How to Reduce Sales Cycles in Indie B2B Company

The number one way that you reduce sales cycles in indie B2B company is to change the intent of the buyer at the time of the first meeting with sales. It's not whether we did an event to close the deal during a trade show, it's the idea that when the buyer started talking to sales, they actually wanted to buy. And so those are some of the thoughts that I have on all bound. We've also published a framework about how we use pipeline sources, not as a way to attribute credit to departments, but to help the revenue team look at the system overall and decide where should we focus...to get the best sales velocity for our team.