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hey guys instead live from success partners thanks for joining us today I'm going to talk about how to shorten the complex sales cycle sales are more complex than they have ever been before there are more division makers and ambiguous buying processes so there with these factors in place the the sale can be delayed by months or even years and this is not good for anyone so I'm going to share with you three tips to shorten these sales cycles my first tip for you is to always approach businesses from the top down if you approach companies from the c-level executives or the high-level managers if they are the right person then they can help to move the sale along much quicker on the other hand if they're not the right person it helps when they are referring you to the right people it makes it much easier to navigate around and so this is the ideal approach whenever you're approaching a new company on the other hand sometimes you can't help it you need to go into an organization from the bottom up this often happens when a person has been given the responsibility of finding out what's on the markets and what vendors are available and so this is the best that you can start off with in these situations what you want to do is to partner together with that stakeholder make sure that you you assure them that I've got your back you're you're here to help them to look good to their superiors and to help them to be successful once you do that and you establish trust with them ask the question nice and early who else will be involved in this position and make an effort to book a meeting with those decision-makers as early as possible my third tip for you is to be gently insistent on including the key decision-makers executives being executives they're going to impede bidding and this is the exact rationale that you need to use when it comes to them missing out on key meetings if it so happens that the CEO can't make it to a particularly they want to go ahead anyway what I suggest is that you pick up your courage and encourage the other people to reschedule the meeting so that that person can be involved there's nothing worse than second-hand information if the CEO is going to make a decision about something in better have all the facts fresh from the mouth of the sales person and so we use these rationale to be generally insistent on including them we schedule the meeting if necessary to a time when that person can be involved so in conclusion sell top down partner with the people from the bottom up and be generally insistent that the key decision-makers be involved and your cell cycles will be much shorter this is been live from success partners and remember that integrity Plus skills equals success