Why Sales Velocity Slows as Deal Size Increases

The bigger the deal, the slower it moves. This isn't a flaw in your process; it's a healthy signal of a considered enterprise purchase.

The Psychology of High Stakes

In high-ticket sales, the buyer is buying certainty, not just a tool. The primary emotion is fear of making a catastrophic mistake, leading to rigorous risk-mitigation hurdles.

In enterprise sales, the buyer is not just buying your product. They are buying certainty.

Necessary Hurdles

• Committee Consensus: navigating sign-off from IT, Finance, and Legal.
• Technical Due Diligence: exhaustive security and integration reviews.
• Procurement Gauntlet: contract redlines and commercial negotiations.

The Takeaway

Distinguish between a healthy slowdown and a stalled deal. A longer cycle for your largest accounts is a sign of a mature buyer taking you seriously. Build extra time into your forecasts accordingly.