Tuesday, February 21, 2012

What is a Lengthening Sales Cycle Costing You?

For many B2B firms, sales cycles have extended by a month or more over the past few years, and show little signs of shortening. The economic malaise continues to drive buyers to be more skeptical, risk adverse and frugal, causing a rapid increase in stalled deals, and understandable delays in the decision making process.

These sales cycle delays have had a serious impact on B2B sales revenue and growth, resulting in the failure of many sales and marketing organizations to meet growth goals and quotas.

As a result of stalled sales and lengthening sales cycles, hundreds of millions in new sales has been lost, yet most organizations are unaware of the real cost of these sales cycle delays.

For a typical $500M software company, the average cost per each month of extended sales cycles is $41.66M ($500M /12).

What if you could accelerate the sales cycle on just a fraction of your deals…..and reduce these elongated cycles?

For our $500M company example, the value of reducing sales cycles:

·         By 1 month = $41.66M,

·         By 2 months = $83.33M.

Of course reducing the sales cycle is easier said than done … but there are some ways to assure that sales cycles don’t extend any longer, and best practices to begin chipping away at the issue. After all, the cost of doing nothing is just too high.

Facilitating the Buyer’s Journey
Throughout the buyer’s journey, prospects have to navigate a complex change management process, answer key questions about the opportunity, and justify their decisions to an increasing number of stakeholders involved in the decision making process. From discovery, to consideration, through to decision, the buyer’s journey is not a simple one.

Developing the right content and tools could help facilitate the buyer’s decision making process, helping to overcome the chasm’s in their decision making process – can help to streamline decisions and reduce the sales cycle.


The key  is to have the right, interactive provocative / value-focused content, to convince your buyer as to:

·         “Why Change?”, proving that there is a substantial cost-of-doing-nothing and that the status quo just won't do.

·         “Why Now?”, that your proposal represents significant incremental value, substantial ROI and fast payback, especially compared to all other proposed projects.



·        “Why Your Solution?”, proving that your solution represents superior value, lower cost of ownership than competitive alternatives.


Click here to learn more: http://www.alinean.com/content_optimization

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