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You probably spend a lot of time trying  to drive sales at your business. And it   can get kinda frustrating waiting on  prospects to make it through the sales   cycle. Don’t you wish it would go by faster? Well, thankfully, there are actually a few   ways to shorten your sales cycle. Just so we’re  clear, you may not get it so short that people   convert instantly, especially if your products or  services require a substantial investment. But if   you put in the work, you can definitely get a  shorter sales cycle than the one you have now.  In this video, we’re gonna  cover 7 tips for shortening   the sales cycle. Keep watching to find out more! 1. Make sure you’re targeting the right audience  Our first tip for getting a shorter sales cycle  is to make sure you’re targeting the right people.   Sometimes it’s easy to get caught  up in trying 50 different ways of   getting your prospects more engaged, all  without even considering that you might   be targeting the wrong prospects to begin with. You want to make sure you’re targeting the most   relevant prospects possible. Why? Because  targeting the wrong people means you’re   targeting people who won’t be as interested  in buying from you, so it may take way longer   to convince them…if they’re convinced at all. To hone your audience targeting, it’s best to   review your analytics. Look at the clients that  have converted the most quickly in the past,   or that have stayed with you the longest.  Figure out what those clients have in common.  Whatever traits you see in those companies,  go out of your way to target other companies   that share those qualities. You can use  those traits to build an ideal customer   profile of the type of company you’re looking for. 2. Prioritize unique selling propositions (USPs)  Another way to achieve a short sales  cycle is to put a lot of emphasis on   unique selling propositions, or USPs. USPs are  things that make your company stand out from   the competition. Maybe you offer something  that other companies don’t, or maybe you   have a super high number of testimonials. Whatever it is that makes you stand out,   really focus on those things in your  marketing. Otherwise, you risk just   kind of blending in with all your competitors,  and your prospects will have a hard time even   remembering you. That’s obviously not good. But with USPs, you’ll really stick in people’s   minds, so they’ll be more likely to come back  to you. Plus, USPs can help push people down   the funnel when they’re still considering  their options. They might read a cool fact   about your business and say, “Oh, cool,  this company sounds like a good choice!”  3. Automate routine sales tasks Sometimes, it’s not your prospects   that are slowing down your sales  cycle — it’s your sales process.   There are a lot of tasks that go into sales and  marketing, like sending out tons of emails and   scheduling phone calls. It can become easy for  your team to get bogged down by those tasks.  That’s why it’s a good idea to use sales  automation wherever possible. There are   plenty of automation tools that can do routine  sales tasks for you. Since your team won’t   have to do it all manually, they’ll be free to  spend more time moving the sale process along.   That’ll help it go by faster. 4. Constantly reoptimize your   marketing based on data Marketing is key to sales since they’re   super closely connected. You draw people in with  marketing, and then those people talk to your   sales team, and then your marketing team keeps  them engaged… it’s this whole back-and-forth.   You can’t have one without the other, which  is why your marketing has to be top-notch   for your sales to have any chance at success. Fortunately, there’s a simple way to improve   your marketing efforts. Just look at the data.  Just like you can use your sales data to figure   out which companies to target and improve your  marketing, you can also use it to figure out which   campaigns are the most effective. From there, you  just have to replicate those campaigns later on.  Maybe you run an ad campaign targeting people  who have already spoken to your representatives,   and you notice that the sales cycle is much  shorter with this group. Maybe the data shows   that campaigns with a certain USP extend the sale  cycle — not what you want from your marketing.   You can adjust your campaigns from there. With data-focused marketing, you’ll more   effectively reach your prospects, and they’re  likely to buy from you at a faster pace.  5. Set goals for each call and meeting To drive home any sales, you’ll need to   hold phone calls and meetings with  potential clients. Whenever you do,   make sure you lay out some goals in advance. The last thing you want to do is go into a   meeting without any clear agenda. You’ll just  end up grasping for things to say, and it won’t   be a great look. Instead, plan out exactly which  topics you want to address, and then stick to   that agenda during the phone call or meeting. It’s also smart to set deadlines for how long   it’ll take you to follow up, and clarify your  availability for phone calls when you’re in the   process of trying to schedule them. 6. Address prospects’ pain points  Pain points are a big deal in sales. Your  clients buy from you because they need your   products or services to fix a specific problem  they have. So, you need to be very clear on   what that problem is. And when you talk to your  prospects, you need to address those pain points.  Make sure your prospects know that you understand  their problem. Then draw a clear connection   between that problem and your product or  service. Show how your business will fix   the problem for it. If they can clearly see that  connection, they’ll make decisions much faster.  7. Talk with multiple people  within each organization  Sometimes, especially with smaller companies,  there will only be one decision-maker. In those   cases, they’re the only person you need to  talk to. But a lot of the time, there will   be more than one person calling the shots. In that scenario, it’s a good idea to get in   contact with more than one of those people. You  can talk with different stakeholders individually   if it’s possible, and you can also try to meet  with several of them at one time. Now, that isn’t   always possible, especially because the ultimate  decision-makers have pretty busy schedules.  For those who miss your meetings, you  can prepare follow-up documentation that   catches them up on the key points covered in  those meetings, or that outlines more of the   benefits of choosing your business. The people  you met with can pass this information along   to their coworkers or higher-ups, getting those  people looped in on everything you have to say.  The more people are aware of the value your  company can bring, the greater the likelihood that   one of them will be quicker to reach a decision. It’s best just to get all that taken care   of as early as you can. Now that you know how to   achieve a short sales cycle, it’s time to go  put these tips into action at your company.  By the way, if you want to learn more  cool marketing and sales info like this,   just subscribe to our YouTube channel, or to our  email newsletter, Revenue Weekly. In the meantime,   thanks for watching. Happy trails  — or should I say, happy sales!