Four smart steps to shorten your B2B sales cycle and identify real leads in real time.

Posted on Sep 15, 2014 | No comments (yet!)

Every considered purchase means a prospect needs time to consider. (Duh!) But what can you do to shorten that sales cycle? Four practical steps: #1. Don’t make them read. The technology exists to put your content into kinetic motion to engage “readers” who won’t read. #2. Don’t just sit there. Auto-respond to warmer prospects who […]

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Shorten the sales cycle with two kinds of insight

Posted on Jul 20, 2014 | No comments (yet!)

Is a long sales cycle a fact of life for you? Nobody makes an impulsive decision to buy from you. You must nurture the people in your pipeline: from suspect to prospect to lead to hot lead to customer to brand evangelist. (Don’t neglect that last one; it delivers great ROI.) The Buyer’s Journey can […]

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