Time Kills Sales: How to Speed Up Your Sales Cycle
RAIN Group
JULY 5, 2023
Are you finding the sales cycle is getting longer? Increases in loss to the dreaded “no decision”? Difficulty selling in an uncertain economy? You're not alone.
speed-kills 
Speed Kills!
Partners in Excellence
JUNE 16, 2016
No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually far fewer than I deserve.). Efficiency is all about speed, getting more done in less time. These were all done at low speeds. Yet all the data shows results declining.
Commission 
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(Lack of) Speed Kills Sales | Sales Tips
Engage Selling
JUNE 9, 2017
This year, my team and I have had the pleasure of working on some really interesting projects. In one case, a client discovered that their customers demanded a 24-hour turnaround on all quotes. It’s a very fast-paced business and there’s … Read More »
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The Five Questions You Should Be Asking On Every Discovery Call
Sales Gravy
MARCH 28, 2023
If there's one thing that will doom an opportunity before it even picks up speed is wasting your and your prospect's time on the wrong questions. Autopilot Is Killing Your Discovery Process One of the reasons that many salespeople struggle to ask the right questions during the discovery call is that they run on autopilot.
Negotiate 83
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Where Are Your Pinch Points?
Engage Selling
JULY 12, 2018
A lack of speed kills sales. We live in an “on-demand” world. Your favorite show or movie is available on Netflix at the click of a button. Your closest family and friends are all “in your pocket” and a quick … Read More »
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Want Faster Page Load Times? Design for It
Salesforce
JULY 12, 2023
Trailblazer Sakshi Nagpal was after speed. Multiple requests for data from the browser kills performance,” she said. ” With her requirements clear, she looked at how to optimize the app layout for speed. In the world of load times for Lightning Experience pages, every fraction of a second counts.
Salesforce Overheard: 51 Examples of Jargon — Here’s What To Say Instead
Salesforce
APRIL 11, 2022
This is the ancient cave dweller part of our brain — the part that doesn’t want to face being left behind or potentially being killed for standing out. Get up to speed. If the majority of those around us are using business jargon, our primal instincts kick in, and we start using it too. Double click. See more detail. Drill down.
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Driving, Asking Questions, Inside Sales, and Sales Process with a Twist
Understanding the Sales Force
SEPTEMBER 8, 2015
Now we will ask you to drive a much larger car, drive it at faster speeds, on an obstacle course, with people in your way. Oh, and one more thing – for the first time, you’ll be driving a six-speed manual transmission. Salespeople think someone will be killed – and they worry that it might be them!".
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6 Mistakes to Avoid in Your Inbound Lead Follow-Up
Sales Hacker
MAY 21, 2020
Speed-to-lead isn’t considered a top priority. Decrease Speed-to-Lead. Follow-up speed is probably the number one driver of conversions and deal closing, and it’s also the number one area in which sales teams fail. The stats around speed-to-lead go on and on. There isn’t a continual feedback loop between teams.
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How tech consolidation increases revenue in any economy
SalesLoft
JULY 10, 2023
Improves speed-to-lead time when a customer shows interest. That’s because one solution with multiple capabilities allows you to: Get more out of your time Do only the things that fuel pipeline and close more deals, not the busy work that kills productivity and steals important selling time. But it’s not one that you have to do alone.
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This day in search marketing history: February 25
Search Engine Land
FEBRUARY 24, 2023
Google revamps Test My Site mobile site speed tool 2019: Test My Site (which launched in 2016) was rebuilt with more features details on a site’s mobile site speed. Nearly half of users have a bad reaction to ‘not secure’ browser warning, survey finds 2019: Survey found the flag affected user behavior and brand perceptions.
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7 Uncommon Sales Practices Buyers Love & Sellers Need in 2023
Sales Hacker
JANUARY 12, 2023
Slow deals down… to speed them up. Slow deals down to speed them up. Time kills all deals!” When you try this, you’ll find that the second half of the cycle actually speeds up. It’s how you’ll leave your mark this year. Jump to: Target & sell to trainwrecks. Quad-Tap”. A better way to engage event leads.
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High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of Go-to-Market
SaaStr
FEBRUARY 20, 2024
So, they started saying, “Territories killed rep productivity.” To speed that up and apply optimization science, the system prompts the rep to work the lead. Today, many SaaS companies still divide up sales accounts in territories by city, country, or region, or round-robin them by rep. Those folks pick up a lead and work it.
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This day in search marketing history: January 13
Search Engine Land
JANUARY 12, 2023
Bing Adds An Internet Speed Test Tool To The Search Results. 2016: Some users were seeing the new feature on Bing when searching for [speed test] or [internet speed test]. 2011: Why FeedBurner Is Killing Your SEO Strategy by John Lincoln. SEOs Confused, Puzzled After Google’s Mystery Update. by Chris Liversidge.
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Even In-Person Shopping Is Becoming More Digital
Salesforce
SEPTEMBER 1, 2021
To get associates up to speed quickly, use digital learning platforms like myTrailhead with learning paths that teach associates (and managers) how to handle every aspect of digital and physical transactions. Nothing kills customer satisfaction like out-of-stock inventory, especially during the holidays. Keep inventory levels in check.
