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Why B2B Sales Cycles Still Take 6 Months and How to Shorten Them
Description
Lucas and Luna dig into the structural reasons enterprise sales cycles average six to nine months — and what top-performing teams actually do about it. They examine a real case: how a $50 million cybersecurity firm cut its average deal cycle from 210 days to 132 days by restructuring its evaluation process and aligning sales and marketing around three specific lead behaviors. Lucas explains the 'evaluation gap' concept, why demo requests often signal stalled buying groups, and which metrics matter more than pipeline velocity. Luna pushes back on the idea that shorter is always better. No generic advice — just one concrete framework and one company's actual numbers. This episode is for B2B marketers tired of hearing 'hurry up and wait' from their sales team.