The impact of deal size on your sales cycle

Does the value of the deal determine the length of the sales cycle?

Typically:

Smaller ($) deals = shorter sales cycles

Bigger ($) deals = longer sales cycles.

From my experience:

Solo attorney = one Zoom call close

Multi-location hospital = 45 emails,13 conversations, 2 in-person presentations, 3 price negotiations, and 1 legal review

Either way, don't wait until you need a client to start prospecting :)

CQ

Frequently Asked Questions

Why do smaller deals typically close faster than larger ones?

Because smaller deals usually involve fewer decision-makers and less complexity. A solo attorney, for example, might close after a single Zoom call, with no layers of approval needed.

Why do larger deals take so much longer to close?

Because bigger deals often involve more stakeholders, more scrutiny, and more formal processes. A multi-location hospital deal might require 45 emails, 13 conversations, 2 in-person presentations, 3 price negotiations, and a legal review before closing.

Does this mean bigger deals aren't worth pursuing due to the longer timeline?

Not necessarily, it just means expectations and pipeline planning need to account for that longer cycle. Bigger deals often justify the extended process through their overall value.

Why does prospecting need to happen continuously, regardless of deal size?

Because sales cycles, especially longer ones for bigger deals, mean today's prospecting fuels revenue months down the road. Waiting until a new client is urgently needed leaves a gap that a long sales cycle can't fill quickly.

What's the practical takeaway from comparing these two deal types?

That sales cycle length should be planned around realistically, based on typical deal size within a vertical, and that consistent prospecting matters regardless of whether cycles are short or long.