How do I shorten my sales cycle?
Pete had a problem that kept him up at night. "Our deals were taking forever to close," he recalls. "By the time we got to the finish line, either the budget was gone or competitors had swooped in." As VP of Sales, he knew that longer sales cycles weren't just frustrating - they were costly.
Beyond Process Optimization
Today, Pete's team closes deals 40% faster. "We stopped trying to push deals through faster," he explains, "and started removing the barriers that were slowing them down." Using HubSpot's tools and buyer insights, they've transformed their approach to deal velocity.
The Velocity Breakthrough
Everything changed when they analyzed their closed-won deals through the buyer's eyes. Using HubSpot's deal analytics, they discovered something surprising: deals didn't slow down because of prospects - they slowed down because of missing information and misaligned communication.
Finding Hidden Friction Points
One of Pete's favorite success stories involves their enterprise sales process. "We realized prospects were going dark after demos because they needed internal buy-in. Now, we use Breeze Intelligence to identify key stakeholders early and provide champions with the right content to build consensus."
The Momentum Framework
Pete's team developed what he calls "The Momentum Method":
Identify the Real Next Step Instead of generic "follow-ups," every interaction ends with a specific, mutual action plan.
Remove Information Barriers Using HubSpot's content tools, they provide answers before questions arise.
Enable Internal Champions Equipping key contacts with the tools they need to drive internal decisions.
Making Every Interaction Count
"Speed isn't about rushing," Pete emphasizes. "It's about making every touchpoint move the deal forward." His team now uses buyer engagement signals to time their outreach perfectly. When a prospect shows high intent - like sharing a proposal internally - they're ready to respond instantly.
Your Path to Faster Cycles
Start by examining your longest and shortest sales cycles. What made the difference? Look for:
- Points where deals commonly stall
- Information that prospects consistently need
- Approval bottlenecks you can anticipate
- Engagement patterns in successful deals
Remember: The goal isn't just to close faster - it's to help customers make confident decisions more efficiently.
Need help optimizing your sales velocity? Your HubSpot representative can guide you through building a framework that accelerates your unique sales process.