Handle these sales in an asynchronous fashion. Just because it feels like it's taking forever to you doesn't mean there isn't progress being made. The unfortun

Handle these sales in an asynchronous fashion. Just because it feels like it's taking forever to you doesn't mean there isn't progress being made. The unfortunate thing is that you may have the sale completely clinched or you may have already lost it and you might not know for months or longer. All you can do is touch base with your contact occasionally, and let them know you're there if they need you. You can also try to offer to help the sales process for them. Sometimes that works well if the hangup is at the executive level. Offer to send them some plain-English case studies about how your product (makes / saves) money for them. Spell out what the expected ROI is, etc... The other side of this coin that's worth mentioning: Sometimes the big customers that won't close just aren't worth the effort. They will always be slow moving. They will always consume much more of your time than a smaller company will. If your company culture value agility, perhaps you should just decide that the sale isn't a good cultural fit and spend more of your time focusing on customers that are a better fit.