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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?

This story appears in the February 2004 issue of Entrepreneur. Subscribe »

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:

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