💲 According to David, salespeople are getting more informed now than ever before. Those who eventually want to learn will do. The same applies for the customers as well because they can gather information on your product very easily. With well informed customers also comes detailed research.

🔄 The sales cycle can be wide in range, depending upon what time of the buying cycle the customer is coming in to purchasing your product. As a salesperson, you need to identify whether they have started exploring about that product or whether they have already explored a lot, depending upon what kind of research they have already done.

Some of the key stages in any sales cycle are:

➡ Initial Meeting/ Discovery Call: An important stage to gather as much information as you can in a conversational way. Look at how much informed they are about your product/ similar products.

➡ Setting a demonstration on the product with the right stakeholders: Bring the right stakeholders as early as possible in the sales cycle.

➡ Clarifying on legal and/or your SaaS agreement.

➡ Setting up follow-ups to move the deal in the right direction so that you can try closing it as soon as possible and cut down on the length of the sales cycle.

🎧 Listen to an insightful discussion with David Clelland from LMS365, who joined us as the 99th speaker on the Ultimate Global Podcast.

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