You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months.
While many of these folks give sound advice, the reality for some of us is that we simply have a long sales cycle. It’s not long because we aren’t good at our jobs; it’s not long because we aren’t in tune with the best ways to close deals. It’s long because our stuff is expensive. Our customers are placing a big bet when they sign that contract, and it takes time to work through how risky that may be for them.
There is a direct correlation between deal size and sales cycle length. Refute it if you can, but you’d be hard pressed to find evidence that supports your argument. The more money you are asking for, the longer it takes to receive it. Now that I’ve sufficiently blown your minds with my mastery of the obvious, let’s focus on some things we can actually do to shrink the sales cycle for larger ticket items.
While enterprise deals consistently take longer to close due to cost, complexity, and competition, you can do a few things to accelerate that close. (This is the point in the blog post where I morph into a thought-leading salamander.)