October 29, 2012 When attempting to sell your products and services, you should be aware it will probably take a longer time to close deals than you expect, Patricio Robles writes. "[I]f you haven't yet established the length of your sales cycle based on real-world experience, assume you're underestimating," Robles writes.
You also should know a company's legal department can present delays in closing the deal. In addition, timing really is everything. Sales cycles are very important to keep in mind, especially when selling bigger-ticket items to smaller companies.
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5 Sales Lessons Every B2B Company Should Learn
Timing is everything, and other lessons for closing B2B sales.