Develop a simple map of how you sell, what the process looks like and one that is tied to clearly defined and a limited number of pipeline stages, will ensure that your team is aligned and firing on all cylinders.
Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort – this is really the biggest benefit.
Understanding your buyer’s journey is critical to managing the sales cycle and folks’ expectation about the same. Get your CEO to think about his/her own buyer behavior – typically she would be cautious about taking on a new technology and betting her business on it. Likewise, your buyer will understandably display caution with something new – the product you are selling.