The long sales cycle has a great deal to do with the marketing methodology that you're using. Good marketers are paying attention to how they manage their customers and the way in which the marketing is playing out. It's often a source of frustration to them that the sales cycle is not more rapid and more flowing than it is. The reason is that many of their contacts are cold calls or may even be the "off the street" client, looking for something, but they aren't entirely sure what that something is.