Three Tips for Implementing Full Cycle Sales at Your Organization
According to Forrester, the sheer volume of marketing and sales messages aimed at consumers every day results in many people simply tuning them out. Today’s buyers prefer to embark on self-guided journeys, educating themselves, gaining third-party validation, and relying on peers to learn about new products.
A Full Cycle Sales approach can address this changing buyer landscape by integrating sales motions across a more intentional process that is well aligned with buyer needs and sales stage requirements. This modern Inside Sales model extends out through the full sales cycle to drive revenue.
Here are a few quick tips to help you transform your Inside Sales model to focus on a Full Cycle Sales approach:
- Organize your Resources: Structure your sales and marketing efforts around the full customer life cycle, doubling down on customer insight skills. Determine with your Inside Sales team the appropriate sales role definition, technology integration, team integration, and process management to ensure consistent buyer support throughout the full sales cycle.
- Shore up your Seller: With Full Cycle Sales, the Inside Sales team works together to drive the deal to close rather than passing the deal off to another person. The Inside Sales seller is always involved and brings in the appropriate tailored expertise as needed to support – but never is removed from the deal.
- Consider Outsourcing: Because of the breadth of experience and expertise required, an outsourced sales partner can be a good alternative to fully retooling your sales organization. The right partner will allow you the flexibility to outsource your full Inside Sales function, operate in conjunction with the existing sales team, or even leverage their sales expertise as a testing and training ground for resources you later bring on full time.
A Full Cycle Sales approach goes deeper into the sales cycle than traditional Inside Sales models, accomplishing higher quality and more consistent nurture activities, minimizing the risk of your prospects disengaging or information getting lost in transition.
With fewer people managing individual pieces of the process, both the buying and selling experience will be more efficient. For the seller, there is better continuity within the sales dialogue. For the buyer, the process seems more streamlined, which helps keep the buyer satisfied – with fewer hand offs in the process there’s less risk of the process breaking down.
Check out our eBook for more on the benefits of a Full Cycle Sales approach and how to implement one in your organization, and contact us today to find out how N3 can help you master Full Cycle Sales to drive more revenue for your organization.