How to Manage Long Sales Cycles Without Losing Momentum

Sales cycles are getting longer. Deals that once closed in a few months can now stretch to a year or more. In this episode of the Revenue Revolution Podcast, Alex Harris shares how he adapts his approach to keep complex deals moving forward.

Why long sales cycles require a project management mindset

As sales cycles extend, the role of the account executive changes. You move beyond selling and into orchestrating people, timelines, and decisions.

Alex treats long-running deals like projects. That means clear ownership, defined next steps, and constant alignment across internal and external stakeholders. Without structure, deals drift.

How to introduce structure early in the sales process

Alex brings mutual action plans into conversations as early as possible. These plans outline key milestones, stakeholders, and responsibilities on both sides.

This gives buyers visibility into what is coming next and helps sellers multi-thread early. It also creates a shared reference point when timelines start to slip.

What to do when sales cycles start to stall

When deals slow down, Alex falls back on the business case. He ensures the customer has signed off on the value, metrics, and cost of inaction.

Revisiting the business case helps re-anchor the deal around why change matters. It also creates urgency without forcing artificial pressure.

How to manage internal stakeholders in long deals

Long deals often involve many internal contributors. Alex avoids pulling people in at the last minute.

Instead, he introduces stakeholders early, keeps them updated, and shares concise executive summaries. Senior leaders want the highlights, not two years of notes.

How to hold prospects accountable without damaging trust

Accountability starts with transparency. Alex is clear about why deadlines matter and how delays affect resources, delivery, and outcomes.

He ties every action back to the buyer’s goals, whether that is saving money, reducing risk, or meeting compliance deadlines. Education is key, especially for buyers going through the process for the first time.

Why discovery and metrics matter more over time

Discovery does not stop after the first calls. Alex continuously revisits metrics, assumptions, and goals throughout the deal.

In long cycles, buyers forget why conversations started. Re-surfacing metrics and updating the business case keeps the deal relevant and grounded in value.

What Alex learned moving from SDR to AE

The transition from SDR to AE was challenging. Alex found that deep discovery, deal management, pricing, and legal processes were the biggest gaps.

His advice is simple. Do not rush the move. Master the SDR role first, seek mentors, and reflect often on what is working and what is not.

Final takeaway

Long sales cycles are not about pushing harder. They are about structure, communication, and value reinforcement.

Treat deals like projects, guide buyers through the process, and make it easy for everyone involved to stay aligned.