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Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates

Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

1. Factor in the decision process.
2. Stop excessive and unnecessary reorganizations.
3. Sell solutions that impact business.
4. Manage internal expectations.
5. Don’t overcomplicate it.
6. Avoid unprincipled concessions.

This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

As a result of attending this event, you will learn how to:

Make it easier for your customers to buy.
Sell solutions that impact the customer’s business 
Simplify the process and manage internal expectations.
Avoid unprincipled concessions.
Recorded Feb 13 2019 45 mins
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Presented by
Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic
Presentation preview: Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates

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    1. Assess your lead-to-revenue readiness.
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    Steve Landuyt, The Unique Buyer's Experience Expert
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    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
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    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
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    5.The next step to take right NOW to create better sales messaging.
  • What Sales & Account Management Need to Know about Working with Buyers in 2020 Recorded: Feb 12 2020 42 mins
    Warwick Brown, The Key Account Strategist Expert
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    Highlights from the Deloitte CPO Survey
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    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
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  • Title: Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
  • Live at: Feb 13 2019 6:00 pm
  • Presented by: Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic
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