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

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Presented by

Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic

About this talk

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.

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