The War Room

They say Time kills deals. Who controls the buying cycle time ? Should the buyer set the pace or should sales reps accelerate the cycle ? Where is the line when the buyer sees the seller as a pest and switches off ? How do you avoid stepping on that line?

πŸ‘‘ Sales Strategy
Account Executive
Loaded title, haha. But this is the million dollar question, isn’t it?

My approach is this:Β 

There needs to be an agreed upon next step... if i keep trying to confirm the next step or there’s just no follow through from my champion and im getting no where, then I will start β€˜going for no’ so that I can at least stop wasting time and move on.
Valued Contributor
Business Development Manager
It has to be agreed by both sides so a simple answer to your question is both. Most of the time when the sale is done your job stops but the customer's work actually begins so the timeframes may always be different.Β Β 

This is why discovery/qualification can be so important. If you do this correctly you should be able to know when things will come in, as business value or objectives are abundantly clear.Β 

Mapping out how decisions get made also helps you know how long things take. Are you talking to the buyer, or do they need to build a business case?Β 

If you find yourself 'chasing' then you have already gone past that point. Having clear next steps after each meeting (and booking in the next call always) will make this move quickly.Β 

But, you also cannot control everything so having the honesty to stop chasing and move on to the next can save the heartache.Β 

Hope that helps!Β 
Praised Answer
Account Executive
If they have a buying process, I’ll use theirs, but if they don’t, we will use ours and agree on timelines. The quicker you get to a no/yes, the better.Β 
AE’s - here’s a very client-centred way to gather information about β€˜WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean you’re not a competent sales person or does it mean it’s time to move on to another company?
Generally speaking; how much discount are we giving clients without managers approval to drag those stubborn deals over the line?