We came across these two charts the other day, and they’ve generated considerable discussion at StratMg.
At first glance it appears deals created, and deals won have moved in parallel with each other, which seems logical. But our experience, and historical research, shows the average B2B sales cycle is typically at least 6 to 9 months.
So our experience dictates our perspective in how we read these charts – the sales pipeline created in Q1 was generally frozen in Q2. Then, some ‘thaw’ occurred in the pipeline and deals that were shelved/pushed were activated. Then in Q3, fresh additions were added because of newer opportunities generated.
On the flip side, because these counts are totals, and aren’t tracking each deal, is the data simply reflecting weeks when disruptions interfered with both deals and closes?
What are you seeing in your business? Are increases in deals opened and won tracking with each other? Has your sales cycle lengthened or shortened in the past few months? Please share your thoughts and let me know @ firstname.lastname@example.org. I’ll collate and share it with the community.
Note: Source: https://www.hubspot.com/covid-data