As I noted a few times before, one of the main problems and challenges we all face in sales, especially in B2B, is the long sale cycle. If you want to expand rapidly in a market, you cannot wait for a long time to have a contract signed.
In a B2B sales environment though you know that the potential client needs time to consider options and conclude a buying process. Maybe the budget that is required is large and more people need to approve it, maybe integration with internal workflows and systems is needed, something that would further involve other teams in the company.
Since it will be difficult to change the long cycle of this particular product proposition, maybe a workaround is to create sub-products and sell them independently, trying to reduce the sales cycle. If for example your solution covers the entire workflow for a particular need that consists of individual elements, certain sub-products can assist in each step of the workflow and answer to smaller problems.
Normally the smaller the product and the less costly it is, the easier the buying process, less people need to be involved and finally the shorter the less life-cycle could be.
A lot of companies get the delusion that it’s better to sell big high-ticket systems rather than small ones. They forget that selling big volume of small ticket products is a great alternative and potentially a great way to scale up in sales.
Happy selling.