Maybe your sales team sells with a defined, measurable, repeatable sales process. Maybe it doesn’t.
Either way, you can close deals faster if you know what your customer’s buying process is.
Your best sales people figure this out intuitively. They meet all the players. They make up their own org chart. They find out what makes each person at the customer company tick. They identify the champion, the supporters and the detractors. They find out who needs to sign off at each stage to keep the deal moving forward. They learn about the politics and the funding formulas and the past vendor experiences.
Your entire sales team could close deals faster if everyone in your company was aware of the customer’s buying process.
Instead of wasting time creating marketing collateral every company “must have” but no-one reads, your marketing team could create just the right materials that will unblock the largest number of sales. Your sales support team could invest their efforts in creating video demos that answer the top 10 questions that come up on the first sales call, instead of spending time and money flying around from one unqualified sales pitch to another.
Take the time to understand what your customer’s buying process is. Figure out where your deals are getting stuck. Concentrate your efforts on those areas.