Software Sales Tips by Matt Wolach

Sales Tips

How to Prevent Long Sales Cycles

Whether your SaaS is an enterprise or a startup, your primary concern in software sales will always revolve around prospecting and conversion. But the longer you stay in the game, the more you realize that the speed of your sales cycle is also a significant factor in your company’s success.

Software sales leaders and business executives collectively agree that some sales cycles are just inevitably long. In fact, sales cycles can be broken down into short or long sales cycles. Your sales motion is a long sales cycle if it lasts over a year. But as a SaaS leader, I challenge these distinctions.

Sales experts usually search for the right approach to a long sales cycle or short sales cycle. But my Perfect D.E.A.L. Process works regardless of your sales cycle type. You might think, “Matt, that sounds too good to be true.” Actually, I have a client with a long sales cycle that was over a year who closed a deal in seven days…then did it again a week later.

When you think about it, there is a common factor between long and short sales cycles. You are always going to be dealing with people. It doesn’t matter what type of business you have or what goods you sell. You have to remember that you are talking to a human being.

In this week’s sales tip, you will learn how to shorten your sales cycle in two easy steps. I will break the limiting belief that you are stuck with a long sales cycle. By adequately executing your sales discovery and leading the process, your prospects will sign up with you ASAP.

Get out of sales limbo and avoid the pain of waiting for a call that might never come by watching my video. Not only will you start enjoying selling, but your prospect will also remain engaged during the sales cycle and be as passionate about your business!