The impact of deal size on your sales cycle
Does the value of the deal determine the length of the sales cycle?
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 :)