
3 Easy Steps to Achieve a Shorter Sales Cycle
Sales blogs have always reminded me of the “get rich quick” ads that you see on your Facebook feed. So, if that is what you are looking for, this probably isn’t the material for you (it will definitely help increase sales though).
B2B Sales, or any sales for that matter is hard. Quite possibly one of the most difficult roles to be consistently good at in business. So why are there areas of our sales process that haven’t changed in decades?
Below are the 3 Key Strategies to implement into your sales process that will help you achieve a shorter sales cycle:
- Unique Videos & Customer Specific Clips
- Custom Content that Stands Out
- Purposeful Outreach & Follow Up

- Video
I can’t tell you how many times myself, or my team, have felt that a deal was about to close… and what do you know, some executive wants to schedule a product demo. This is a good buying sign for sure, but more often than not, that product demo will be scheduled multiple weeks out to accommodate for their busy schedule… so you can go ahead and say goodbye to hitting that quota in time.
Statistics show 7 out of 10 Decision Makers will require their own product demo or video before making a decision to buy. If we know they need to see the product, why not incorporate unique product videos into your follow up pitch?
By doing this you will make a great first impression and achieve a shorter sales cycle.
2. Content
Whether your content of choice is a slide deck, PDF, whitepaper, or word document, there is NOTHING worse than a sales person who sends generic content. An example of “generic content” is a slide deck that is used for each client that salespeople see as their “go-to follow up deck”. I’ll admit, I was a huge user of the master deck earlier in my sales career. Clients hate it. No bueno.
Whether your follow up is a video or other content, it must be unique. Use pre-built slides but add context that is relevant to your client. If a whitepaper is your drink-of-choice, you better make damn sure it’s relevant to them.
Moral of the story, salespeople always think “what would I want to receive”, don’t do this. Use your call notes, re-listen to your demos, and cater your content to the client specifically.
3. Purposeful Outreach
Here’s the scenario:
It’s been 3 days since your last conversation with your client. You performed an incredible product demo, the timing is right for them to consider buying, your follow up content is on point, and you send them a “Checking In” email… Buyers absolutely love that. Just kidding. They don’t.
Persistence is key in sales, it really is. But persistence without purpose will not lead to long term success.
Next time you conduct deal outreach, try something new. Try the below approaches:
- Send them a list of customers that are similar to them
- Recap initiatives that they discussed and how they tie into upcoming product launches
- Provide a list of onboarding/implementations tasks for new customers
- Send a whitepaper, eBook, or something educational (better be relevant, though).
- Update your Follow Up with relevant content or video if you were being lazy before.
Finish with a Call to Action, of course.
Not only will your clients respond to this approach just about every time, but they will provide insight to when the deal is going to close and what obstacles you may have in front of you.
The above strategies may seem simple, but that is the point. For your clients to interpret your products purpose and value your sales process needs to be simple, yet specific to your clients’ needs.
Happy Selling!
Originally published at www.hubpitch.com.
