Hey, Toni from Growblocks here - Welcome to another Revenue Letter!
Quick thought: Sales forecasts are broken.
They’re only focused on open pipeline, but what about everything else that creates revenue? Also, by definition, any problems you find in the forecasts are very late warning signs.
That’s why we’re building a go-to-market forecast - letting you monitor performance across your entire funnel. Learn more on Growblocks.com or drop me an email.
Do you know what's the most overlooked efficiency driver in SaaS?
Sales cycle lengths.
I know a lot of folks out there might be intimidated by trying to address it.
But how long it takes to close a deal has a huge impact on your growth rate.
Just imagine what would happen if you managed to cut them in half?
Easier said than done, sure.
But if you do want to try, here are 3 actionable plays I’ve seen work.
1. Elevate Your Brand for Instant Trust
Trust is currency in SaaS.
When your prospects trust you, decisions are made faster.
But how do you build that trust?
Through a robust brand presence.
By consistently showing up, sharing value, and engaging with your audience, you reduce the 'fear, uncertainty, and doubt' factor. Think of it as a marathon, not a sprint.
The results won't be immediate, but trust me (see what I did there?), it’s a game-changer in the long run.
2. Embrace the "Touchy" Topics Head-On
Ever heard of the strategy "Don’t poke the bear"?
You know, when you try to shy away from subjects like infosec or procurement.
Because after all, we don’t want to remind the prospect of these things and slow the deal down from the very beginning…
Well, forget that.
They’re going to be inevitable, so why dance around them?
Instead, make them part of the conversation once you talk about the decision-making process.
What this does is you start InfoSec and Legal in parallel. Instead of being at the signature stage and then adding these additional steps.
The result?
Faster sign-offs and fewer last-minute hiccups.
3. Craft a Mutual Action Plan with Your Prospect
You've had the conversations and you've identified a solution fit.
Great!
But, here's the catch: Your prospect rarely has the last say.
You'll likely need to loop more folks into the discussion.
Rather than leaving things to chance, co-create a roadmap with your prospect.
Like a project manager, agree on a set of actions that you and your prospect need to take in order to drive the deal forward.
Who do they need to loop in?
What do you need to prepare for them?
What kind of concrete timeline are we talking about here?
By providing clarity and direction now, your reps will understand where they are in the deal.
No more waiting on their emails, hoping they get approval from their higher-ups…
It provides clarity, direction, and a shared sense of commitment to driving the deal home.
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P.S. Anything in particular you want to hear my thoughts on? Drop me an email, and I might use it in my next article.