About this Video
- Video Title: 19 Long Sale Cycles
- Channel: Varun Rajan
- Speakers: Varun Rajan (assumed)
- Duration: 00:04:51
Introduction
This video explores strategies for navigating the challenges of long sales cycles in enterprise sales. The main purpose is to provide techniques for keeping deals on track and increasing the likelihood of successful closure.
Key Takeaways
- Challenges of Long Sales Cycles: Long sales cycles present unique challenges, including stakeholder turnover, shifting priorities, and evolving client needs.
- Effective Management: Effective management involves patience, persistence, and strategic planning to maintain momentum.
- Key Strategies: Strategies include developing mutual action plans, consistent communication, and creating shared roadmaps with clear milestones and responsibilities.
- Real-World Example: A successful 12-month SAS deal is used as a case study, highlighting the effectiveness of meticulous follow-ups, a mutual action plan, and consistent communication.
- Addressing Stakeholder Turnover: Building relationships with multiple stakeholders and utilizing a mutual action plan are crucial for managing stakeholder turnover.
