Sales Cycle Assessment

Most projects begin with an assessment of the existing sales cycle. Applied Product Marketing takes a comprehensive approach to this assessment:

• Map out the end-to-end sales cycle starting with the earliest awareness and promotional activities
• Consider all of the messaging that is presented to the prospect
• Review the knowledge-building content available to the prospect
• Evaluate the value offered by looking at the product itself
• Appraise the role and effectiveness of the company and product web site
• Examine the sales processes
• Develop and use knowledge about the prospect to identify inefficiencies and holes in the sales cycle that can cause it to stall or end prematurely
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Sales Cycle Recommendations

Using the analysis of the existing sales cycle and the knowledge of the prospect, Applied Product Marketing develops recommendations for improvement. These recommendations are presented in the context of a revised sales cycle:

• We provide specific activities that help smooth the flow wherever there are inefficiencies.
• We make suggestions on how to fill holes in the sales cycle.
• We produce mini creative briefs to clearly define what content needed where changes to existing content or new content are required.
• We suggest ways to address the product deficiencies if the product and its value is a stumbling block.

Sales Cycle Improvement

Once you have the assessment and recommendation tools to improve your sales cycle, Applied Product Marketing knows that you are going to want to quickly begin implementing. Whether you are looking to fill in marketing gaps or to address areas of greatest impact, we can help. Our familiarity with your business, your products, and your prospects mean we can become immediately productive. Our experience and excellence in implementation will lead your sales cycle improvement efforts.