How Can We Most Effectively Navigate Sales Cycles?

How can we best understand, assess and manage #sales cycles – specifically amongst ambiguity and uncertainty – for the benefit of customers and our company alike?

Microsoft leader Carlos Sousa joins Carson V. Heady to discuss.

Sales cycles – whether brief, months, or years – impact every facet of #selling and business: forecasts, quota, compensation, results and most importantly, #relationships.

While it is incumbent upon sales professionals to provide accurate assessments of deal status and milestones – for #leadership, for CRM, for colleagues and account teams – the customer can be extremely helpful in qualifying what stage they are in.

Trust checkers throughout sales process go a long way to keep all parties aligned.

Is your customer in an education stage or execution stage? Are you selling, or building? Ask them.

They can provide meaningful insight on where they are in this process: what is being evaluated, who are they considering and why, and do we have the right stakeholders (the power), influence and understanding of timeline and budget?

No matter what happens, with the desired outcome in mind, mutually chart out the necessary milestones to get there and hold each other accountable every step of the way. This is the foundation to a true #partnership.

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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