Can you imagine me going in to a prospective client…
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.