B2B technological or innovative products often require an informed purchasing process from the customer. They also tend to have relatively high costs. The sum of these two factors, among others, causes a long sales cycle to be present. How can we approach this challenge?
A long sales cycle means that it takes a long time for a customer who is interested in buying to do so. There are companies where this cycle is 3 months, but there are even cases of companies that sell hardware or very sophisticated technological products, in which case a business can take an average of a year and a half.
A long sales cycle is negative because:
Our sales people buy argentina whatsapp number database spend their time on a few opportunities, when they could close many more sales if the process did not take so long.
Liquidity problems.
If our team works with few opportunities, the damage if one of them falls through is much greater than if we had many opportunities in progress.
The cost per new customer is proportional to the time invested in them.
Knowing that having a long sales cycle is a problem, we now need to see how we solve or mitigate this problem.
B2B products with long sales cycles are often expensive products. We are talking in SaaS terms, about companies that hunt rabbits, deer and elephants . The cost is usually associated with the complexity of the product. We couldn't charge €10,000/year for a Coca Cola, right? We are talking about products that require an explanation to justify the customer's investment.