Shorten Your Sales Cycle With Three Key Hacks by Mark Stoddard.
Sales Hacker Series Dublin, September 23, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
BEST ✨ Call Girls In Gaur City 2 [ Noida ] ✔️ 9871031762 ✔️ Escorts Service I...
Sales Hacker Series Dublin - Mark Stoddard - Shorten Your Sales Cycle With Three Key Hacks
1. Shorten Your Sales
Cycle with 3 Key
Hacks
Mark Stoddard, EMEA Channel Manager
September 23, 2014
mstoddard@hubspot.com
@mdstoddard
2. AGENDA
Define Your Sales Process
How it fits into the sales process
1
2
3
Start Helping
3. DEFINE YOUR SALES PROCESS
1. RESEARCH
Prepare for the sales process
2. PROSPECT
Get to a connect
3. CONNECT
Schedule the Exploratory Call
4. QUALIFY/DISCOVER
Execute the Exploratory Call
5. Agency Grader
Get Buy – In/Determine how
viable an opp
6. Demo/OBJECTIONS &
CLOSE
Showcase Software/Sign up new
customer
Too Big
Queue
No Fit
Queue
Marketin
g Queue
Int’l
Queue
Unable to
Qualify
Unqualifie
d
Closed
Lost
Closed
Lost
LEAD OPPORTUNITY
Bad Lead
7. DEFINE YOUR
TARGET
• DoPn’Rt juOst SrelPy oEn yCouTr company,
know YOUR ideal prospects.
• What unique experience do you
have?
• What industries do you know well?
• Who can you always resonate
with?