Finally, the other piece of quality here is the follow up and the light nudging. If you’re selling an enterprise software your sales cycle will typically take 6 months to 12 months. There are many steps in the process. Getting NDAs signed, test agreements, buy in from other stakeholders, dozens of meetings along the way. How you follow up is the key to moving things forward.
Simply checking in, poking and prodding is a good start but it’s not the absolute best way to speeding up the sales cycle. There are better ways, but they require you to think strategically. Here are a few examples you can use, but there are many, many more:
– Send a note with an article relevant to their challenge. Even better if it’s an article that shows just how important that challenge is to solve and how much they’re losing by not solving it.
– Mention some momentum you’ve recently had with a competitor in their space.
– Create a little video outlining the business case and send it over to them.
– Call other folks within the conversation and mention progress you’ve had with your conversations.
All of these and more are ways to add value in addition to following up. These micro-moves will help move the conversation forward faster and make you look like a rock start in the eyes of your prospect during the process.