Sales Hacker Series Dublin - Mark Stoddard - Shorten Your Sales Cycle With Three Key Hacks
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Shorten Your Sales Cycle With Three Key Hacks by Mark Stoddard. Sales Hacker Series Dublin, September 23, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.
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Sales Hacker Series Dublin - Mark Stoddard - Shorten Your Sales Cycle With Three Key Hacks
- 1. Shorten Your Sales Cycle with 3 Key Hacks Mark Stoddard, EMEA Channel Manager September 23, 2014 mstoddard@hubspot.com @mdstoddard
- 2. AGENDA Define Your Sales Process How it fits into the sales process 1 2 3 Start Helping
- 3. DEFINE YOUR SALES PROCESS 1. RESEARCH Prepare for the sales process 2. PROSPECT Get to a connect 3. CONNECT Schedule the Exploratory Call 4. QUALIFY/DISCOVER Execute the Exploratory Call 5. Agency Grader Get Buy – In/Determine how viable an opp 6. Demo/OBJECTIONS & CLOSE Showcase Software/Sign up new customer Too Big Queue No Fit Queue Marketin g Queue Int’l Queue Unable to Qualify Unqualifie d Closed Lost Closed Lost LEAD OPPORTUNITY Bad Lead
- 4. STOP CLOSING START HELPING
- 6. NO ONE ENJOYS BEING ‘CLOSED’
- 7. DEFINE YOUR TARGET • DoPn’Rt juOst SrelPy oEn yCouTr company, know YOUR ideal prospects. • What unique experience do you have? • What industries do you know well? • Who can you always resonate with?
- 8. QUESTIONS?