November 23, 2008

Top 5 Priorities for Sales Cycles

Top 5 Priorities for Sales Cycles
We have been asking managers about their challenges and priorities in
terms of managing sales cycles (as measured by win rates).

Here are the top 5 challenges:
1. Not enough genuine opportunities in the pipeline
2. Difficult to predict what deals will close & when
3. Getting real involvement / commitment from buyer
4. Surprises regarding buyer needs, budget, timing, etc.
5. Balancing sales cycles with prospecting, etc.

Here are the top 5 Priorities:
1. Sell higher and cover the buying unit
2. More interaction to jointly uncover needs and explore solutions
3. Build and gauge commitment throughout
4. Expert & trusted advisor, not sales person
5. Compelling business case and 'trial ballooning' price

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