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Sales cycles are getting longer and no one is talking about it

Are sales cycles like Fight Club?

The #1 rule about Fight Club is, "No one talks about Fight Club."

And.... It feels like no one talks about sales cycles. When asked in our poll, the truth comes out.

87% of executives and sales leaders in this poll said they are seeing longer sales cycles.

This is indicative of changing buyer behaviors due to changing economic circumstances.

What are you? What do you expect in 2023?

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    • 1
      Profile picture of Nick
      @nickharris
      ( 3.1k POINTS )
      1 month ago

      It depends on the type of business. I still see fast sales from creative teams in B2B and I don’t see a difference in B2C. Perhaps, due to the rapidly changing world, we have ceased to have time to transform in strategy and approaches?

      • 0
        Profile picture of Ken Lundin
        @kglundin
        ( 475 POINTS )
        1 month ago

        We are seeing the mod-market companies who sell deals to enterprise in excess of $250,000 stating to feel it and we’ve heard it alot from companies who work with ecommerce as well. They hit a wall months ago.

        • 1
          Profile picture of Nick
          @nickharris
          ( 3.1k POINTS )
          1 month ago

          Certainly, such problems appear regularly. These are the ups and downs of the market. I do not think that this is a general trend that will continue for a long time. The new year is coming soon, expect an increase in demand!

    • 0
      Profile picture of Colin Campbell
      @colin-campbell
      ( 15.1k POINTS )
      1 month ago

      I had a conversation about this kind of recently with @rharris415. He pointed out that PLG companies have found ways to shorten their sales cycles all while enterprise sales cycles get longer.

      I’m sure on average deal cycles are longer, but there’s also so much nuance here, I personally have trouble making sense of the broader trend.

      Anyway, hopefully this brings to the fore the fact that sales velocity is a thing that matters… not just pipeline. Because in the past, when I’ve asked sales leaders what they cared about most, it was almost always “generating more pipeline.”

      Pipeline’s always good, but you’ll need even more coverage if you start to see more deal “slippage”.

      • 0
        Profile picture of Ken Lundin
        @kglundin
        ( 475 POINTS )
        1 month ago

        Velocity does matter. Especially if you believe time kills all deals….

    • 0
      Profile picture of asolimini
      @asolimini
      ( 200 POINTS )
      4 weeks, 1 day ago

      As such, we all need better sales skills!

    • 0
      Profile picture of Vpayge
      @vpayge
      ( 205 POINTS )
      1 week, 1 day ago

      Sales professional. Definitely seeing longer sales cycles after COVID in Ed Tech.

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