The Problem With Long Sales Cycles

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B2B sales is often a long and complicated process, and complex sales require a significant investment of time to establish channels of communication, build relationships and build trust.

According to a study of VPs of sales at technology companies cited in Harvard Business Review, 54% of technology sales executives reported an average sales cycle length of 90 days or more for outside sales.

If your solution involves complex implementation or multiple stakeholders within the prospect’s organization, you can easily expect your sales cycle to be even longer than that.

With a lengthy sales cycle, it’s not unusual for the turkey telegram data sales process to get stalled at some point.

It’s Out Of The Salesperson’s Control
Often, salespeople will start out with strong momentum and optimism as they get an inquiry or talk with a prospect for the first time— the prospect might seem interested and eager to move forward, and the prospect’s company might seem like a great fit, only for the client’s communication to suddenly come to a stop.

When prospective clients “go silent” like this, it can be frustrating and nerve-wracking for sales reps, who might wonder, “Was it something I said? Did I do something wrong?”

Often, sales get stalled for reasons beyond the salesperson’s control. But there are a few things that salespeople should keep in mind as they try to jump-start a stalled sale.

5 Keys to Jumpstarting Stalled Pipeline Opportunities
Check Your Assumptions
Your deal is often stuck because you think you are deeper in the sales process than you really are.

Just because a client expressed interest (or even verbally hinted at proceeding with a deal) doesn’t mean that the client is truly ready to move forward.

There are often a variety of steps and approvals and budgetary concerns involved on the client’s side that need to be resolved before the client is truly “ready.”