What’s Your Sales Cycle, Baby?

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.
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    He’s surrounded by demons who appear as angels of light.
    Antichrist will trick people that he can do mountain moving
    and resurrection using holograms/hypnosis; fire from
    the sky is real because of pollution gases in the atmosphere.
    Antichrist will have food only for 6 months; then he will feed his 666ed people flour from mashed up turtles (Tavrion Batozskiy), but
    this won’t be enough because 666ed people are 10 times as angry and 7 times as
    hungry as normal people even though 666ed people became shorter (3-4 feet tall =
    80 – 120 cm) because nanochips do function of organs (organs diminish) [Nilus Myrrhgusher].
    If you have a lot of nanochips in your forearm, then you will not be able to make proper Orthodox sign of the
    cross (last mercy for you will be to cut your forearm off).
    Nanochips are sprayed by the gov’t using chemtrails; they’re also in gov’t food and medicine; so, eat food from your own garden. In case garden is
    destroyed by ice from the sky, have chickens for eggs and goats
    for milk (Paisios). Lipstick contains cells
    of aborted fetuses, dog fat, and placenta; human flesh is in McDonalds, Pepsi,
    toothpaste, antiaging, anticancer, vaccines, perfume,
    etc.; that’s why you should not be using anything that modern society has to
    offer. You’re better off hiding within a 10-12 people group
    in order to escape Apocalypse. During Apocalypse, Chrtistians will eat dirt
    from under pussywillowtree as it’s filled with tears of Theotokos Virgin Mary; this
    water will flee if a 666ed person tries to get
    it. Barcode is Druid black magic curse;
    QRcode is Mayan curse; when food is scanned, it becomes dead because laser is a substance from demons.
    Don’t go into a UFO to be healed by demons. Green 666 is given by isotope rays on wrist or forehead when people
    stretch hands to receive small plastic grey card with no name on it (World Passport).
    It doesn’t just have to be during this procedure (could be anything you sign up for or anywhere where there is
    a secret scanner); biometrics (fingerprints, eyes scan) or getting picture for passport are
    very dangerous because they could mark you secretly. Gabriel Urgebadze said that they do it
    on index finger when they scan your finger. Basically, try
    to avoid new documents at all cost. Police will microchip and
    isotope ray people on highways. Chipped people will be influenced
    by computers to take grey plastic card; but when they do, green mark by isotope rays is given on forehead/wrist.
    Food stores will isotope ray people too. Antichrist will also release prisoners to mark people.

    Reject 666 at all cost because it leads to permanent hell.
    If you’re about to be marked, pray the Jesus prayer.
    Hide with Orthodox Christians to escape 666; leave all electronics
    behind so that antichrist’s minions can’t track you; burn documents because they’re from Satan. The Most Holy
    Trinity gives you a name during baptism; devil gives an antiname during antibaptism (ex.
    Social Security Number). People who die with these
    Satanic documents go to concentration camp in hell to await Final Judgement;
    once the BEAST Computer is burned down, souls will be released for Final
    Judgement. That’s why you should give back documents of your deceased relatives back to the gov’t so that the gov’t cancels these digital
    antichristian names given during antibaptism by the beast system; or just burn these
    documents because gov’t could get upset and could send demons to mark you because of this outright act of
    defiance. Prophecy from half a millenium ago describes Final Judgement like this: Jesus
    was very upset with people who had little boards (plastic cards) in their hands because
    they wanted discount from the antichrist. Give to charity in the name of Archangel Michael; he rescues people from temporary hell twice a year
    [at midnight between September 18 and September 19 and similarly on November 20-21; pray at these times on your knees remembering the deceased by names (adding “and relatives by flesh up to Adam”) so that they are rescued if they’re in hell] (or brings them
    up a level, that is, to a level with less punishment; eventually,
    people are freed). Feed the pigeons; when pigeons bow down, people are saved from temporary hell.
    It’s a big sin to remember the dead with wreaths (because demons put
    these wreaths on their necks if they’re in hell with their hands tied
    up behind their back while hanging by their hands), meat, alcohol,
    sweets, and worldly music. Demons print icons of saints in newspapers so that you
    throw these newspapers in the trash blaspheming these saints.
    Crosses on soles of shoes and back of pants
    are blasphemy. Demons make carpets with crosses and put
    them on sidewalks so that people walk on crosses.
    Playing cards mock how Jesus suffered on the cross: clubs (cross on which Jesus
    was crucified), diamonds (four nails Jesus was crucified with), hearts (sponge with vinegar
    that Jesus was given to drink),spades (spear with which Jesus was pierced).Cremation is devil worship; only blasphemers such as Lenin should be burned; if Lenin is
    buried, earth will be polluted, and China will
    attack Russia because of this.After China attacks Russia,
    Ruski Orthodox Tsar (shown by resurrected Seraphim of Sarov) will come to power in Russia;this Tsar will slay traitors inside church and gov’t; as a result, Russia will be the only country not under the antichrist.Ecumenism = 263 heresies;each heresy leads to hell.
    In 2006 in Moscow (that’s why Moscow will sink),representatives from most religions signed
    a document where it says that all religions worship the same Supreme Being [aka the devil].
    Priests who participate in ecumenism will have Pagans walking on their heads in hell.
    Arkhimandrite Antonin Kapustin left a prophecy
    that John the Baptist’s living space will become
    a church and it will be blessed by forerunner of antichrist; Patriarch Kirill of Russia blessed this
    church.When priests pray for current gov’t (instead of praying
    for future Tsar),Jesus gets up from His throne and turns
    His back to them. Forgive me.

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