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If a meeting is shortened from an hour to a half hour; the same amount of material will be covered. By shortening the time cycle, productivity actually increases. Don’t over-apply this, a budget meeting cannot be condensed to 5 minutes. Trimming time however, can and does increase productivity.

I’m a strong advocate for the six to seven hour work day. If those two extra hours from work were eliminated would the same amount of work get done? Yes. In fact, I would argue that MORE would be accomplished in six hours then in eight. Why? Focus, and a reduction of the unnecessary and inessential work that is loved by bureaucracies and hated by workers.

What does this have to do with sales?

Lots of call lists claim to shorten the sales cycle. Which would be spectacular! Imagine talking to individuals who actually want to buy a product, good, or service! The sales process would be so easy, everyone would do it.

But that’s not the case. No cold call list can guarantee those claims, because their very nature prohibits it. Their cold for a reason. It takes a lot of energy to warm them up.

Energy that could be spent elsewhere in a more productive manner.

The question then is, how does one shorten the sale cycle? Thus making it more productive?

The answer isn’t new: Referrals.