Sales cycles in large and complex B2B deals can take many months and even years. Why is it taking so long?

Sales cycles in large and complex B2B deals can take many months and even years. Why is it taking so long?

Some challenges are:
• Your products or services don’t match the clients focus area, hence not prioritized
• Often many formal and informal decision-makers involved, which you are not always able to influence
• Buyers are afraid to make the wrong decision and seek others’ opinions
• Buyers’ budgets can be tight and studied closely
• Too many choices make it hard to differentiate suppliers
• Internal changes of decision-makers during sales cycles (changing jobs), forces sales people to start over again
• Your sales team spend their time on too many accounts, and not enough focus on the accounts that matters the most
• Too much sales focus on value and differentiation, and too little focus on risk mitigation (‘’Value brings you through the door and risk mitigation closes deals’’ Ref: Megadeals research)

Major consequenses are:
• Costly long sales cycles, which in some cases costs millions of Euros
• Lost deals = huge loss of time and money

What are your experiences within complex B2B selling when it comes to length of sales cycles and reasons for them draging out in time? Please share your thougths 🙂