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Enterprise sales cycles tend to be lengthy. This article looks at what causes these long drawn out processes (various stakeholders get in the mix) and how you can trim and tighten your own sales cycle by looking at the case of General Assembly. General Assembly was able to cut their sales cycle by enacting some smart processes -- among others, by building a better qualifying process, remaining communicative, and understanding the value of interpersonal connections. Here's how they did it and some key takeaways.

  • TE

    Tina Eaton

    10 months ago #

    I like the practicality of these points. None of them are insanely convoluted—just real tactics from a sales team that made them work. I can attest that the upfront research is by far the heaviest lift in the sales cycle. If I could save time there I would definitely get more proposals out the door and close projects faster.

    • GR

      Gigi Rodgers

      10 months ago #

      I agree that the research is the biggest 'time suck' for any marketing project. But man, oh man, do you reap all the benefits and rewards when you do it right.

      • KF

        Katy Flatt

        10 months ago #

        As a research nerd, I agree with that wholeheartedly... although I also love the research part :)

  • JB

    Jera Brown

    10 months ago #

    Love the key takeaways section. It simplifies this process into practical, goal-oriented steps to close the deal faster.

  • PP

    Paul Perry

    10 months ago #

    Such a legit read on GA

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