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Handling Longer B2B Sales Cycles with Signal Analytics | Day 14 of 90-Day YouTube Sprint

Dan Saavedra from MergeYourData discusses strategies for handling longer B2B sales cycles, a trend observed since the end of 2023. Learn how to use signal analytics to focus on the best prospects, improve timing, and enhance relevance, leading to shorter sales cycles, increased revenue, and maintaining profitability. Dan emphasizes the importance of recognizing data signals—negative, neutral, and positive—and implementing them to streamline sales and marketing efforts. This video is highly relevant for sales, revenue operations, and marketing leadership teams aiming for effective sales processes and achieving revenue targets.

 

00:00 Introduction to the 90-Day YouTube Sprint

00:11 Understanding Longer B2B Sales Cycles

01:15 Who Should Care About Sales Cycle Length

01:55 Implications of Longer Sales Cycles

03:59 Strategies to Shorten Sales Cycles

05:07 Implementing Signal Analytics

05:24 Types of Signals: Negative, Neutral, and Positive

 06:34 Using Data Points to Identify High-Probability Prospects

07:59 Capturing and Utilizing Multithreaded Efforts

09:21 Updating Communications Based on Signals

 12:16 Conclusion and Call to Action