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Well, they can start with something simple: a new frame of reference. Arming salespeople with additional data facilitates better customer conversations, promotes higher conversions, and supports collaboration between sales and marketing. Create cross-funnel visibility by merging marketing and sales data. Align sales with marketing to create a cohesive, goal-oriented team. How can sales managers speed up a process that happens mostly without their knowledge or involvement? Start by connecting your sales and marketing tools to provide cross-platform visibility to both teams. All a manager had to do to tighten their sales cycle was to instruct their reps to add or cut interactions from that chain. They shop online while standing in line at the grocery store. You need to be able to peer into that data and discern key actions that indicate a prospect is likely to buy. Determine which behaviors are most associated with buying. The buying cycle encompasses the totality of experiences that a lead has with your company and the emotions a potential customer feels about your brand. Click for more information about Guest Post.{/INSERTKEYS}{/PARAGRAPH} Inspiration, research, and reference checks all happen outside of the purview of the salesperson. Take each website or offline action in turn, and look at what proportion of leads who took it ultimately closed. However, those key actions might not be what you imagine. A buying cycle is a holistic concept. Sometimes they buy on a whim; sometimes they spend months pinning and unpinning images on Pinterest. Greg McBeth is the head of revenue at Node. The internet has changed all of that. Say you use Salesforce and Marketo, for example. Teams have to come to terms with the fact that each may be operating off an incomplete and possibly conflicting picture of the target customer. In order to coordinate their strategies, teams have to collectively consider their buyer. Speaking of sales and marketing working together, alignment between the two teams is critical for speedier sales. {PARAGRAPH}{INSERTKEYS}Many sales managers learned their craft before the e-commerce boom. However, like most things in sales, this is easier said than done. The line between marketing and selling is slimmer than ever before. Company: Node. You might assume that someone who clicks through a bunch of frames is on the fast track to purchase, but this behavior might actually indicate a window shopper. Back then, a sales journey was a series of interactions between a sales rep and a prospective buyer—no more, no less. Instead, those most likely to buy might be people who upload photos of themselves to check out how they look in a pair. The key is to establish a single goal: growing the pipeline. You can sync those tools to share top-of-the-funnel marketing data with sales, and vice versa. This is an area where marketing and sales need to work together.