Art Jacoby's Monthly Newsletters
Newsletter Library - October 2006
Accelerate the Sales Cycle
Does your company operate in a market with a long sales cycle? Do you accept the conventional wisdom that it’s going to take a minimum of six months and as long as two years to make a sale as a fact of life?
If so, you’ll be glad to hear that there’s an alternative point of view. You can beat the odds and accelerate the process if you do these things well:
- Offer the market an unusually desirable combination of product/service and customer experience
- Focus your marketing and sales resources on pursuing customers within the niches that place the highest value on your product/service
- Tell a story that resonates deeply while simultaneously building trust
- Work hard and work smart
A prerequisite for accelerated selling is a great product/service combined with excellent customer experience. Then, by focusing on market niches of adequate size, readiness and financial condition that value your product/service, you increase the probability of, and shorten the timeline for, success. Add a riveting story that creates urgency while also building confidence and trust, and all the ingredients are in place. Take it home with hard work and an efficient sales process.
Mission accomplished… faster!
Jacoby drives business evolution.
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