5 Strategic Steps To Shorten The Sales Cycle for Enterprise Clients

About this video

Dan Martell, creator of SaaS Academy, shares five strategies to shorten enterprise sales cycles so deals close in the next two to three months, not 16 months. First, audit 3VC — a term he heard from his buddy Jason at Go Nimbly: Volume of deals added to pipeline, Value of those deals, Velocity of working them, and Conversion percentages across stages. Second, clarify your market and get ‘uncomfortably narrow’ about your ideal customer profile; he cites his client Reg at Stormboard, whose win rates rose to 30, 40, 50% once he targeted mid-market enterprise companies using Agile development with a distributed team. Third, map the process: write down the current nine to 15 steps from first request through discovery, demo, POC, and proposal, then compress steps and remove friction, including scheduling a call to review a proposal rather than just sending it. Fourth, install automation across getting a demo booked, getting prospects to show up, and follow-up, with a cadence of one day, three days, seven days, 10 days, then every 15 days. Fifth, advance the sale with BAMFAM — book a meeting from a meeting — multi-threading accounts by asking who was involved in past buying decisions, and selling a small paid proof of concept for five or 12 people instead of trying to boil the ocean.

Key takeaways

• Audit 3VC: volume, value, velocity, and conversion percentages across every stage of your pipeline
• Clarify your market narrowly — Reg at Stormboard reached 30, 40, 50% win rates targeting Agile, distributed mid-market enterprises
• Map all nine to 15 current sales steps, then compress them and remove friction between stages
• Install automation for booking, show-up, and follow-up, following up at one, three, seven, and 10 days, then every 15 days
• Advance the sale with BAMFAM — book a meeting from a meeting — plus multi-threading and a small paid proof of concept

Episode details: published March 29, 2021 · 15:09 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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