How do We Accelerate Sales Cycle Timelines?

We are always under pressure to shore up #sales cycles, but move at the speed of customers and our organization. How do we accelerate efforts?

Microsoft leader Carlos Sousa joins Carson V. Heady for a special discussion.

Plan with the outcome in mind – work together to plot out the critical milestones between this moment and that target. Each party must hold each other accountable, in the spirit of #partnership, transparency and trust, along the way.

As a seller, make your #process about them: ensure they understand the levers you have at your disposal, the information you will need to leverage your resources and what matters to your organization – timelines and investments they can make that will benefit them most.

Your role is an evangelist for your customer – an advocate for them amongst all resources in your company. Help them arm you with what you’ll need from a priorities perspective.

Timelines might shift or slip, but if both parties are clear with intention and collaborative in project management, the foundation for partnership can be established effectively and the deal can stay on track.

#leadership#strategy#relationships#collaboration#salespeople#closingdeals#selling

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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