Curious mainly for my other SaaS sellers whats the range for your normal sales cycle and what do the steps look like? For me its 6-18 months with the occasional quick 2 month close Typical process is Intro call/discovery (day 1) Small scale demo (week 1 or 2) Sporadic demo purgatory (a few months) 60 day pilot (some time between 6-18 months after purgatory begins) Close Since I started here I've been endlessly trying to find a way to shorten or escape mid cycle hell but we sell a very custom solution so we don't have a standing sanbox for people to try and its rare someone will pull the trigger on a 300k contract without getting to 1. try it out and 2. form a committee so they can spread out the blame if it fails. tl:dr fellow marathon closers how do you keep the deal moving

BigShrimpin

Account executive

Catalyst

Valued Contributor

Executive

Cycle length and process

Curious mainly for my other SaaS sellers whats the range for your normal sales cycle and what do the steps look like?

For me its 6-18 months with the occasional quick 2 month close

Typical process is

Intro call/discovery (day 1)
Small scale demo (week 1 or 2)
Sporadic demo purgatory (a few months)
60 day pilot (some time between 6-18 months after purgatory begins)
Close

Since I started here I've been endlessly trying to find a way to shorten or escape mid cycle hell but we sell a very custom solution so we don't have a standing sanbox for people to try and its rare someone will pull the trigger on a 300k contract without getting to 1. try it out and 2. form a committee so they can spread out the blame if it fails.

tl:dr fellow marathon closers how do you keep the deal moving

👑 Sales Strategy

📈 Closing

9 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

There's a lot of "it depends" here...
The industry do you sell to
Solution cost/Budget cycles
Is your solution a "need to have" -vs- "nice to have"

And the higher the dollar amount, the longer the sales cycle.

BigShrimpin

Catalyst

Account executive

Im mainly asking for others this and how it relates to their cycle length

Diablo

Politicker

Sr. AE

You mentioned for you. How about other reps?

BigShrimpin

Catalyst

Account executive

I am very fortunate to be the only one

jefe

Arsonist

🍁

This seems pretty normal for $300K deals.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Cycle length for me is similar, but we tend to avoid pilots like the plague.
My cycle length is generally because a fair share of my opportunities come in because of RFPs, and the evaluation cycles inevitably take longer than the aspirations of the customer.

BigShrimpin

Catalyst

Account executive

What’s your typical response to a pilot ask? I find most of these guys aren’t willing to buy without trying first

Sunbunny31

Politicker

Sr Sales Executive 🐰

We have a free trial. Anything more that that is a paid POC. It takes time and effort to set up a full working environment, and the nature of our solution is often a full rip & replace with integrations, so it's not an insignificant commitment.
For us, a trial works very well for those who are interested in the more general functionality, and we do our best to control the time (2 weeks is usually more than enough) and what they're looking to do (hold a kickoff session, then midpoint check in to make sure they're progressing). There are exceptions, but this is usually more than enough.

BigShrimpin

Catalyst

Account executive

I think if we had a trial option that would solve my issue the problem is because we do workflow the out of the box value is significantly lower without a cumbersome onboarding with integrations like you’re talking about. The only option I’ve heard that makes sense for me is to push for the paid POC since offering it gives you somewhat better leverage I think. Just not sure where that fits in the cycle.

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BigShrimpin

Cycle length and process

9 comments

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