How Sales Cycle Optimization Can Boost Your Revenue

Name: How Sales Cycle Optimization Can Boost Your Revenue
Uploaded: 2024-03-15T13:02:34+00:00
Duration: 36 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin shows how to tighten your sales cycle for a revenue bump. Ask for a small favor like a December 31st close to create urgency. VPs from…

15 Mar 2024 · 1 min

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Jason M. Lemkin shows how to tighten your sales cycle for a revenue bump. Ask for a small favor like a December 31st close to create urgency. VPs from big companies often miss this because they're used to slower processes, but getting comfortable with discounting and shorter timelines moves the needle.

Chapters

'Have we done everything that you want? Did we do everything you needed in the pilot?' 'Yes, Brendan, you did a great job. Is there anything else that I can do for you?' 'No, we're in good shape. Can you do me one favor? Can we just get the deal done on December 31st so that my team can hit their number?' They'll do it. If you do— if you— someone really does you a favor in the world and you ask for one favor back, and you're gonna buy the product anyway, and they ask for a small favor, will you do it? Sometimes. So just by the VP of Sales getting better at discounting and shrinking shrinking the sales cycle a little bit, just a little bit, you're going to see a bump in sales, aren't you? Yeah. Yeah. So if it doesn't happen in the sales cycle, it just never will.
Why do you think they're not in a hurry? Meaning like some of these— who? Some of these VP of sales, why don't they have some of that urgency?
Because they don't know anything about sales. Because they worked at such big companies, they didn't do sales the way we do it in startups. OK?