It was the sales cycle that killed my company off (many years ago). When three or four deals, with a 6 month lead time turned into an 18 month lead time, as th

It was the sales cycle that killed my company off (many years ago). When three or four deals, with a 6 month lead time turned into an 18 month lead time, as things got pushed into next year, it meant we simply ran out of cash. And with such a long and intensive sales cycle, we couldn't afford to have a large number of fallback leads at the same time.