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Dear SaaStr: How You Deal With Long Sales Cycles, E.g. 7-8+ Months? A few things: First, you have to get Zen. You cannot force 9 month sales cycles into 9 days. You can bring them in a bit — but not that much. You cannot force Fortune 500 companies to buy six and seven figure deals in the same way SMBs buy a $10/month product. In the first 2 years, this will create a lot of stress.
Dear VP of Sales: No One is Out to Get You. I did a podcast with Kyle Norton CRO of Owner.com the other day, coming out soon, and it will be great. One of the themes is how many VPs of Sales and CROs think CEOs and Boards and VCs are essentially out to get them. That the goal is to fire them 7-8 months in when they miss an impossible plan. We see this all over LinkedIn, in fact.
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