During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work. Why?
Sales training is notoriously a “Black Hole” where money gets sucked down and performance improvement is always subjective and often questionable. The more I engaged with companies the worse I felt by not being able to be more data oriented.
The game changed for me seven years ago when I set out to find tools, systems, and methodologies that would help company leaders measure the performance of their sales ecosystem. They could take that data and make smart decisions. We now have a process and tools to do this.
Based on the results of nearly 2 million sales team members, one piece of research offers eleven ways to shorten your sales cycle:
Start with Sales DNA – (these are elements internal to you – part of how you are wired or were raised)
Now add Sales skills –
Finally, you have a strong, effective, and scalable sales process in place.
I’ll be diving into each of these in future posts. For now, know that how you begin with a buyer and how you proceed with a buyer on their journey lays the foundation for your success. If you’d like to know more about how all this works, reach out on LinkedIn or drop me a note.
Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is also President of Women Sales Pros - a community created to get more women into sales, AI-powered and sales leadership. She speaks to CEOs on topics of sales growth, the power of mindset, and the importance and value of a strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 -2025. Lori has been named a top sales influencer over the years by LinkedIn as well as many other companies and organizations. Her book, She Sells is on hiring more women for B2B sales roles. Subscribe to the award-winning blog, follow her on Instagram, X, and LinkedIn – plus elsewhere here.
email lori@scoremoresales.com |My LinkedIn Profile