Sales process
Sales cycle
A sales cycle is the repeatable sequence of stages a deal moves through from first contact to closed, such as prospecting, discovery, proposal, negotiation, and close.
In short
- A sales cycle is the repeatable sequence of stages a deal moves through from first contact to closed, such as prospecting, discovery, proposal, negotiation, and close.
What a sales cycle is
A sales cycle is the defined path an opportunity travels from the first touch to a won or lost outcome. It gives a team a shared language for where any deal stands and a structure for what should happen at each stage.
'Sales cycle' also refers to the time it takes to close a deal, the sales cycle length. A B2B enterprise deal might have a sales cycle of six to twelve months, while a transactional sale might close in days.
Common stages
A typical B2B sales cycle runs through prospecting, connecting and qualifying, the discovery call, a demo or evaluation, proposal, negotiation, and close, often followed by onboarding. The exact stages vary by company and deal complexity.
The sales cycle is the process; it is distinct from the sales pipeline, which is the view of all the deals currently moving through those stages. The cycle defines the steps; the pipeline shows what is in them.
Frequently asked
What is a sales cycle?
- A sales cycle is the repeatable sequence of stages a deal moves through from first contact to close, such as prospecting, discovery, proposal, negotiation, and closing.
What is the difference between a sales cycle and a sales pipeline?
- A sales cycle is the defined process and stages a deal goes through, while a sales pipeline is the visual view of all the deals currently moving through those stages at a given time.
What is sales cycle length?
- Sales cycle length is the average time it takes to move a deal from first contact to close. It ranges from days for transactional sales to many months for complex enterprise deals.