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B2B Reads: Strong Leadership, Intellectual Diversity, and Strategic Planning
Heinz Marketing
MAY 14, 2022
Slow selling kills deals and every salesperson is familiar with the positive feelings associated with a sales process that happens efficiently and quickly. This article breaks down why deals may close quickly or not, as well as how to speed up the sales process. Stop Spinning Your Wheels: Selling Techniques for Fast Closes.
Guest Post: Now More Than Ever, It’s Time to Help Each Other
SalesLoft
MARCH 20, 2020
You’ll kill momentum and rhythm because you think people need to be checked in on. Response time speed to texts, Slack, and email is critical. Trust your team to do what needs to be done, rather than try to control the results. Don’t implement a meeting-heavy schedule. Keep a hawk’s eye on your communication channels.
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This day in search marketing history: February 26
Search Engine Land
FEBRUARY 25, 2023
Google to kill off property sets within Search Console 2019: Google said you could download the data from the interface or the API before they turned it off completely. The other aimed to drive home the impact mobile speed can have on the bottom line. 20 and 21.
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Five ways to harmonize PPC and SEO to boost ROI by Adthena
Search Engine Land
MARCH 14, 2023
On the other end of the spectrum, what if your organic performance is killing it, and there’s no paid competition in sight? Fast load speed and an overall good UX drive conversions from paid and organic traffic. Optimize your metadata, and do keyword research to identify valuable long tails and question keywords, for example.
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Recap Emails: Better Follow-Up for More Wins
Sales Hacker
JANUARY 18, 2021
By clearly laying out the key points of your conversation, next steps, why those next steps, as well as who should be involved, you’re making this easy on your prospect, and you’re eliminating friction that may stall or kill a deal. Give you the opportunity to pull in key stakeholders. Closing with your name.
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Sales Training Courses: 5 Best Courses For 2021
Lead Fuze
AUGUST 13, 2021
Cleanse Your Data- With technology evolving at a breakneck speed, it is critical to take all reasonable precautions to protect the precision and reliability of all your data. No longer will the lone wolf kill the large target. After all, in a sales negotiation, recognizing seller power sources is important. . Conclusion.
3 Ways to Make a Sales Comeback
Women Sales Pros
SEPTEMBER 13, 2019
And on top of it, everyone else on the sales team is killing it. Slow down to speed up. You’re in a sales slump and wondering: Do I still have it? The last five deals didn’t come through. You lost to a very average competitor. TIME FOR A SALES COMEBACK What does it take to create a comeback? There isn’t just one answer.
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83 Effectiveness And Efficiency Are Not Natural, But They Are Learnable
Partners in Excellence
NOVEMBER 16, 2017
As a result, if we have the potential of creating crap at the speed of light. Related Posts: Sales Performance Management—Effectiveness And… Speed Kills! Efficiency doesn’t discriminate between great and bad execution, it just focuses on helping us do what we do in far less time.
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How to use digital PR to drive backlinks and business growth
Search Engine Land
JUNE 28, 2023
So, if you focus link building efforts on complementing what you’re already doing for digital PR, you kill two birds with one stone and reap the benefits from both efforts. As those people see more of your own content, they’ll feel motivated to contact you and learn more about how you can help them.
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4 YouTube Trends to Leverage in 2021 [Data + Expert Tips]
Hubspot
APRIL 12, 2021
While this is still prevalent," he adds, "it seems like we've swung back the other way with short to mid-length content really killing it. He adds that music creates a sonic bed for the viewer to situate themselves on, inviting the audience to lean in as you speed things up or sit back and relax as you slow things down.
This day in search marketing history: March 3
Search Engine Land
MARCH 2, 2023
“Our index grew so quickly, and we were just crawling at a much faster speed. Google Kills SearchWiki, Replaces It With Starred Results 2010: The ability to re-order, remove, and comment on search results was replaced by a scaled-down version that Google was simply calling “stars” or “starred results.”
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So You’ve Automated Everything — What’s Left For Your Employees?
Salesforce
AUGUST 29, 2022
What does the future really look like with automation and artificial intelligence operating at full speed? So longer hours can literally kill you, and don’t translate to any more productivity. After automation, what comes next? Let’s start with what can actually be automated. About 20-30% of work is highly mundane.
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Stop Leaving Voicemail Messages that Kill Sales
The Sales Hunter
APRIL 23, 2013
Lousy voicemail messages will kill sales faster than you can hit speed dial. When was the last time you listened to one of your voicemail messages? This week I received a voicemail message from a salesperson who was looking to sell me something. Problem is I have no idea what they were trying to sell, because the voicemail was so bad.
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The 5 Most Common Sales Objections And How To Overcome Them
Gong.io
NOVEMBER 19, 2021
They’re often emotion-based speed bumps, not outright doubts about your product. Time kills all deals.). Customers usually state them pretty plainly, not like smokescreen objections. You know what you’re dealing with here, which is a good thing. So what exactly are they and where do these sort of sales objections come from?
