Metric
Sales-cycle length
Median days from a qualified opportunity to a signed contract. Shorter cycles with a steady win rate mean buyers find the proof they need faster.
DiscoverPayB2B sales-led
Plain label: days from first contact to signed dealAlso known as: time to close, deal velocity
Map which proof buyers ask for at each stage. A mutual action plan and a paid pilot with clear success criteria shorten cycles at Early fit; packaging tests and seat expansion come at Scale.
Sources
Book content is paraphrased, never quoted at length. Last verified October 24, 2026.
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