Cut to the Chase Sales cycle dragging? These 6 tips will make it shorter--and sweeter.

When you're going after a new account, it's imperative that you use your time wisely so you can shorten the sales cycle. Here are six ways to do just that.

1. Qualify, qualify, qualify.Whether you're calling to the top of an organization or going straight to the person responsible for making the decision, you should always check to see if others are involved and include them in your meetings and presentations. To qualify the decision-maker, simply ask, "Is there anyone besides yourself who is involved in this decision and who I should be speaking with?" If they say yes, ask, "What role does this person play?" Using the words "besides yourself" ensures you don't alienate the person you're speaking to.

2. Overdeliver on each step of the sales process.I often hear from customers that the one thing that helps them decide to go ahead with new business or continue with their current business is that the sales rep is a resource of information. So assist your prospects by providing valuable information that will help them make a better decision. They'll remember you later, and it will likely help shorten the sales cycle.