Feras Alhlou explains why founders panic over normal business timelines. Selling complex services like cybersecurity to the federal government takes months or years, while simpler ones close fast. Mismatched expectations about sales cycles cause unnecessary stress.
More complex and expensive services require a longer sales cycle. This principle holds true regardless of the service you offer and who sells it. You just can't sell a cybersecurity contract to the federal government at the same speed as setting up a few computers at a local daycare. I've advised some people 8 or 12 weeks into starting a business, they come to me panicking because they haven't closed anything and they thought they're failing in their business. When I look at their service, it's clear to me that their sales cycle is long and complex. Because they didn't know that, they thought they were failing. In this case and many others, core business principles can provide a perspective that will help you get on the right track and be successful.
