10 Easy Ways to Lengthen Your Sales Cycle, Right Now!

You probably clicked the link because you thought I made a mistake in the headline. Why would anyone want to lengthen their sales cycle? The answer is they wouldn’t want to, but many of them do because of the way they approach sales and marketing. This isn’t just about sales because sales cannot work in a vacuum. There is an interconnected system of marketing, lead qualification, deal closing and fulfillment that have to work together; and the need to understand what each group needs from the other. In this first part of a two part series, I’m taking a section from Predictable Revenue called 9 Ways to Lengthen Your Sales Cycles and putting my own spin on it.

1 — Have a Static Understanding of Market Dynamics

A common problem in many companies is an inability to see beyond their products. This is quite dangerous in a world where new products quickly become commoditized or completely disrupted. When that happens, customers begin seeking alternatives as these companies attempt to add value…