The sales cycle is the average time from first qualified contact with a prospect to a signed contract. It reflects the complexity of your sale, the number of stakeholders involved, and how much evaluation your buyer needs. Shorter cycles improve cash flow and forecast accuracy, while longer cycles require more working capital and carry higher deal risk.
Shorter cycles reduce working capital needs and forecast risk; segment by ACV.
Self‑serve: minutes–days; SMB: weeks; Mid‑market: 1–3 months; Enterprise: 3–9 months.
From stage SQL to close averages 62 days across last 30 wins at $18k ACV.
Sales motion slide: funnel with conversion rates and cycle time by stage.
SQL→Close 62 days; ACV $18k; win rate 28%.
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