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Whether your company is a Fortune 500 corporation or your own small business, sales and marketing are vital to sustaining and growing your company. Without meaning to, some companies sabotage their efforts to accelerate the sales cycle.  The top 5 ways that companies sabotage their sales cycles explains the most common mistakes companies make when they are trying to encourage their customers to buy their products and services. Rick Simoni, 亚色影库 instructor, Sales Acceleration and the Buyer’s Journey, describes the 5 most common mistakes companies make.

1. They don鈥檛 operate from their prospects’ or customers’ perspective
   It鈥檚 easy to sit at a desk and guess or listen to an advertising agency鈥�it takes a lot more work to interview potential customers and research how they think. Without identifying and mapping the thoughts of your prospect鈥檚 鈥淏uying Mind,鈥� you鈥檙e really just guessing.
2. They have no shared model for integrating and aligning their sales and marketing efforts
   Lots of talk through the years about effectively integrating sales and marketing efforts, without any process for how to achieve the goal. Without a shared model of your potential customer鈥檚 Adoption and Buying Process, there really is no reliable method for bringing the two 鈥淪ilos鈥� together.
3. They don鈥檛 strategically focus their marketing activities to accelerate their sales processes
   Lots of 鈥淪moke鈥�, without a lot of 鈥淔ire鈥�. You can burn through a whole lot of marketing dollars without selling much of anything, so what鈥檚 the point of 鈥淢arketing鈥�? Without (1) a shared blueprint of what adoption and sales behaviors you鈥檙e trying to trigger in the mind of your potential customers and (2) a mutually agreed on roadmap for how to get there, you鈥檙e in the gambling business.
4. They often don鈥檛 鈥淪ell鈥� what their prospects want to 鈥淏uy鈥�
   鈥淏uild it and they will come,鈥� except sometimes they don鈥檛. Billions of dollars are wasted on product development only to learn later that what seemed like a good idea鈥�was not what your potential customers really wanted or cared about. Without a clear understanding of your prospect鈥檚 鈥淏ehavioral Drivers鈥� and an integrated sales and marketing plan that addresses them, you鈥檙e rolling the dice.
5. They sometimes create their own 鈥淪ales Prevention鈥� activities
   Changing prospect beliefs and behaviors is tough enough鈥�why make it even tougher? It鈥檚 amazing how many companies make it difficult to do business with them. Oftentimes, creating their own obstacles, 鈥淧inch Points鈥� and 鈥淪ales Prevention鈥� Departments that decelerate an efficient Buying Journey. Without a clear, shared plan to create an accelerated Adoption and Buying Path鈥�you鈥檙e unknowingly inviting 鈥淒eceleration鈥� activities to quietly sneak in and slow your sales cycles.

So what鈥檚 the cure? A shared Buying Journey Blueprint and shared Sales and Marketing strategies that facilitate and accelerate buying and adoption.

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