Sales Managers Are Killing The Sales Organization!
Partners in Excellence
MARCH 7, 2016
or maybe I’m just more aware of it, but it seems that too many sales managers are focused on killing the sales organization. But, it turns out, it’s not the changes in how customers buy that are killing the need for sales people, it’s poor sales management that is killing the need for sales people.
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51 Sales Negotiation: How to Navigate the Gives/Gets for a Win-Win
Sales Hacker
NOVEMBER 1, 2019
Often, sales reps jump to discounting to speed up negotiations. Discounts kill credibility and create a negative perception of you and your solution. When the customer says they’ll make a final decision on Friday, schedule a call for Friday. Always maintain the forward momentum. Don’t Jump to Discounting.
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Better Results From Each Activity Or More Activities?
Partners in Excellence
MARCH 17, 2022
Taken to the extreme, we create crap at the speed of light. Related Posts: Killing The Conversation Effectiveness Must Precede Efficiency Lean Sales And Marketing--"Every Activity Has A Context" Developing And Maintaining A Sense Of Urgency Going Beyond The "What" Of Activity Metrics. We call that continuous improvement!
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Can Your SMB Grow Sales Without Disruptive New Tools?
Score More Sales
JANUARY 17, 2013
We are now in a time where a smaller company can minimize disruption and find reasonably priced tools which are more simple to get up to speed on and that offer quick wins. A GPS tracking feature helps reps speed up reporting and show accountability. The Good News – Tools Can be Easy to Try Out and Implement.
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92 Everything Has Changed In Buying/Selling, Except Us!
Partners in Excellence
NOVEMBER 1, 2016
Other tools help increase our efficiency, we can get more things done, faster (we can also create crap at the speed of light). Related Posts: So Much Has Changed, So Much Is The Same Sales Road Kill The Bar Is Being Raised For Both Buyer And Seller When Sales People Don’t Change?
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What Is a Strategic Sales Plan?
Gong.io
DECEMBER 5, 2022
At this point, you should also draw up a training process so that any new reps you hire can quickly get up to speed on your sales methodology and processes. Two of the three biggest deal-killing sales behaviors are the seller delivering misinformation about a product and the seller not understanding their own product or service.
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How to Take the Cringe Out of Sales Recruiting
Openview
JANUARY 7, 2019
I keep them up to speed with what the marketplace is saying and they keep me up to speed with business needs and feedback internally on candidates they interview. And without our commitment to transparent collaboration, the difficulty of the search would have killed our partnership a long time ago. Key takeaway.
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94 The Effects of Typography on User Experience & Conversions
ConversionXL
MARCH 16, 2014
All readers – but especially low-vision readers – experienced better reading speeds & comprehension when line-spacing was set to 1.5 (Psychographics of Reading). When you’re 60, it’s only about 20%. ( See: Presbyopia) also 3/4 of Americans use corrective lenses (Statistic brain). Interesting.
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11 Surefire Ways to Shorten Your Sales Cycle
Gong.io
JUNE 18, 2018
In this round, we analyzed the best way to speed up every phase of your sales cycle. When you automate your onboarding process, reps come up to speed faster. Know that your reps will come up to speed faster than ever with an automated process. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.
The Weaponization Of Social Media
Partners in Excellence
JUNE 25, 2013
Yet now, we can employ masses of technology, we can now paper the world with garbage at the speed of light–and all free! Yes, this is the “people kill people, not guns” argument–as much as I hate it.). There are no limits! We can attack new markets, new channels, all in the quest of increased engagement.
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92 “94% Of Buyers Research On-Line…” SO WHAT!!
Partners in Excellence
MAY 22, 2017
Yes, a small part of it is being an information concierge–providing brochures, data sheets, case studies, educating customers about feeds and speeds, features and benefits. Related Posts: Buyers Aren’t Killing Sales, Sales People Are Killing… What If The Half Truths About Sales Were Absolutely True?
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Executive Interview with Pete Gillett of @ZuantApp: Sales as a Buying Experience
SBI
JANUARY 21, 2020
And these days, it’s all about ‘speed to lead’ – people won’t wait anymore; whether it’s a visit to your website or your tradeshow booth. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . Pete Gillett is the founder and CEO of Zuant.
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Living with F.E.A.R
Closing Bigger
JUNE 26, 2014
They would often kill the people in the car. We picked up more speed and Dad and Jim were now bracing themselves for a potential impact. These criminals would drag an old wrecked car onto the road and set it on fire – then they would lie on the road and often hide in the ditch as well.
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Did You Notice?
A Sales Guy
JULY 24, 2013
———————————— Although our favorite Sales Guy, Jim Keenan, is off learning to get killer air without being killed, I figured we might as well think about skiing while we worked. I personally prefer to keep my skis on the snow and go FAST (top speed last season 70.2
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Buyer Efficiency
Partners in Excellence
JULY 27, 2018
As a side note, focusing on sales efficiency without first focusing on sales effectiveness will do nothing more than creating crap at the speed of light.). Related Posts: Effectiveness And Efficiency Are Not Natural, But… The Most Important Improvement In Efficiency,… Speed Kills!
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