How Sales Managers Can Drive a Shorter Sales Cycle

DATE: Wednesday, August 27, 2014 1:00 PM – 40 minutes
SPEAKER: Steve Von Hoene, Journey Learning

COURSE DESCRIPTION: Who could argue the benefits of a shorter sales cycle? The faster your reps close sales, the faster cash comes in and the more time they have to focus on finding more business.

But the most important benefit: The shorter the cycle, the greater the odds of closing the deal.

So why do so many sales drag along when we all intuitively know the importance of keeping sales moving? Research shows that the most common reason is lack of information. In eight out of 10 cases, when buyers sit down to make a decision, at least one critical piece of information is missing. When that happens, the process grinds to a halt and the cycle gets stretched.

Fortunately, there’s an approach you can teach your sales team that will help them avoid unnecessary delays and close more deals faster. Join sales expert Steve Von Hoene for a free 40-minute webinar that covers a proven training idea you can put to work right away.

The program covers:

  • A process for gathering the right info early in the cycle
  • A key step toward becoming a value-added resource
  • How to create a positive sense of urgency for the project
  • A common but critical error that many salespeople make when they’re gathering information from a prospect, and
  • The “shopping list” concept – a tool that will dramatically shorten your sales cycle

Those who attend this session will also get free access to a video training program they can use to get their entire sales team up to speed on this critical concept.

Register now for “How Sales Managers Can Drive a Shorter Sales Cycle”

ABOUT THE SPEAKER: Steve Von Hoene founded Journey Learning with over 21 years of sales, management, and training experience with three industry leaders. Formerly the Vice President of National Accounts for Carew International, he enjoyed great success in a wide range of industries, consulting and facilitating sales, leadership, customer service, and financial literacy workshops with Fortune 500 companies in the United States and abroad. Prior to Carew, Steve’s seven years with Cintas Corporation and six years with the Hubert Company gave him solid backgrounds in operational management and marketing. Steve’s ability to blend his real-world experience and in-depth knowledge with the Rapid Learning Institute solid training offerings makes him an invaluable resource to our clients. His great sense of humor, high energy, and winning attitude ensure your colleagues will enjoy working with him, and will greatly benefit from his rich experience and knowledge. He has a Bachelor of Business Administration from the University of Cincinnati, as well as certifications in numerous professional development programs.

The Rapid Learning Institute is dedicated to helping managers become more effective trainers and talent developers. The problem we solve: Most managers aren’t professional trainers and are too busy to make talent development a priority. The RLI’s signature five- to 10-minute “rapid learning” modules, called Quick Takes, help leaders fulfill their training responsibilities by providing ready-to-use tools that let them to replicate the knowledge, skills and attitudes that made them successful, and get results through other people. Key content areas include: Sales, HR, Employment Law Compliance, Leadership and Safety.


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