CharmingSalesGal

Account Executive

Is there a benefit to elongating the sales cycle?

Really torn between "expanding the scope" narrative that we hear so often and "make it easy for buyers to buy"... Thoughts?

For some context: I work with a SaaS start up that's really struggling through this process and decision right now. Average deal size is around $30k and average of 60 day sales cycle. Really haven't done much outbound prospecting efforts until this last year so keep that in mind as well.

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funcoupons

WR Officer

👑

Tough question. At the end of the day, it really depends on why you're doing it and how you go about doing it. You also need to have an accurate read on your prospect and their situation.

I'm a fan of making things as efficient as possible whenever I can. Sometimes drawing out the early stages of a sale will actually lead to a quicker second half of the process (including the close) which is beneficial to me. In other cases, drawing out the process will most definitely lose me the deal and I choose to speed up our process to suit the prospect.

There's no easy answer to this as it greatly depends on each individual sale. I think a lot of poor managers focus on what's best for them and in theory, for the company but easily forget how it affects and looks to the prospect. If you're going to force your sales reps and prospects to jump through more hoops or endure a more complicated process, you need a better reason than "we're just trying to cover all OUR bases" or "we're just trying to be different than the competition."

CharmingSalesGal

Politicker

Account Executive

LOVE this answer, thank you @funcoupons for putting a lot of words in my head in sentences that make sense.

Justatitle

Big Shot

Account Executive

TIME KILLS ALL DEALS!!!

CharmingSalesGal

Politicker

Account Executive

I reallyyyyyy struggle with this mantra in sales. And I struggle with it because it seems very sleezy salesman to me- "get a deal, any deal, just do it quick."

@MonthEndSpecial said it best "Why are we going through a consultative sales process, building value, validating the value, then throwing it out the window, because we want to shave 15-60 days off of the cycle" which I did say to my manager who often says "time kills all deals" and he had no response lol.

braintank

Politicker

Enterprise Account Executive

But purposefully elongating a sales cycle doesn't help anyone (buyer nor seller).

I'd rather win a smaller deal quick and work an expansion/upgrade then tack on 6+ months to take it all down. Too many things can go wrong.

CharmingSalesGal

Politicker

Account Executive

@braintank What if you didn't have the option to expand/upgrade and it was passed to another person on the team to do so?

I agree with your thought process but unfortunately a lot of times, the CS or AM team gets credit for those situations.

braintank

Politicker

Enterprise Account Executive

Then go for the win!

If you're going to elongate -- add more time to discovery and scoping to maximize the deal from the outset.

A bird in hand is worth more than two in the bush!!

Justatitle

Big Shot

Account Executive

The question was do you ever elongate a sales cycle. I have had yes’s turn to no’s because a competitor came in when we were in our 4th round of legal reviews, so time has killed a deal for me. To me I would rather guarantee a smaller deal then have a chance to get a larger one and lose it

Justatitle

Big Shot

Account Executive

I’m not saying to shave time off but I’m also not saying to elongate a deal. Let the natural cycle happen. Sorry if this brought up bad sayings from your manager but he’s likely a moron.

CharmingSalesGal

Politicker

Account Executive

@Justatitle Totally and that always sucks! In that instance, do you think it would've been beneficial to spend time addressing competitors upfront?

Justatitle

Big Shot

Account Executive

@CharmingSalesGal Of course and we did, but because the legal teams are dickheads and didn't like the placement of a comma that extra time allowed the competitor to slink in and get the business. I understand the benefit to getting a bigger deal but the risk reward is not there for me, I'd rather guarantee the deal and not play risk with my money.

CharmingSalesGal

Politicker

Account Executive

@Justatitle Oh my gosh, that's ridiculous and unfortunate!!

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

@CharmingSalesGal Time doesn't kill all deals. The lack of progress kills all deals. If you have made it the point where the customer has agreed on the value, and the costs make sense, but they aren't signing the deal, yes your deal will die. If you know that the cost to value is off, it should be a strategic conversation with the customer, and not some fire sale discount you are throwing over the fence.

My point was. If there are steps that need to be completed, and they aren't completed (internal discussion, board meeting, CFO call), there is no reason to offer anything in terms of discounts or incentives. I think that you agree.

CharmingSalesGal

Politicker

Account Executive

@MonthEndSpecial Completely agree!

CaneWolf

Politicker

Call me what you want, just sign the damn contract

If you still get full comp for shit that closes later, get the first deal done. Expand the sale from there.

