Questions

We sell WiFi analytics which is fairly new, it goes to the marketing team, IT and management for approval... Average sales timeline is 4 - 7 months.

There is a LOT to unpack here, and without knowing a lot more about your process, ideal client, the problem you're solving for them, it is hard to give a detailed and concise answer.

But I'll give an "In general" one:

Sales are often held up my a lack of accountability or the ability to make a decision. To shorten that, you (the seller or vendor) must anticipate the needs/questions/roadblocks of your customer.

Ideally, your sales team has materials that preemptively address these concerns and equip your customer with the information they need, before they need it.

For example, if your solution is usually discovered by a middle manager, and you know their boss needs to sign off on the purchase, you should be publishing content that enables that middle manager to inform their boss. "12 Things Your Boss Needs to Know Before Signing Up for WiFi Analytics" for example. Empower your customer to make their job (and, ultimately the decision) easier. If your client reports to the C-Suite, you can usually use money to help the process along. Produce data and research that shows comparable firms save 3% the first year and 10% annually after they have introduced similar solutions.

Get in the mind of your buyer, understand the problem they are trying to solve, and be the solution. Sell the benefits to them for using a product like yours.

If you'd like more specifics, feel free to book a call here on Clarity.

All the best,
-Shaun


Answered 4 years ago

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