What’s Your Sales Cycle, Baby?

“It’s not about having the right opportunities. It’s about handling the opportunities right.” -Mark Hunter

It’s important to remember that every sales cycle differs, depending on your sales person and the people they are selling to. At its base, a sales cycle is nothing more than a repeatable, series of steps that can be mapped out to track interaction with your prospects. These steps allow you to pinpoint the first interaction with your business all the way through to the close.

There are 5 basic steps to account for in EVERY single sales cycle, regardless of the amount of time a prospect spends in each of them. Drilling into them will help you make sure you don’t lose anyone on their journey to becoming a client.

  1. Lead Generation. This is one of the easiest steps for your sales person, putting together a list of leads, or as some call it, a prospecting list. They may do this using outbound methods, their own network or inbound marketing. Once you’ve made the list you then have to go through it and decide who meets the criteria you’ve put together. This is where having solid buyer personas come in.
  2. Qualifying. This is crucial. You don’t want to waste money and time on pursuing an individual who is not ideal for your company. Ask yourself if the company in question has a need for your services. Do they have the budget? If not, move on. If you are unsure, it doesn’t hurt to have a discovery call, but use the call to quickly drill down on whether or not you’d be a good fit.
  3. Value Sell. Now that you’ve qualified the lead and reached out and they seem interested, it’s time to show off. Show this prospect what your solutions are and how they can assist the prospect in reaching their goals. If you fall down here, you can pretty much guarantee that you’ll lose the sale.
  4. Trusted Advisor to Prospects. You’ve dazzled the prospect with the value your services can add to their company and now you’ve have to dazzle them as they voice their objections and questions. This is where you set the stage for the delivery of the product and the relationship with the client moving forward. You must be able to handle the prospect’s objections and help them to understand why they need you. If you can do this, you will leave with the sale.
  5. Deliver and Support. You may have made the sale, but the relationship doesn’t end there. You’ve got to make sure you deliver what was promised and make sure that you keep an open line of communication with your new client. Set up a quarterly business review, to check on the progress and open the path to upsell other services.

This is a very basic breakdown of the sales cycle. You can add more steps or break these steps down into even more detail, either way it all depends on you and knowing your sales cycle. As always if you have any questions feel free to leave a comment below or, reach out to us at 518-694-4044.

Joe Schaefer on FacebookJoe Schaefer on InstagramJoe Schaefer on LinkedinJoe Schaefer on TwitterJoe Schaefer on Youtube
Joe Schaefer
Marketing Director at Digital Marketing Training Group
Joe Schaefer is the Marketing Director at Digital Marketing Training Group. Digital Marketing Training Group offers a business opportunity for entrepreneurs that launches a fully-functioning digital marketing agency with full support and a team of white label, professional marketers who perform the heavy-lifting when it comes to implementing modern, forward-thinking, working digital marketing strategies. Apart from being simply the Marketing Director, Joe Schaefer is also the lead instructor of the 5-day, in-person digital marketing training that precedes the launch of an individual's digital agency.
SHARE IT:

Commenting area

  1. Fine way of explaining, and pleasant article to get facts regarding my presentation subject matter, which i am going to present in university.

  2. Cialis cialis maximum dosage 30 mg cialis what happens

  3. Cialis cialis 20 mg best price cialis 30 day trial voucher

  4. At this moment I am ready to do my breakfast, later than having my breakfast coming over again to read other news.

  5. buy levitra canada buy viagra soft tabs online how to order viagra in australia

  6. cheap cialis uk generic buy authentic cialis buy cheap viagra uk

  7. buy viagra edinburgh buy generic cialis usa best over the counter viagra

  8. buy generic cialis online usa can you buy viagra in thailand levitra sale no prescription

  9. order cialis daily use cheap viagra uk sale cialis buy in uk

  10. buy cialis uk cheap canada cialis viagra dapoxetine sale

  11. can you buy real cialis online walgreens price for cialis 20mg cheapest viagra online place buy viagra

  12. cheap levitra on-line cialis dosage cheapest real cialis

  13. buy levitra with paypal cialis in canada can buy cheap viagra

  14. cheap viagra fast delivery cialis buy uk cheapest cialis 10mg

  15. cialis wholesale prices cialis for sale in uk order cialis at online pharmacy

  16. cheapest cialis can buy cialis over counter usa where to buy cialis in dubai

  17. buy professional viagra buy generic viagra where to buy cialis online no prescription

  18. buy levitra singapore generic viagra cialis cost

  19. levitra online sales viagra without doctor prescription – buy viagra pills online

  20. cheapest generic cialis uk generic levitra vardenafil – cialis generique discount

  21. buy priligy viagra online levitra prices – order viagra with mastercard

  22. cialis for sale canada cialis 20 mg best price – cheap cialis lilly

  23. buy cialis brand online viagra online – buy levitra online cheap

  24. п»їviagra cialis levitra buy online http://alexa24ph.com – viagra without a doctor prescription legal order viagra online

  25. buy cialis in us http://kaletra24.com – Ritonavir 50 mg and Lopinavir 200 mg cheap cialis next day delivery

  26. whoah this weblog is great i like reading your posts. Keep up the
    good work! You realize, a lot of persons are searching around for
    this info, you can aid them greatly.

  27. п»їbuy cialis south africa http://alexa24ph.com – female viagra ok split cialis pills

Leave a Reply

You can use these tags: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>