CharmingSalesGal

Politicker

Account Executive

Good call, in this case, we do not get any upsell credit unfortunately.

CuriousFox

WR Officer

🦊

Depends what size compabies you're dealing with too.

1nbatopshotfan

Politicker

Sales

When a client says “yes” end the sales cycle. Take the hit if an upsell later costs you some commission. Money now, especially in a start up is better than chasing that whale for a long sales cycle.

CharmingSalesGal

Politicker

Account Executive

Interesting perspective- maybe it's because I'm an AE at a startup and not a Director/President/CEO of it. As a rep, I benefit more from larger deals whereas you're right, the company benefits from as many deals as possible.

1nbatopshotfan

Politicker

Sales

We get credit for upsell. I see that you don’t, so your approach makes a lot of sense.

CharmingSalesGal

Politicker

Account Executive

I like your approach though and it's a question I'm going to propose internally!

If the company wants me to just sell, sell, sell and quickly, I should ask for bigger incentive to do so instead of playing the long game. Maybe that means I do get upsell opportunities or maybe it's just a higher incentive to do so. The alignment between what reps want and the company wants hasn't necessarily been defined or communicated. Thank you!!

Upper_Class_SaaS

Politicker

Account Executive

I'd say no. I think it could put deals at risk if prolonged. But it also depends on the market you are selling into

WomenWantMeFishFearMe

Politicker

Depends on the product and implementation/deployment of it frankly.

SaaSguy

Tycoon

Account Executive

"Time kills all deals." The more time in limbo with deals is more time for competitors to undercut and weaknesses in your offering to me discovered. If you are extending a deal cycle to add products and up the scape of services thats one thing however; if they have a need, have the budget, and they test your product and it works - hold them to a timeline

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Honestly, I have never seen a deal get pushed out and had it benefit me. There were cases where the customer was far down the path with someone else, and I was able to snake it by expanding the scope/timeline.

AssistantToTheRegional

Politicker

Enterprise Account Executive

You mention you don't like the "time kills all deals" mantra because it comes off as "sleezy" but in reality all it means is that as time passes the value diminishes.

I typically run 60 day trials and there always comes a certain time where it is not advantageous for me to keep extending the trial. My gut always says to keep it on but my head always says that it's best to put them in a position to shit or get off the pot.

CountryRoadTakeMahomes

Valued Contributor

Put your prospects best interest first. Make sure they can get the deal done efficiently, effectively, and most important PROPERLY.

This might mean speeding it up (Lower spend, more transactional spend, less layers to approve, etc) or slowing it down (increased scope, increased stakeholders, increased value).

From a selfish AE perspective, if you get credit for upsell, i would suggest finalizing the deal as quick as possible then work on the expansion/upsell.

if you don't get credit for upsell, then do as you please but make sure prospects best interest are ahead of your comp's interest. Play the long game and sign good happy customers.

Otherwise, signing shit deals just contribute to the bad persona that us sales folks seem to have have.

TheAsSaaSsin

Contributor

Account Executive

The best thing you can do is take control of the buying process. Be considerate and mindful of the pace at which the customer wants to move at, but remember that you are the expert of your product and its important that you dictate timing and context of all "next steps" throughout the cycle.

Elongating a cycle is definitely a tactic that I have used for some "know-it-all" customers in the past who think they know everything there is to know about your solution and just want to purchase asap. By elongating the cycle and making sure that you have taken the time to properly educate your customer on the solution and make sure that they are making an informed decision, you will save yourself some massive headaches in the area of post-sales support, and technical support in the long-run.

Blackwargreymon

Politicker

MDR

I'd rather win a smaller deal quick and work an expansion/upgrade then tack on 6+ months to take it all down.

SBess

Contributor

Outside Sales

close what you can, when you can, as long as it is serving the customer properly. Always the opportunity for upgrades later. Sometimes easier to sell additional services once you're all set up with the client.

GoBlue

Old School Bravo

National Account manager

I drag out my discovery demo time. I make it easy when it makes sense.

Clashingsoulsspell

Politicker

ISR

Ask them how they would respond if some random person called them and said he I noticed you just woke up, want to grab coffee in 15. Basically the same shit.

Error32

Politicker

ISR

Have you tried the approach of, "Hey I overheard you say blah blah blah. Does it work? How do they react when you make that statement?" Make em talk instead of coming at them.

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CharmingSalesGal

Is there a benefit to elongating the sales cycle?

33 comments

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