đ„ Hot Take
Long cycles arenât the problem. Getting left out is.
Many sellers wear the concept of a Long Sales Cycleâą like a badge of honor, all while complaining about it. Yet, if sellers gain attention and enter the deal earlier, it could extend the length. It also makes success far more probable.
The problem isnât a slow burn. Itâs when the flame has been extinguished between you and your prospect. Being left out of the deal, kept at armâs length, is the real issue affecting success.
Donât focus on the time it takes. Focus on the access you have.
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Is your sales staff burning out?
Recent data from Gartner suggests sales teams are feeling the heat â and theyâre getting burned out. One survey of IT sellers found a whopping 89% said they felt that way. HBR gives us some insight beyond the IT space, blaming an ever-growing stack of tech.
Check in with your top performers to see how theyâre doing.
đĄ Big Idea
It might be time for a controlled burn.
In forestry, one of the tools used to maintain the health of a forest is known as a âcontrolled burnâ or a âprescribed burn.â In short, it prevents widespread fires by renewing small parts of the forest ecosystem.
This idea can â and should â be applied to your sales strategy every so often, too. Donât burn the whole thing down, but pick a part thatâs outdated, overgrown or otherwise not working. Find a time when conditions are right for your business. Torch that tiny part of it, and rebuild.
The way companies buy and sell is changing so fast, today. Expecting any strategy (even one from even a few years ago) to stay perfectly relevant is not wise.
* The trademark above was intended as satire only. RPGfwrd does not, in fact, hold a trademark for âLong Sales Cycle.â Thank you for your attention to this very important disclaimer.