- Shorten them up a bit.
- Don’t fear paid pilots or smaller deployments. Prove yourself and put a few nickels in the bank.
- And then — just get used to it.
$100k+ deals often take more than a quarter to close.
$1m+ deals often taken more than a year.
Bigger deals generally take longer. But a great VP of Sales with enterprise experience will help — and perhaps shorten sales cycles 30%. That will make a difference.
Ultimately, while long sales cycles are super stressful in the early days — you want to put points up, and cash in — in the long run, they don’t matter that much. Eventually, you have 10, 20, then 100 bigger deals all in the pipeline. You’ll close them in a staggered fashion over the coming quarters. And you’ll even be glad to have a high visibility pipeline. And it will be OK.