Matthew Ryder explains how to handle a short sales cycle. Set key metrics upfront, prepare prospects with materials before the call, and get them thinking about your solution before you talk.
There can always be a benefit to having a nice short sales cycle, but it has to make sense and has to be thought through. So if you're going to do it, definitely have a key metric or a few of them where it makes sense to send them, and it makes sense not to send them. Then from there, I would set up the process based on the expected objections that you're going to be getting, most likely trust and time because you're shortcutting it, and then put some things in beforehand, maybe like a webinar or some video information, some case studies, stuff like that, that they can go through at their leisure before they hop on the call so they can at least get context. Because you are going to have to set a lot of that up in that call to make sure that you don't inevitably just get those objections.
