This month we’re building on articles from May and June by digging deeper into practices that can mean more revenue with the same headcount - refining your approach to the sales cycle and polishing your inside sales strategy.

Best regards,

The KickStart Alliance Team
Janet Gregory: Sales Strategy & Leadership and Execution
Mary Gospe: Direct & Online Marketing, Inside Sales Leadership
Mary Sullivan: Product Marketing & Field Marketing
Mike Gospe: Marketing Strategy & Campaign Development

In this issue:

How to Shorten That Sales Cycle by Janet Gregory
Continuing on from Janet’s “How to” Guide (Parts 1 & 2 in the May newsletter) this article addresses what changes you need to make to your products and services and to your sales team to reap the rewards of an accelerated sales cycle.

The Right Tool at the Right Time
by Mary Sullivan
Following Mary’s discussion of using sales playbooks to shorten the sales cycle in the May newsletter, this month she discusses the range of sales tools to use at different stages of the sales cycle - and of the customer’s buying process.

7 Steps to B2B Inside Sales Success - Part 2: Implementation
by Mary Gospe
Last month Mary looked at planning for inside sales success. This month she takes the next logical step into implementation practices that allow sales development or inside sales to contribute to tightening the sales cycle.

What's New on the KickStart Blog
See these recent blog posts:

• A practical table of contents for a streamlined go-to-market plan by Mike Gospe
  
• The confusion regarding the word “campaign” by Mike Gospe
  

KickStart Alliance: Positioning, Lead Generation & Sales Readiness

KickStart Alliance is a Silicon Valley-based team of marketing and sales executives offering consulting services to B2B enterprises and emerging businesses. We've helped numerous companies refine their corporate and product positioning, boost their sales pipeline, and execute sales readiness programs to accelerate revenue generation. For more information, contact us at contactus@kickstartall.com.

KickStart Alliance
www.kickstartall.com
P.O. Box 705
Los Altos, CA 94023