The Selling Time Horizon and Sales Cycles

Any sales problem feels like it needs to be solved immediately.

Not enough sales? Bring ‘em in immediately, right?

But that’s not how it works. If you’re selling big ticket consulting or training, it’s going to take a while.

Selling to the government? Double or triple your sales cycle.

So your selling time horizon is directly related to your ticket prices, and it scales with your buyers’ complexity and red tape.

If you need more sales in 3 months, you should be running hard today to drive leads and bring them in.

If you need more sales today, it’s unlikely to happen, but there’s no time like now to start taking more action.