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Press Releases
Speeding Up Slow Sales Cycles
Jan 26, 2009
Speeding Up Slow Sales Cycles
Dan McDade
President
PointClear LLC
The popular image for tough economic times is the hibernating bear. When resources shrivel and conditions turn harsh, the bear retreats into isolation and dreamily awaits the return of abundance, gradually getting leaner as he uses up his hoarded capital.
The popular image is that bears are not terribly bright.
Faced with economic contraction and slow sales cycles, many companies pull inward almost reflexively, protecting their market position even as they dissipate it. Investments are reconsidered, initiatives are deferred and improvements are postponed in fear of jeopardizing the status quo.
Other companies recognize that the status quo may be at least partially responsible for the tough conditions and slow sales cycles.
Those companies are ready to take advantage of their competitors’ retreat to differentiate themselves, becoming poised to take a larger share during the down time and as markets begin to thaw. They see economic contractions as the best time to invest, initiate and improve.
It’s up to you to be front and center.
Accelerating slow sales cycles in lean times requires a different go-to-market strategy. With broad markets in retreat, broad marketing doesn’t pay off. Coordinating sales and marketing efforts to a seamless focus on what prospects need and when they need it can put you in front of prospects with needs before competitors wake up.
Who is on the hunt in this landscape?
Regardless of environment, your product’s most compelling benefits remain unchanged. Assuming that you had targeted effectively prior to the downturn, companies in your established prospect pool still have the greatest reason to buy.
