TBG White Paper: A Shorter and Sweeter Sales Cycle


The business-to-business sales cycle can be a long and complex process: multiple decision makers, variable pricing, the need to demonstrate quantifiable benefits and the importance of relationship to close a sale. All this combined with a difficult economic environment can tempt any marketer to contort their message in order to appeal to the buyer. But becoming everything to everyone is not a long-term solution. The key to shortening and strengthening the sales cycle is to be clear about who you are, qualify your leads, create the right tools for the job, and turn your clients into your champions.

This white paper will guide marketers through fundamental steps necessary to turn prospects into clients in the most efficient manner possible. This white paper will explore:

- Understanding your brand
- Courting your customers
- Creating tools that support sales
- Equipping your contacts to be your champions