9 Strategies to Accelerate the Sales Process

By Andrew Sobel via Iris.xyz

How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process would move more quickly.

Since the 2008 recession, many of my clients report that, especially when dealing with larger companies, sales cycles have lengthened. A medium-size project or engagement might now require a six to nine month sales cycle. A large project or deal—e.g., a major outsourcing contract—could take a year or more to conclude. This is especially true if you have been involved at the very front end and collaboratively worked with your client to develop or shape the initiative.

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