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Long Sales Cycle (6-12 Months) vs. Short (1-3 Months)

What do people like better?

What are some pros and cons of each?

ex:

longer - typically bigger deals, larger commision checks, harder to find and nourish, lots of education a long the way. Gets drawn out and tough when you are not closing constantly, complex, mental fatigue

Shorter - quick hits, lots of wins, smaller commision checks but more deals, turn and burn

What is better - Long vs Short sales cycles
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๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
โ˜๏ธ Software Tech
0
SalesPharaoh
Politicker
+8
AM BDR
I like the long sales cycle for target purposes only as it is less stressfull however the short sales cycle keeps the rush going.
ChiDawg
Politicker
+4
Senior Account Executive
I've found that the long sales cycle can get monotonous and take away some of the drive and excitement of the process. I'd say most of my deals fall in the 1-3 month range, with a few outliers extending into the 6-12 month range. Being able to have consistent closes with the shorter cycle sales helps keep the energy and drive high when working on those bigger 6-12 month sales.ย 
SlanginSaaS
Opinionated
+1
Strategic Account Executive
Long sales cycles leads to larger deals. I also feel that I am able to build great relationships with a broader team in long sale cycle deals than in short 3-5 month closes. Having more relationships in my customers help for future adoption, expansion and so that I am not sweating so much if my Champion or EB leave.
ThatIoTGuy
Contributor
+2
Director of IoT Sales
I really think this depends on the space you're targeting. In the SMB space I've noticed that the short cycle applies more than a long sales cycle and in the ENT space a short sales cycle is more common. Also believe if the value is there and the prospect truly has a need the sales cycle can be alerted to their favor.
23
What industry are you in? How long are your sales cycles on average?
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StraightCashHomey , ย  sebitas , ย  fenixlf ย  and 140 people voted