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Short and Sweet

Speeding up your regular sales cycle is an excellent way to make your company's profits soar sky-high. So what are you waiting for?
February 1, 2004
URL: http://www.entrepreneur.com/article/66542

Triumphing every day in sales is a game of inches. It's the little stuff that can either bury you or catapult you past the competition. One method for winning more sales is to shorten your sales cycle.

Consider some hypothetical math: It takes you three months to close a $50,000 deal. If you can manage to whittle that window down to a mere eight weeks, presto!-you've just padded your P&L by $100,000 per year. Multiply that by your number of sales reps, and you have quite the compelling reason to use any tactic you can to shorten sales cycles. Here's how to do it:

Feldman has worked with other client luminaries including Apple, NBC, Walt Disney and Xerox. These are his rules to reduce the time it takes to close deals:


Kimberly L. Mccall (aka Marketing Angel) is president of McCall Media & Marketing Inc. www.marketingangel.com) and author of Sell It, Baby! Marketing Angel's 37 Down-to-Earth & Practical How-To's on Marketing, Branding & Sales.