Strategic customer wins to transform your sales cycle from hunting for customers to manufacturing them...

Shorter Cycles is a unique targeted business development and sales cycle engineering firm that specializes in helping you access, steer, and close the top 5 key strategic customer prospects that can elevate your market position, optimize your value proposition, and overall transform your sales cycle from hunting for customers to manufacturing them.

To get you there we follow a three step process with every client we engage:

• Step 1: Back-door access to top 5 strategic customer prospects
• Step 2: Engineer prospect-specific buying alignment
• Step 3: Transform your sales cycles from hunting for customers to manufacturing them

Step 1: Back-dooring access to the top 5 strategic customer prospects that can make your year

We start every engagement with a simple question—who are the key strategic customers prospects that if time, money and resources were no issue you would focus on closing. We dig further to understand the details; who are the ideal decision-makers, what does your value proposition provide them and where does it most impact their business and of course why them, why now and why you versus your competition.

From this raw material we gain an intimate understanding of not only your business and each of the target environments selected, but also how you sell, how you build buying alignment through your value proposition and what's working and what can be improved in your current sales cycles.

While immersing ourselves in the business of today, we tap into our connector network to find back-door pathways to the right decision makers at your strategic prospects. Our goal is to get them to an initial exploratory, non-sales, lunch meeting where we can understand their current priorities, strategic goals and objectives and how aligned your current value proposition is accordingly.

>> More on our Step 1 approach

Step 2: Engineering prospect-specific buying alignment

From the inside intelligence we gather from meeting with back-doored connections and a general review of the market and your competitors, we next set out to develop an individualized, forward-looking strategic vision that optimally positions your value proposition according to each of your target prospect's strategic priorities.

The goal is to engineer deep, prospect-specific buying alignment for each target by defining an ideal destination your value proposition will drive them to, both in the short-term and long-term and according to on-the-ground realities.

We collaborate throughout the process with back-door connections at each target to define this ideal, to refine the operational impacts of achieving it, to layout a tailored approach to get them there and to personalize a business case to justify it both personally and professionally.

>> More on our Step 2 approach

Step 3: Transforming your sales cycles from hunting for customers to manufacturing them

The last step in our process is to leverage the lessons-learned and the prospect-specific strategies developed to compel and close your top 5, into a segment-optimized market relationship strategy that is capable of building similar levels of buying alignment with cold, lower-level prospects and departmental decision makers.

From this relationship strategy we design specific communications and recommend changes to current marketing, sales and lead gen programs to mass-educate the market about the ideal destination your solutions enable, to progress them through your pipeline and to establish market-wide momentum for your approach to market.

By speaking to an ideal and a relationship offering to deliver that ideal, versus touting features and benefits and pushing solutions, you'll not only more effectively reach active buyers who are already searching, but you'll be able to reach, inform, incent and ultimately compel the much larger latent, dormant and even premature segments of your entire addressable market—and in doing so transform your sales cycle from hunting for customers to manufacturing them.

>> More on our Step 3 approach

Step 4 (Optional): General contracted marketing execution

We can also help you execute changes to your marketing, sales and customer account management programs and platforms.

We utilize a general contracting approach to supporting our clients; allowing us to bring together the right creative resources to accommodate available budget, target time-frames and even aesthetic preferences to minimize spend and maximize result.

Contact us to learn more about our unique targeted business development and sales cycle engineering services and how we can help you land key customer, optimize your value positioning in your target markets and ultimately transform the efficiency and scale of your sales model.