🔥 Hot Take
A Long Sales Cycle Isn’t Cool
Many individual sellers will complain about their prospects taking their time when buying. Yet those same sellers often wear “Our industry has a long sales cycle” like a badge of honor.
It’s true, some things take longer to buy than others. But if your organization has seen a lengthening of your average sale, it could be that you’re just not a priority in your marketplace, anymore.
🔗 Link
Long Sales Have Multiple Impacts
Forbes interviewed a panel across multiple industries asking how long sales affected ROI. Even in just a few anecdotes you start to realize the knock-on effects it has.
Budgeting becomes unpredictable. Leads are impossible to attribute. The list goes on.
💡 Big Idea
Go Early, Move Fast
It may seem odd to suggest that engaging earlier in the sale can shorten the time it takes to close, but it’s the truth.
When we meet our prospects before they start the buying process, we can become a priority. That speeds things up. It requires a different kind of conversation, though. We must share insights. Why is the prospect experiencing the problem they’re facing? How will we relieve it?
It’s the best way to escape the race to the bottom (on price) that your organization is likely experiencing.
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