“Six months later, things are still sounding great and not happening. What’s going on?”
It could be that nothing unusual is going on. A six+ month buying cycle for anything over 4 figures is normal.
Whenever selling to an enterprise, you should ask your contact:
1. Who is the champion?
2. Who is the decision maker?
3. What is the process for each tier?
4. What should we do the best ensure our mutual success?
The only reason for surprises in the sales cycle is if you didn’t bother to ask.
It someone sold a cure for cancer for $1000, everyone would buy it and the world would be healed.
If it cost $10,000, you’d probably have to await corporate paperwork and approval for 6 months and only then start implementation.