031 - How to Grow by Compression
The faster your company grows the earlier your and others’ succession can happen.
And for rapid growth, sales effectiveness is critical.
What often kills sales effectiveness is long sales cycles. Some industries, such as IT Solutions, Government Contracting and my own previous business, Investment Banking are notorious for having long sales cycles. Brruh.
The longer the sales cycle, the more resources it consumes and the riskier each sale becomes. The more time it takes to close the sale,