Mark Osborne explains that long sales cycles aren't universal in B2B. Small businesses under $50M revenue can approve deals quickly, while larger firms often have individual decision-makers authorized to spend $500k to $800k without committee approval.
out when you talk about long cycles, because not every business-to-business dealing is a long cycle. Even if you're dealing with large corporations, that still does not determine if it's a long cycle. So let me give you 2 examples. Sure. Let's say you're going to work with a conglomerate, a large business. And just for definition and baseline sake, small business is $50 million and less, 500 employees or less. So anything above that number, uh, we're going to consider medium to large business. Well, from there you could be working with someone that really likes you. They, they've known your work that you've done, they know your product or your service, and they have the unilateral ability to sign off on something that you're going to do as long as it doesn't exceed $500 grand, $800 grand, whatever that number is. That board and that communal Uh, authority that's been appointed inside that company says that this individualized person can make that decision.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
