These sales cycle delays have had a serious impact on B2B sales revenue and growth, resulting in the failure of many sales and marketing organizations to meet growth goals and quotas.
As a result of stalled sales and lengthening sales cycles, hundreds of millions in new sales has been lost, yet most organizations are unaware of the real cost of these sales cycle delays.
For a typical $500M software company, the average cost per each month of extended sales cycles is $41.66M ($500M /12).
What if you could accelerate the sales cycle on just a fraction of your deals…..and reduce these elongated cycles?
For our $500M company example, the value of reducing sales cycles:
Of course reducing the sales cycle is easier said than done … but there are some ways to assure that sales cycles don’t extend any longer, and best practices to begin chipping away at the issue. After all, the cost of doing nothing is just too high.
Facilitating the Buyer’s Journey
Throughout the buyer’s journey, prospects have to navigate a complex change management process, answer key questions about the opportunity, and justify their decisions to an increasing number of stakeholders involved in the decision making process. From discovery, to consideration, through to decision, the buyer’s journey is not a simple one.
Developing the right content and tools could help facilitate the buyer’s decision making process, helping to overcome the chasm’s in their decision making process – can help to streamline decisions and reduce the sales cycle.