May 27th, 2015
I was talking with a client last week about the long sales cycles in our industry. I was “bragging” that I have one client that took nearly two years to convert from prospect to client. Unimpressed, the client then mentioned that he had one that took eight years!
OK, eight years is a little ridiculous, but a 6-12-18 month sales cycle is an all-too-common scenario in B2B professional services industries… one that we all have to learn to mange. From my perspective, there are two key strategies for “sticking with it” through the long sales cycle.