Thursday, December 3, 2009

Do you know your Sales Cycle? Has it changed?

I was prompted to write about this by the news, today, that more than seven in 10 CEO Institute
members are expecting their revenue to increase in the first six months of 2010. One task stands out above all others for the CEOs surveyed — maintaining sales (46 per cent).

So if you are just getting back into the swing of positive action on sales, bear in mind that decision criteria will have changed, approval processes may be different and attitudes are different than they were a year ago.

More than ever, showing value is paramount, but bear in mind that your customers are also hinging their hopes on an increased revenue stream that may not yet have materialised. I'm seeing more customers who are interested in a phased implementation, limited commitment approach. In other words, they want to taste it before they buy.

So be prepared for a changed sales cycle.