Shortening Long Sales Cycles by Mapping the Buying Committee | Catapult
Date published: 07/15/2025
Enterprise sales cycles keep getting longer. You’re facing more stakeholders, more approvals, and more moving parts in every deal. In fact, over the last three years, the average number of stakeholders involved in a B2B buying decision has climbed from 6.8 to 8.5. This increase alone has extended average sales cycles by 22%.
If you’re managing growth for an agency, media company, sponsorship seller, or adtech platform, you’ve likely seen it firsthand. Conversations that felt promising lose steam. New priorities pop up mid-funnel. The person you’re aligned with internally doesn’t have final say, and the real decision-maker isn’t even in the room.
In this guide, you’ll learn how to map, engage, and align your full buying committee, so you can shorten your B2B sales cycle and close more consistently.
